ADRIAN J. MALCOS

North Miami Beach, FL

305-***-****

http://www.linkedin.com/pub/adrian-malcos/3/60/583 adviuj@r.postjobfree.com

PRODUCT AND STRATEGY SEGMENT MANAGER SOLUTIONS ENGINEER Offers 10+ years’ experience in the design and introduction of innovative products as a Product Manager and as Solutions Engineer, along with 20+ years of hands-on satellite communications background. A strong collaborator, always in direct connection with customers in a variety of segments: commercial, enterprise, and government. Adept at learning and analyzing requirements and providing innovative solutions to complex issues involving technical, human, and procedural skills. Fluent in English, Spanish, Portuguese, and Hebrew. SKILLS

Empathic Engaging Communicator Creative thinking, ingenuity, and innovative solutions oriented Business intelligence Team Building, Leadership Analytical Problem-Solving Global, regional, local adaptive Growth and Profitability mindset Project management Entrepreneur mindset Fosters a good work culture Adapt to change Initiator Critical thinking Articulate Conflict resolution

Telecommunications/Networking Interface Roles Persuasion CAREER HIGHLIGHTS

Worked with teams and customers in the inception of MEO Satellite High Throughput Internet since 2014, creating a new market in Asia, Pacific, and the Americas.

Designed and redesigned products in new and existing markets to make them unique and inimitable with a clear differentiation for specific market segments, which overachieved profit objectives consistently. Responsibilities included product definition and feature set, Data analytics, roadmap, pricing, go-to-market, and support systems and processes for sales, operations, support, and upgrade.

Introduced new concepts and innovations, such as combined GEO/MEO and SDWAN and geographic diversity, to preserve the offer’s competitive advantage, the customer stickiness and the entry barrier against competitors as possible.

Served as main agent from Product to specific inter-department mission teams that improved the Salesforce and Microsoft D365 sales support processes and systems to make product easy to sell, deliver, support, and upgrade.

Member of first team as PMP Product Owner to deploy Agile in the organization. EXPERIENCE

SES Networks January 2014 - December 2022

Product Strategy Manager - Product Owner • Miami, FL (January 2021-December 2022) Global Maritime Segment – MEO and GEO. Global Satellite Connectivity Communications.

Led the Product strategy for the Commercial Maritime Satellite Communications business, as a newcomer in a competitive environment. Strategy brought a revenue increase of 30% and a customer base of 2,100 vessels to 3,500 in 12 months.

Designed a new disruptive product and concept for the Yacht segment, including the completion of a channel partnership with the world’s main integrator and distributor for yachts with expected orders of USD 100M from 2023 to 2027.

Understood and used customers’ requirements and market intelligence inputs to consider and prioritize / deprioritize new developments.

Designed / redesigned the product offer, including feature set and pricing strategy, and turned it around from its current state to optimize and maximize its profitability. Product Owner function within Agile lifecycle development, responsible to keep best quality stories and product backlog.

Developed and maintained realtionships with vendors and providers of components, Platforms, Software and Services including Cloud Service Providers.

Built and maintained product playbook for Sales and Marketing, which describes the product conformation and details, guidelines, and best practices for Sales and Solutions Engineers to maximize profitability. Built and maintained product roadmap. Ensured for quick and efficient sales and operation processes including CRM. Product Line Manager • Manassas, VA and Miami, FL (May 2017-December 2020) Product Owner Customer Terminals - Fixed, MNO, Maritime, and Government market segments.

Served as Product Owner for the MEO Tier 1 and Tier 2 land terminals, meeting requirements to grow 150 customers with over USD 180M yearly revenue globally.

Completed development of Cruise Maritime Dual and Triband terminals, which allowed for the closing of contracts to allow Maritime revenue increase to go over 200M, and engage new customers after a long period of exclusivity with a single customer.

Timely delivered adapted terminal, as Product Owner of FlyAway terminals, that allowed winning a US DoD contract of USD 11M .

Transitioned first-generation terminals and components to next generation; collaborated in the definition of requirements and in the selection of suppliers.

Redesigned and transitioned the connectivity Product “Lead to Order” and “Order to fullfillment” processes from Salesforce into Microsoft D365.

Owned product catalog for terminals and components architecture controlling the costing of the overall deliverables. Product Owner function within Agile lifecycle development, responsible to keep best quality stories and product backlog.

