Sales Manager

RAFAEL MARQUEZ

**** ******* ****** 954-***-**** - 954-***-****

Weston, FL 33332 **********@*****.***

• Sales in Latin America of IT / Telecom Technologies for CLEC/ILEC/Telcos and Fortune 500 enterprises.

• Planning and Strategy of Sales Activities in the Latin America Region.

• Management of Sales through Sales Teams, Global and Local Partners.

• Experience with Telecom Groups: Telefonica, America Movil, Telmex Int; Millicom; Digicel, Nextel; Entel; Orange and other Telecom Service Providers in the region.

• Commercial leadership in multinational projects for the oil industry with Foxboro, USA and JGC, Japan.

• Knowledge on: NGN & VAS Applications, Rating & Billing Solutions, Data/Voice Networks, International Bandwidth Services, Telecom Convergent Platforms, VoIP, Softswitch, Media Gateways, SDP, MW, XDSL, DCME, Cable Modem and Mobile Radio.

• IP Videoconferencing, SMSC, MMSC, USSD, LBS, Mediation and Scada.

• Analysis of the dynamics of NGN services in the Latin America markets for retailing of 3x and 4x Play service offerings.

• Over 15 years of experience in sales of telecom products for public and private networks.

• Over 10 years of experience as Project Engineer in the areas of Systems Integration, Logistics and Installation & Start-up of Telecom Systems.

• Over 10 years of experience in supervisory roles, groups of up to 10 people.

• Bilingual Spanish - English.

Education

• Master of Business Administration, October, 2000. Universidad Metropolitana, Venezuela.

• BS Electronic Engineering. May 1981. Monmouth University, New Jersey, U.S.A.

• Telecom Technical/Sales Training. See Training Courses List.

Professional Experience

Consulting Services February 2010 – Present

IT / Telecom Consulting – Latam

Consult on the software applications for the business configuration of the NGN services and the management of their commercialization according to the market dynamics, based on the Telecom Service Provider’s network requirements. Consulting done through local Systems Integrators in the Latin America region.

Key Accomplishments

• Identified the most suitable products to be integrated to the existing network elements

• Defined the products’ functional and technical requirements based on the customer’s business demands and existing network elements

• Worked out a project budget for products and professional services for a turnkey project

• Projects’ cost range: US$ 300K – 5.0M

SAP / Highdeal Inc USA

Sales Director – Latam April 2008 – January 2010

Manage sales through Systems Integrators, OEM, Global and Solution Partners. Develop Sales Strategies for Global Telecom groups and local Operators. Software Applications: Rating, Pricing Plans, Charging, Billing, Partner Settlement, Accounts Receivables & Payables. Region: Mexico, Central America, Brazil, Argentina, Chile, Colombia, Venezuela, Ecuador, Peru.

Key Accomplishments

• Achieved product qualifications with SAP sales teams leading to sales under RFP processes in Ecuador, Mexico and Chile

• Worked out the inroads at Telcel Mexico for qualifying the product, leading to an RFP and a technology reference for America Movil’s affiliates in the Latin America region

• Worked on the qualification process for a Latam regional pilot at Telefonica, leading to an RFP process

• Developed and managed the relationships with Global, Solution, OEM and Local Partners, leading to RFP processes

• Signed up partners in Brazil and Chile

• Projects’ cost range: US$ 300K – 5.0M

VERAZ NETWORKS / ECI TELECOM, USA February 2001 – April 2008

Sales Director - Latin America, VoIP / DCME

Establish the sales strategy for the account. Identify the need for NGN applications and Show the advantages of IP Telephony Platforms. Sales of IP Telephony, IP Enhanced Service platforms, and Digital Compression Multiplier Equipment for voice traffic. Region: Venezuela, Ecuador, Peru, Bolivia, Central America, Dominican Republic, Chile, Argentina, Uruguay, Paraguay.

Key Accomplishments

• Reactivated awareness of leading product, DCME, into new sales

• Introduced, sold and made new products, Softswitch and IP MGW, known in the region

• Sold to Orange, DR, leveraging on existing frame agreement in Europe

• Sold MGW and Prepaid Card solutions to Codetel, DR, American Movil

• Strategized sales for key telecom groups through new partners

• Projects’ cost range: US$ 300K – 5.0M

3COM INTERNATIONAL, Venezuela September 1999 - August 2000

Business Development Manager, Andean/Caribbean Region

Develop sales opportunities in the region for emerging technologies. Develop alliances for marketing the products. Identify applications according to the existing telecomm infrastructure for promoting the products. Products: Cable Modem, ADSL Modem, VoIP Platforms, and IWF (Inter Working Function) Interface. Andean Region: Venezuela, Colombia, Peru, Bolivia, and Ecuador.

