Antonio J. Higuera

**** ** *** **. *** C

Miami, FL 33173

cell: 305-***-****

Email: adbty1@r.postjobfree.com

Summary

Goal driven top producing strategic Sales, Business Development and Channels Executive with vast experience in information and communication solutions, enterprise wireless solutions and unified communications as a service. Able to develop new and emerging markets and expand existing territories. Proven record of success establishing strategic relationships based on client loyalty and serving as trusted advisor in highly visible and complex global accounts projects. Able to negotiate and close multimillion-dollar sales in highly competitive markets. Knowledgeable business partner recognized for fostering positive sales-teams by using key performance indicators that involve business planning and execution, effective training and organizational excellence.

Languages: Fully bilingual English / Spanish, mid-level conversational Portuguese.

Professional Experience

The Higuera Group – Miami, FL Sept. 2015 – Present

The Higuera Group focuses on the introduction and market development of new wireless products and services aimed at enterprise, government and education entities. The Higuera Group provides market analysis, channel infrastructure and the pool of potential customers for the initial positioning of the intended product.

Sales & Business Development Lead, Miami, FL

In charge of Sales and Business Development strategies in the Latin America territory for key regional customers focused on retail wireless products, UCaaS and IoT Solutions. Drive territory expansion in the Latin America region by acquiring new customers, business partners, specialized channels and innovative ways to drive revenue growth.

Cross Match Technologies. Dec. 2013 – April 2015

Cross Match is a world leader in biometric-based identity management solutions. Cross Match helps organizations of all sizes find powerful new ways to protect people, property and profits. The reliance on digital transactions, a growing mobile workforce, the global demand for e-gov services and the need for enhanced security at borders, law enforcement institutions and battlefields all point to a clear need for the confidence and certainty of biometrics. Security-minded organizations in both the public and private sectors understand the power and necessity of biometrics — and they are increasingly looking for an established partner to help solve this identity management challenge.

Latin America Channels Sales Director, Palm Beach Gardens, FL

In charge of the transformation of the existent channel infrastructure, GTM strategy and the positioning of the Crossmatch line of products in the Latin American Region. Focus on channel education, pricing and the creation of appropriate sales tools for the channel community. In charge of recruiting new channels, liaise with Systems Integrators and key AFIS providers to jointly go after common verticals in the region. Position our mobile portfolio with key carriers of the region with the intent to sell with or through them all our mobile biometric solutions. Watch revenue forecast and quarterly commitments.

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Motivate and keep close relationships with top executives in the partner community. Perform quarterly partner reviews and provide corrective actions to get partner sales back on track. Revenues grew by 25% YoY.

Aver Information Inc. May 2012- March 2013

Aver information Inc. is a leader in the Video Conferencing, Video Surveillance and Education Technologies theaters. With over 25 years of product development experience, AVer has expanded to new territories including Latin America, Europe, Middle East and Asia. The Americas Headquarter is based in Milpitas, CA.

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Latin America Sales Director, Milpitas, CA

In charge of Aver's GTM strategy for the Video Conferencing, Video Surveillance and Education Solutions line of hardware and software products in the Latin American and Caribbean Region. Focus on Unified Communications systems integrators covering the SMB space, recruitment of key partners and key major accounts including direct contact with carriers interested in video conferencing solutions (Telmex, Claro Colombia, Claro Brazil and Telefonica Brazil)

CPR – Cell Phone Repair of Miami Dade Sept. 2011 – May 2012

Cell Phone Repair (CPR®) provides on-premises repair of smart phones, iPads, game systems and other electronic wearable gadgets that require “while-you-wait” service. Specializing in water damage, charging ports, broken LCD’s and much more, CPR® has the capability of fully restoring damaged devices – in-store and usually in under an hour. Our expertise in cell phone repair has earned the trust of customers in Miami Dade, Florida and the surrounding areas.

Franchise Owner & Operator, Miami, FL

Established a successful personal electronics wearable repair business and retail store in the Tamiami area of Kendall. Ensured store location, oversaw build-out plan, the purchasing of tools, employee training and the adherence to the franchise operation. Developed store’s business plan and provided marketing and store launch plan.