Senior Sales Engineer • Singapore (January 2014-May 2015); Manassas, VA and Miami, FL (May 2015-May 2017) As a Solution Engineer - Technical Expert Sales Professional, elaborated and adapted deliverables and customizations to optimize deal profitability, control costs, and protect deal revenue.

Engaged with customers, understood requirements, and designed appropriate solutions to win the deal profitably.

Carried out the solution design in coordination with Engineering, Services, and other teams. Grew customer base from pre-launch (near 0) to over 100 sites and USD 40M - 50M in Asia, Pacific and the Americas.

Owned and conveyed technical proposals to customers, verbal, written, direct, or through RFP/RFIs.

Bridged the gaps between the product offering and specific customer requirements; brought feedback for product development.

Trained and supported the growing team of Sales Engineers, peer reviewing designs and updating them. Comverse Network Systems - Mavenir, Israel June 2012 - Sept 2013 Solutions Consultant – Products Sales Expert • LatAm Drove the sales and proposal process for Data Mobility PCRF in coordination with several inter-disciplinary teams globally. Served as the customer-facing subject matter expert with the support of several more specialized technical teams.

Promoted and drove sales efforts for the new PCRF concept and product with regional sales teams and customers, remotely and in person.

Led proposal process that won the provision of PCRF for a USD 60M comprehensive mobile network LTE architecture system in Brazil.

Elbit Systems Shiron – Advantech Wireless Israel September 2010 - June 2012 Product Sales and Market Solution Specialist • Global Expert pre-sales support of business development: all sales scenarios, direct and RFPs.

Won first contract in India, involving a substantial network expansion for 10,000 new end customers - ~USD 5M.

Won first contract in LatAm for a multinational MNO operator. EARLIER CAREER EXPERIENCE

SkyVision Global Networks, Israel/Global, Sales Senior Consultant Engineer Gilat Satellite Networks, Israel/Global, Technical Expert – Sales Support – Solution Design ECI Telecom, Israel/Global, Technical Trainer - Regional Business Development Citibank NA, Argentina/LatAm, Information Systems Analyst Developer IBM, Argentina/LatAm, Information Systems Developer EDUCATION

Master in Information Systems Engineering – UTN Technological University, Argentina Master Equivalences obtained by:

MSc Computer Sciences (Cert / Israel Institute of Engineers)

Professional Engineer Australia (Cert / IEAUS) – Highest level of engineering certification in Australia BSc Information Systems - Technion Institute of Technology, Israel CERTIFICATIONS

Certifications in Product Management

o Specialization in Business Strategy, Competitive Advantage - Wharton o Specialization in Product Pricing - University of Virginia

P&L and Finance Statements - University of Illinois Urbana Champaign

SCRUM PMI-ACPM AGILE Certified Product Owner - Project Management Institute

PMI Agile Certified Practitioner (PMI-ACP)

TECHNICAL SKILLS

Antennas and RF: Viasat, GD, AvL, Intellian,

Orbit, Cobham, CoTP/CoTM, BUCs, LNBs,

Transceivers, CPI, NJRC, Norsat

Platforms: Gilat, ST iDirect Newtech,

Comtech, Elbit (AKA Shiron). DVB-S/S2,

DTDMA/FDMA/SCPC/MCPC, DVB-RCS, IPoS

Agile CSPO

SCRUM Alliance

Tools: Version One, Jira,

other

Satellite networks: Hands-on design

installation and training.

Networking: Metro Ethernet Layer 2, ME2,

TCP/IP Ver4 Ver6 Cisco certifications, BGP,

MPLS.

ERP - CRM - SAP - Salesforce

Sales, Microsoft D365 Apolo

Mobile Backhaul Optimization,

2G/3GPP/LTE, RAN

Cloud in-Prem Off-Prem Amazon AWS and

Microsoft Azure cloud, PowerBI, Sharepoint

GSO NGSO, MEO GEO,

satellites

PSLC Product/Service Life Cycle - Product

Development

Microsoft D365 - Microsoft Sharepoint -

Apolo

SalesForce Classic and Lightning

Link budget RF calculation

tools

Product Strategy, P&L, Data Analytics,

Product Roadmap

Database Design SQL Oracle SqIDBM, Data

analytics

Wideband HTS

Price Strategy, Business case, VoIP, SIP Miro Board NPI New product Introduction, Difinition,

Design, BOM Bill Of Materials, CRM, Pre-

Production

IoT, Internet Of Things

SCADA

MS Office (high proficiency):

Excel, PowerPoint, Word,

Project

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