Sales Director Regional

Miguel L. Art Resume

** ********* *****, ********, ******* Canada L1E 1B8 +1-905-***-**** **********@*****.*** skype: miguellart

THIS IS MY CV/RESUME

Enthusiastic, dedicated, and high achieving International Sales Executive with multi-faceted experience in marketing and sales, and identifying diverse business development opportunities. Highly proficient establishing new, competitive global strategies that deliver gainful results, as well as developing new revenue initiatives. Acknowledged negotiating skills, familiarity and understanding of commercial contracts.

Able to leverage fluency in French and English, and working knowledge of Spanish and Portuguese.

EDUCATION

January 2018: ESS - Completed Survey Training required to become Senior Business Analyst.

August 2016: Fortinet NSE3 Certification-The Fortinet Network Security Expert (NSE) program.

Canada Export Award 1997-"1997 Excellence in Exporting Award”

1983 – 1985 National Radio Institute (NRI) Toronto

Microprocessors and Microcomputer Technology Diploma

1986 Zenith Toronto

Certification in Robotics and Industrial Applications

1980 – 1984 Ryerson Polytechnical Institute Toronto

Courses: Advertising, Marketing & Salesmanship, AC/DC Electrical Motors & Controls, and Electronics

PROFESSIONAL

EXPERIENCE

August 2015- MLA International Sales

Present International Sales Consultant working under contract; sales and support for 2 non-competing Companies, selling through a Resellers’ Network. Locate and setup new Resellers using Social-Selling, E-Mail campaigns, cold calls, Webinars, visits to specific customers with Reseller’s sales force. Maintain and update existing CRMs. Familiar with Salesforce.com and LinkedIn/Sales Navigator.

Markets: The Americas, LATAM and EMEA.

Products: Information Security/Cybersecurity Solutions/Security by Design Concept/SAST & DAST, Smart e-Security for the Enterprise Market, Hosting/Colocation and Cloud-Computing Services and HTMP (Hypervisor Trust Management Platform) for Hardening of Hypervisors.

As of today, I have increased the number of Channel Partners by 35%, sales volume by 70% and profits by 60%.

Oct 2013- Fortinet Advanced Technology Group

May 2015 High Performance Network Security and IP Networking Products for the Americas and EMEA

Regional Sales Director (Contract Agreement) Toronto + Orlando, FL

Since Fortinet's acquisition of the AscenLink/FortiWAN product line from Xtera (see below), work closely with channel partners and territory/regional managers in achieving quarterly quotas. Review and discuss all opportunities listed in Salesforce.com on a regular basis and LinkedIn/Sales Navigator to generate new B2B. Participate in business plans for all strategic markets in Latin America and EMEA. Participate in trade shows, either directly or to assist and support international partners.

Notable Achievements

Deliver quality sales support to Fortinet’s distributors, resellers, Systems Integrators, regional and local accounts managers, with about 35% travel

Achieved and maintained increased sales over quotas

Successfully reached 125% of Q4 2014 sales quota; in Q1 2015 reached a 4-fold in sales volume over the same Q1 2014

With continued travel and a combination of webinars and live-demos, increased the acceptance of AscenLink/FortiWAN product line as a reliable, viable and needed solution for the Enterprise Business, which ensures a projected forecast of 50% sales increase over previous year for 2015, 2016 and beyond.

2004 – 2013 Xtera Communications

Fiber Optic Transmission Systems Division for all of LATAM & EMEA for Telcos & ISPs

Regional Sales Director (Contract Agreement) for all of LATAM & EMEA Toronto

Responsible for the initial introduction of the All-Raman Fiber Optic Transmission System for Long Haul Terrestrial and later for their Unrepeatered Submarine Systems in Latin America. Directed the ongoing management of all major requests for proposals (RFP/RFI) and unsolicited bids and the development of proposal content. Co-ordinated all RFI-RFP replies with R&D, Engineering and Management. Developed product and commercial strategies to increase regional competitiveness. Provided competitive market analysis and recommendations.

Notable Achievements + Accolades

With about 60% travel, successfully introduced our Patented Technology to the major Telecom Carriers in Argentina, Brasil, Chile, Colombia, Mexico, Venezuela for LATAM; Egypt, France and Poland for EMEA and also Russia which resulted in many RFIs and RFPs.

“So far Miguel is the only one that has generated so much work for our Proposals and Engineering Departments thanks to his relentless and constant travel to meet potential customers.”

-- Jon Hopper, CEO of Xtera (during a general sales meeting)

Note: In early 2006 we decided to concentrate our sales efforts on our Unrepeatered Products (see below the Telefonica Account Development 2006-2007).

Then in 2008 I was transferred to the IP Networking Division until 2013 with the acquisition of our AscenLink product line by Fortinet (see above 2013-2015).