Motorola Solutions – Latin America - Plantation, FL

Motorola Solutions provides business- and mission-critical communication products and services to enterprises, carriers and governments worldwide.

Motorola Enterprise Mobility Business (Formerly Symbol Technologies)

Senior Manager, Service Providers Channels, Latin American Region Sept. 2008 – Sept. 2011

Introduced, supported and executed sales strategies aimed at the Wireless WAN Mobile Computing and Scanning portfolio (Symbol ES400, MC65, MC75 and MC95 hand held) in key carrier partners of LATAM. Interfaced with top level executives, negotiated high-volume high-dollar contracts and coordinated distribution and technical support. Remotely managed and supported 4 sales managers, 2 in Sao Paulo and 2 in Mexico City.

Managed 10 Service Provider accounts that generated $24M in regional business by creating bundles where all pertinent Motorola Solutions components were part of the carrier’s monthly service fee. These accounts were scattered in Sao Paulo, Mexico City, Bogota, Guatemala, El Salvador, Panama, Puerto Rico and The Dominican Republic.

Introduced and implemented creative marketing initiatives that drove high-level sales of America Móvil and Teléfonica of Spain Motorola Enterprise Mobility Bundles throughout Latin America. Key focus on Telcel/Telmex, Vivo, Claro Brazil, Claro Colombia, Telefónica Empresas - LATAM, Movistar Central America and Movistar Colombia.

Executed Go-to-market strategy and implemented channel infrastructure for tier 1 and tier 2 support.

Recruited Value Added Resellers focused on application development and activation services.

Established solid partnerships with internal and external key decision makers, negotiated multi-million dollars deals and provided product feedback affecting upcoming enhancements.

Spearheaded the market launch of several products in the carrier space including the ES400 and MC35 which were cleared to sell in the enterprise divisions at Claro Colombia, Panama and DR.

Motorola Government and Commercial Markets

Senior Channels Manager, Latin America and Caribbean Region Feb. 2004 – Sept. 2008

Led key channel strategies for the Motorola Wireless Broadband and Mobile Computing portfolios in the Latin America territory, utilized and expanded the existing distribution infrastructure in the region. Reported to the VP of Business Development and Distribution, Latin America.

Successfully managed the regional channel development activities and delivered $15M revenue in 2007.

Recruitment and evaluation of region wide distribution channels. Responsible for alliances with Global partners such as IBM, Unisys and Microsoft.

Consultant to the direct sales force to establish strategies that impacted the Wireless Broadband and Mobile Computing revenues in the in the public safety, SPs, mining and utilities markets.

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Successfully interfaced with all levels of management to identify key products demand and establish market strategies throughout the region, based on client preferences.

Influence and gain mindshare of territory directors to implement local sales strategies that impacted the penetration of Motorola’s wireless solutions in LACR.

Head of the Wireless Broadband and Mobile Computing Team, supervised 3 channel sales professionals in different countries of the region. Influenced indirect reports to obtain targeted results affecting the penetration of the products and strategies under my direct responsibility.

Introduced and implemented a region wide Wireless Broadband training program for the distributors, VARs and the inside sales force.

Guest Speaker at multiple key regional events; addressed the impact of broadband wireless technologies in Latin America.

AVAYA COMMUNICATION, SMB DIVISION, Miami-FL

Director, Spanish Speaking Latin American Sales (2002-2004)

Directed all sales and business development functions, including new product rollouts of the IP based Small and Medium Business Products, key account management, customer relationship development, contract negotiations, channel selection, and order fulfillment.

Held P&L responsibility and oversaw strategic planning, new business development and technical support for the IP Office line of products.

Implemented cross-functional team training, coaching and mentoring program, which resulted in a dynamic and aggressive sales approach that grew revenue from $2.8M to $5.8M within a year.

