Latin America Sales Management And Business Development Professional

Multi-cultural leader with proven track record of accomplishments in telecommunications and high technology industries. Consistent success in managing all aspects of marketing cycle, consultative sales, and business development within diversified International and Fortune 500 corporations in Latin America. Strong strategic planner, problem solver and persuasive leader. Interacts well with top decision makers, distributors, and solution partners. Keen ability to see “big picture” while staying abreast of business and technical details. Reputation for results and bottom-line profitability. Cross-functional team builder with prospecting, negotiation, and closing skills. Adept in blending business acumen to build lasting trust and value to clientele. Earned numerous accolades and awards, including 100% Club, Best Sales Team, and High Level Circle. Fluent in English and Spanish.

Core Competencies

Business Development ▪ International Growth Strategies ▪ Contract Negotiations ▪ P&L Accountability Key Relationship Management ▪ Strategic Sales Planning ▪ New Business Development Proposal Development ▪ Staff Development & Training ▪ Channel Development ▪ Strategic Alliances Financial & Administrative Management ▪ Forecasting & Market Analysis ▪ Customer Needs Assessment

PROFESSIONAL EXPERIENCE

UNISYS CORPORATION, Boca Raton, FL 2001 – 2009

Business Development Manager – Latin America

Opened new accounts, increased and maintained customer base in Latin America, building and growing profitable and long-term business relationships with global carriers, offering Fix and Wireless value added turnkey solutions. Managed strategic business alliances with Telco global strategic partnerships. Conducted telecommunications business for systems integration projects and established network of high level contacts with major Latin American telecom operators. Responsible for all the cycle of business (presentations, proposals, business cases, contracts, RFPs, team’s coordination, partners integration, support to other lines of business, negotiations, etc.).

• Directed sales and product support for professional services and enhanced solutions such as Messaging, Prepaid, SMS, telecom solutions, Next-Generation Technology, Systems Integration (OSS/BSS, VoIP, Broadband, etc.) to support clients in achieving objectives, increasing ARPU, and reducing OPEX.

• Chosen as strategic provider and primary liaison for VAS in Latin America by two top WW carriers.

• Instrumental in growing sales by ~30% with a value of $60 million (2002 – 2009).

• Closed first VAS solution deal with NGN infrastructure for over 7 million users in Mexico and Argentina (2003/2004) and for more than 9 million users in Colombia (2004/2005) with a value of $15 million.

AVANTEL (now AXTEL) / MCI, Mexico City, Mexico 1996 – 2000

Senior Sales Manager - National Accounts

Built and led team of 10+ sales executives for sales in Mexican high-tech industry with annual revenue goals of $13 million. Successful in devising and implementing telecom solutions portfolio for Mexican SMB.

• Drove 150% increase in sales for telecom solutions (Internet, IP Circuits, call center, data and long distance services). Developed and implemented strategies and action plans to achieve goals and penetrate market.

• Consistently met and surpassed sales objectives by over $4 million by building top-performing sales team.

• Led sales team that doubled revenues each year and exceeded revenue goal by 60% in 2000.

Honored as “Best Company Sales Team” and two-time recipient of “High Level Circle Award” for team achievements. Selected to receive “Best Sales Team Award” for team building and motivating skills.

UNISYS MEXICO, Mexico City, Mexico 1993 – 1995

Client Account Manager

Directed cross-functional sales and technical teams within Telecom / Media accounts (Telmex, Televisa, and Multivision). Specialized in VAS communications technologies.

• Generated revenue of $3.5 million annually through value creation, market penetration, coverage and customer satisfaction. Identified and assessed customer needs and provided Telecom business solutions.

• Successfully positioned company’s distinct competitive advantage, articulated business case and ROI, qualified and prioritized opportunities, and utilized Sales Logics to track progress.

IBM MEXICO, Mexico City, Mexico 1988 – 1993

Sales Account Executive (1991 – 1993)

Accountable for increasing IBM telecom installed base in Telmex with sales team generating $30 million in revenues. Participated in key deals on sales of mainframes, OSS/BSS applications, peripherals, and computers.

• Won “100% Club Award” as member of sales team contributing $30 million in revenue to key customer.

Product Manager (1988 – 1990)

Tasked with development, expansion, and management of AS/400 systems, office and imaging software programs. Supported and managed IBM distributor channels along with facilitating profitable partnerships. Developed and executed programmatic sales processes permitting company to reach sales quota during period.

• Chosen for “100% Club Award” through doubling sales of AS/400 high-end product in only one year.

• Received “Excellence Award” for implementation of first imaging demo center in Mexico.

EDUCATION

Bachelor of Economics, Universidad Nacional Autonoma de Mexico (UNAM), Mexico, DF

High Direction Course, Universidad IberoAmericana, Mexico, DF

Telecommunications Course Instituto Tecnologico Monterrey, Mexico, DF

Finance Course Instituto Tecnologico Monterrey, Mexico, DF

PROFESSIONAL TRAINING

• Completed numerous sales, management, telecommunications, finance, IT and negotiation courses.

• Received scholarship in Information Technology and Marketing from IBM Corporation in Mexico.

COMPUTER SKILLS

Proficient in Microsoft Office Suite Products

LANGUAGES

Fluent in English and Spanish

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