Xtera Communications

Telefonica Account Development (Special Assignment/Project)

Regional Sales Director (Contract Agreement) Toronto Madrid Miami/Buenos Aires

Selected by management to review and recommend strategic direction for one of our major potential accounts – Telefonica Spain. Analyzed market and competitive environment to make final recommendations regarding country/product strategies, account coverage, alliances and investment requirements. Developed Latin American/European Telefonica business plans to improve overall internal return on investment. Established annual Southern Cone strategic plans towards the first million dollars contract with Telefonica as a 1st time customer.

Notable Achievements

Frequently travelled between Madrid to meet the VP of new projects, the CFO and Miami and also Buenos Aires to meet and discuss specifications with the Technical Directors. Co-ordinated all RFI-RFP replies with R&D, Engineering and Management.

Successfully concluded the first sale of an Unrepeatered Fiber Optic Transmission System for 10 Gbps with optional upgrade to 40/100 Gbps for Telefonica SAM1 Network

oThis new installation achieved a 4-fold transmission capacity, as well as maintained a very low OPEX with about a 65% yearly reduction in costs

Xtera Communications

IP Networking and WAN Optimization Products Division for the Americas and EMEA

Regional Sales Director (Contract Agreement) Allen, Texas Orlando, FL Toronto

Developed and presented country/regional business plans for all strategic markets in Latin America and EMEA. Established sales quotas and reviews to monitor progress against business plans. Prepared all channel partners and end-users presentations. Coordinated and presented budget plans to senior management, which resulted in their decision to aggressively market and sell into LATAM. Established partnerships in every country in South America and the Caribbean bringing new and increased business revenues.

Notable Achievements + Accolades

With about 50% travel, actively pursued and locked in distributors, Resellers and Systems Integrators in various LATAM countries

Achieved and maintained a 30% increase in sales year after year

Successfully pursued and closed large projects with both a university and bank as success cases to increase product recognition and acceptance with the Enterprise Business

“Excellent work and great job well done. You have achieved the biggest value and volume in a single order in Xtera-IP history, please accept my highest congratulations and salute.”

--Danny Shinn, Managing Director”

Note: The AscenLink product line was sold to Fortinet in 2013 (see above Fortinet 2013-2015)

1995 – 2002 Photon Dynamics (Formerly IPS)

2002-2004 Synergx Technologies (which acquired the Glass Inspection Systems from Photon Dynamics)

Image Processing Division - Inline Inspection, Processing and Alignment Systems

Regional Sales Manager (Contract Agreement) The Americas and EMEA

Responsible for the Americas and EMEA to penetrate, develop, and manage new major accounts such as Asahi Glass Corporation (AGC), Cardinal Glass, Eurokera Glass, Guardian Industries, Oldcastle Building Envelope, Vitro Glass, and ensure repeat-sales orders.

Global Account Manager (Contract Agreement) Worldwide-Toronto

Responsible for Eastern and Western Europe, the Americas, China, and various countries in the Middle East and Africa. Coordinated all new production line projects between head offices and their subsidiaries with 65% of travel and travel between countries.

Notable Achievements

Products: Machine Vision/Image Processing development for industrial applications. Turnkey systems including hardware and software for test and alignment of televisions and computer monitors, as well as on-line inspection of electronic boards and glass for automotive windshields, bottles, and solar glass panels

Propelled the company to rise as the preferred choice and number one supplier worldwide of test and alignment systems for the CRT-based display industry

Generated repeat-sales and managed major global accounts such as Thomson Multimedia, LG, Philips Displays, Hitachi, Sanyo, Sony, Matsushita-Panasonic

As a result of my 65% travel and travel between countries, negotiated and finalized multi-million dollars contracts for expansion/upgrades and/or new production lines in Belgium, Brasil, China, France, and Mexico

New automated production lines resulted in 200% average increased throughput while guaranteeing 99% quality acceptance and a much shorter time to get to market

1990-1995 Coreco, Inc.

Vice President of Sales and Marketing St. Laurent, Quebec

Responsible for all marketing, advertising, and sales programs through a representatives’ network in North America and distributors' network in Europe while overseeing three inside sales personnel.

Notable Achievements

Products: Integrated hardware and software to serve the image processing and machine vision markets

Built export market, outside of North America to represent up to 28% of total sales volume to reduce dependence on the North America market

Negotiated and finalized many distributors’ agreements in France, Germany, Spain, Taiwan, and United Kingdom

Set territories, mutually agreed quotas, as well as marketing strategy

Attended many industry related shows, exhibitions, and conferences to demonstrate the products and generate sales leads with and for our network

Negotiated and used many programs from the Export Development Corporation (EDC)

Successfully increased sales volume year after year by an average of 45%, which is exceptional for a start-up company

As a result of my 50% travel, successfully placed Coreco as one of the leading pioneers in the image processing market for PCs

PUBLICATIONS

"Taymer SI360 Full Surface Inspection System For Wire and cable" Wire Journal International, November 1993 (Co-authored with Bob Bredberg)

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