ROY FLORES

Brambleton, VA ***** 571-***-**** ad3ti0@r.postjobfree.com www.linkedin.com/in/Roy-Flores-Jr SENIOR BUSINESS EXECUTIVE

DRIVE SALES, BUSINESS DEVELOPMENT & MARKETING Lead Multi-Disciplinary Teams Manage Customer Relations Leader, Sales Executive and Negotiation Professional with a record of finding innovative ways to develop and deliver sales revenue, contracts and customers to the organizations. Twenty+ year career of delivering top-line revenue, establishing market access, developing corporate and government relationships, building business unit, developing and delivering new products and solutions, negotiating, capturing and executing profitable business contracts in enterprise, entertainment and government markets. Primary emphasis is developing and successfully executing strategic revenue production, facilitating the entrée into the international and government marketplace, developing and executing marketing strategies and corporate initiatives. Devised and implemented new market entry, new product launches and global expansion for multinational corporations – INTELSAT, Loral, General Electric and SES. Consistently foster an atmosphere of innovation, solutions delivery and customer satisfaction by acting as liaison between customers, staff and leadership.

• Built the Americom Government Services division when SES acquired GE Aericom creating the need for a wholly owned subsidiary to address government contracts and the government market for satellite and telecommunications services. Developed go-to-market strategies, marketing plans and a General Services Administration schedule of goods and services offered to the government community.

• Built mobility sales division to address the rapidly growing maritime, aero and comms on-the-move markets, developing sales and marketing strategies, pricing and customer solutions. Established multi-phased approach to mobility products and service delivery offering the customers multiple options for service delivery. CORE COMPETENCIES

Revenue Delivery Business Development Sales Strategy Marketing and Customer Management Communications Skills Team Leadership Proposal Management Presentation Preparation Written & Oral Communications Skills Press Management Cross-Functional Collaboration Profit &Loss Management International Regulatory Experience U.S. Legal Requirements RELATED EXPERIENCE

NAL RESEARCH November 2022 - Current

SENIOR SALES EXECUTIVE

DoD Sales and Service Executive, Manassas, VA

Top revenue producer with full autonomy to accelerate the sale of telecommunications products and services to the United States Department of Defense and International Governments globally. Tasked with the sale of NAL RESEARCH tracking equipment and Iridium satellite services to the U.S. Government and Governments globally, responding to requests for proposals, white papers and information to governments globally. Specific duties include:

Developing and delivering sales pipeline of terminals and service to the U.S. Government

Developing sales demand and pipeline in IndoPacific region

Capture manager for Requests for Proposals, Requests for White Papers and Requests for Information from government customers

ROY FLORES PAGE 2

Meeting and exceeding sales and revenue targets.

Developing new products and services with engineering team and service providers. Sales & Marketing

• Developed and established go-to-market strategies for DoD and Global Government markets

• Developed sales pipelines for NAL products and Iridium satellite services

• Led capture efforts for the U.S. Government market

• Led proposal teams to bid major U.S. and International Government Requests for Proposal

• Built and led project teams to include sales, engineering, finance and marketing for major contracts

• Forged relationships with major telecommunications organizations Iridium, KDDI (Japan), Korea Telecom, TECRO Taiwan and others

• Collaborated with finance, technical and marketing teams to develop services and marketing materials Strategic Partnering & Global Integration

• Negotiated and secured Distribution Agreements with telecommunications partners globally

• Led aggressive targeted solution selling and client relationship strategies to gain access to senior executives at customers as diverse as KDDI Japan, JETEC Taiwan and the U.S. Government

• Developed partner agreements with telecommunications providers globally SENIOR SALES EXECCUTIVE

Senior Sales Executive, GE Americom / SES Government Solutions, SES Mobility, SES Global Government, Washington, DC

Senior Director Sales, Global Government, the Americas May 2017 – April 2022

Senior Director, Sales, Enterprise and Mobility SEP 2015 – May 2017

Senior Director, Sales, SES Government solutions May 2001 – Sep 2015

Director Sales, Media and Cable Sales November 1999 – May 2001 Top revenue producer with full autonomy to accelerate the sale of telecommunications products and services to the Global Broadcast and Cable, International community, U.S. Government, Mobility and Global Government customer bases. Initially tasked with managing broadcast and cable customers and expanding the GE Americom customer base internationally leading a team in developing winning strategies for entry into the international satellite services market. Designed and delivered “pre-launch” sales programs and revenue generating contracts for satellite service, establishing partnerships with foreign telecommunications organizations and satellite users to develop customer ”neighborhoods” accessing the Americom satellite fleet. Transitioned to U.S. Government sales in 2001 to build and accelerate growth of Americom Government Services in capturing a greater percentage of the U.S. government commercial satellite market. Moved to the newly formed mobility sales team, managing key accounts in the aero, maritime and comms-on-the-move markets. broadcast, enterprise and global government accounts. Completed GE’s intensive and market-leading target account sales and development training.

Sales & Marketing

• Captured contracts in excess of over $700 million in new business and $500 million pipeline

• Exceeded new business revenue goals from 1999 through 2022

• Developed and established go-to-market strategies for Broadcast, Government and Mobility markets

• Developed sales pipelines for all market verticals

• Led capture efforts for the development of the U.S. Government market

• Led proposal teams to bid and win major U.S. and International Government Requests for Proposal ROY FLORES PAGE 3

• Displaced entrenched competition to win a major contract with the U.S. Army for the delivery of secure satellite networks and teleport service and the design, integration and delivery of VSAT terminals for the network

• Built and led project teams to include sales, engineering, finance and marketing for major contracts

• Forged relationships with major telecommunications organizations such as AT&T, British Telecom, Korea Telecom, KDDI (Japan) and others

• Collaborated with finance, technical and marketing teams to develop pricing for a General Services Administration contract, and rate cards for a new fleet of international satellites Strategic Partnering & Global Integration

• Negotiated and secured Master Services Agreements with telecommunications partners globally

• Negotiated and executed contracts for Host Nations Approval, Licensing and Taxation with foreign governments

• Led aggressive targeted solution selling and client relationship strategies to gain access to senior executives at customers as diverse as Fox Sports, Warner Bros., Turner Communications and the U.S. Government

• Key team member during merger and acquisition activities for the purchase of Columbia Communications Corporation and Verestar

ADDITIONAL EXPERIENCE

LORAL SKYNET Bedminster, New Jersey June 1998 to November 1999 SALES DIRECTOR

INTELSAT Washington, DC

SALES DIRECTOR / MANAGER TELEVISION SERVICE CENTRE WSYT-TV Syracuse, New York

ASSISTANT DIRECTOR OF MARKETING AND PROMOTION

WNOL-TV New Orleans, Louisiana

ASSISTANT DIRECTOR OF MARKETING AND PROMOTION / VIDEO ENGINEER EDUCATION & TRAINING

Bachelor of Arts in Journalism – Loyola University of the South Graduate Studies in Film Production – University of New Orleans Target Account Selling – GE Capital

Zenger Miller Frontline Leadership.

Shipley and Associates – Managing Winning Proposals. Shipley and Associates, Capturing Federal Business Shipley and Associates, Winning Executive Summaries Miller Heiman Strategic Selling Workshop.

Zoom Meetings Google Meet Microsoft Teams Social Media – Twitter, Facebook, Instagram Google Workspace MS Office

I hold an active U.S. Department of Defense Secret Security Clearance

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