Led a network of in-country sales and channel managers (6) and supported them to close sales with multinational corporations and government institutions, including: Banco Santander, Telmex-Red Uno, Telefonica of Spain, Cable and Wireless Jamaica, Cable and Wireless Panama, IBM Latin America, The Puerto Rico Telephone Company, The Judicial Branch and IRS offices of Puerto Rico

Designed, implemented and adjusted various sales plans and programs for the IP Office line of products focused on building two-tier distribution channels and fostering demand in the Service Provider arena, resulting in major distribution agreements with Ingram Micro, Anixter, Tallard Technologies and Telmex-Red Uno.

Regional Sales Manager, Global Accounts CALA, Advantage Accounts Division (2000-2002)

Managed the sales and marketing efforts for six strategic Service Provider accounts and its subsidiaries throughout the Latin America region (Telmex, Telefonica, C&W, BT, EPM, BS), grew revenue from $500K to $13M annual purchases.

Grew revenue from $500K to approximately $13M annual purchases and increased account base by 100% in two years, by developing and implementing strategic sales plan, successfully targeting new markets and introducing cutting-edge products to major high-volume accounts.

Led a team of 6 in-country account executives, 3 pre-sales engineers and 2 project managers focusing in the sale of Contact Center Solutions, IP Enabled Enterprise Systems and Managed Services.

Closed major purchase agreements with Telmex, Teléfonica of Spain, Bell South and America Móvil.

Global Accounts Manager, Latin American Region (1998-2000)

Hired by Lucent Technologies in 1998, in 2000 the company spawned off the enterprise division, Avaya Inc. I moved with corresponding transition of responsibilities to new organization. Introduced recently acquired data networking systems in the global accounts space to the Caribbean and Latin American Region. Established solid relations with key decision makers throughout the region and effected major sales to Teléfonica of Spain, Bell South International and Verizon International.

Championed creative marketing initiatives including seminar series in key major countries of the region and served as keynote speaker in several major telecommunications events throughout Latin America.

Overcame competitor’s barriers by providing excellent customer service and technical support

Coordinated activities of various business units and third-party services to ensure the timely delivery of goods to large-scale distributors.

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AT&T EASYLINK SERVICES, Miami-FL 1992-1998

Senior Technical Executive, South Eastern US Region

Promoted to lead and coach a team of five pre-sales engineers directly supporting data communications services to key major accounts in the South-Eastern Region. Focused on operational efficiencies of high-speed data services (T.45 – T1.5, X.25, Frame Relay), EDI, proprietary email gateways and enhanced fax services.

Developed software to create custom interfaces for the cruise line industry to utilize broadcast fax from their LAN environment, which substantially helped increase bookings of Caribbean cruises.

Supported the closure of multimillion-dollar deals with Carnival Cruise Lines, Costa Cruise Lines, Royal Caribbean Cruise Lines and Dolphin Cruise Line. In 1996, the South-Eastern Branch reached millionaire status reaching 250% of target quota.

AT&T BELL LABORATORIES, Holmdel-NJ

Associate Member of Technical Staff, Customer Networks and Interfaces Group (1987-1992)

Conducted interoperability and performance tests of vendor applications, which determined the phases required to connect to AT&T’s Accunet line of services. The interoperability laboratory was created as a marketing tool where almost any vendor could go and schedule testing to obtain an AT&T network compliant stamp of approval.

Performed interoperability evaluations on key applications such as, video conferencing, multipoint video bridges, group IV Fax, inverse multiplexing and LAN-to-WAN applications.

Major co-marketing agreements were signed because of this testing program: PictureTel, CLI, Ricoh, Harris Corporation, Xerox and Kodak among others.

Education and Training

Bachelor of Science and Technology – EE

Thomas Edison State University, Trenton-NJ

Coursework, Master of Business Administration (MBA) - International Business.

University of Miami, Miami-FL

Professional Development Courses

CompTIA A+ Certification, Handling Public Speaking and Media Interaction - Avaya University.

Selling Value Added Data Solutions - Lucent Data Networking Training Center.

Senior Technical Executive Certification Program - AT&T Global Messaging and Information Services

Managing Projects in Organizations - George Washington University, School of Business & Public Management

Sales Presentation Techniques - Motorola University

Wireless LAN/WAN Architecture, Motorola University.

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