Key Accomplishments

• Developed sales for new products through field trials, outsourcing proposals and evaluation of business models

• Increased the visibility of the voice products at Cable TV providers in the emerging 3xPlay market

• Projects’ cost range: US$ 100K – 2.0 M

INELECTRA COMUNICACIONES (Galáctica), Venezuela July 1993 - July 1999

Marketing & Sales Manager, 09/1997 - 07/1999

Oil & Energy Sales Manager, 07/1993 - 08/1997

Evaluate the technology providers and their distribution agreements. Integrate equipment and services to prepare telecom offers for the Venezuelan Market. Analyze competition and Design sales strategies for the represented products. Look for strategic alliances to integrate turn-key projects for end-to-end telecom platforms. Technologies: MW, Satellite, ATM, TDM Cross Connects; Scada Radios, Videoconferencing, and F.O.

Key Accomplishments

• Won important projects using innovative technologies for integrated telecom solutions

• Developed and increased the sale of videoconferencing solutions to the Oil Industry

• Developed and increased the sale of telecom cross-connect solutions to the Oil Industry

• Incorporated new technologies and products to the telecom offerings

• Projects’ cost range: US$ 100K – 5.0 M

RADIODATA COMUNICACIONES C.A; Venezuela January 1984 - June 1993

Sales Manager, 01/1988 - 06/1993

Project Engineer, 01/1984 - 12/1987

Identify telecom projects and determine the product suitability. Discuss and interpret the technical requirements with customers and technology providers. Work out price structures and sales conditions according to the bidding requirements. Technologies: MW, Mobile Radio, P-MP Radio, and Transmultiplexing.

Key Accomplishments

• Introduced and sold a brand of mobile radios to the Army

• Sold the main radio systems to the bauxite mining complex in the country

• Developed and sold the outsourcing of mobile radio services to the Oil Industry for a fuel transport system

• Developed sales strategies and processes which increased the sales revenues

• Projects’ cost range: US$ 10K – 2.0 M

GENERAL ELECTRIC DE VENEZUELA March 1982 - December 1983

Telecommunications Specialist

Design Mobile Radio systems. Discuss the customer technical requirements. Assemble technical and economic proposals. Supervise regional distributors.

Key Accomplishments

• Introduced Trunking Radio Systems in the country

• Won mobile radio projects incorporating the latest improvements in radio signal reception and hazard areas security features

• Enhanced the mobile radio systems proposals integrating auxiliary equipment for turn-key projects

• Supported the RFPs technically and commercially until closing the sale

• Projects’ cost range: US$ 10K – 1.0 M

Technical / Sales Training Courses

• Highdeal, Caen, France Rating & Billing Applications Platform. April 2008

• Intervoice, Dallas, Texas Interactions 2007

Media Exchange – Next Generation Voice Portal. March 2007

• Broadsoft , Gaithersburg, MD, USA Connections 2006, Executive Users

Conference, IP Centrex, VoIP Residential, Mobile PBX,

October 2006

• Veraz Networks, San Jose, CA USA Softswitch / MGW IP Telephony System. Jan & Sep ’03; March ’04; Feb ’05; Feb ‘06.

• ECI Telecom, Clearwater, FL. U.S.A. VoIP Platform & Prepaid App. Feb 2001

• ECI Telecom, Clearwater, FL. U.S.A. Digital Compression Eqpt, DCME. April 2001

• Wilson Learning, Miami, FL. U.S.A. Negotiating to Yes, December 1999

• Solditeca, Caracas, Venezuela Neuro-linguistic Sales Programming. April 1998

• Lucent Technologies, Coral Gables, U.S.A. Definity PBX. April 1997

• PictureTel, Boston, MA, U.SA. Sales & Marketing. January 1995

• General Electric, Lynchburg, VA, U.S.A. Mobile & Portable Radio. January 1991

• Sierra Misco, Sacramento, CA USA. RTU-0800 Environment Radio St. Sept. 1990

• Sierra Misco, Sacramento, CA USA. Environment Radio Station. December 1998

• DSC Comm. Corp. San Jose, CA, U.S.A. MW Radio & Multiplex Eqpt. Nov 1988

• General Electric, Florence, SC, U.S.A. Trunking Radio GE Marc V. May 1982

• General Electric, Florence, SC, U.S.A. Mobile Radio Control & Voting. May 1982

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