Miami, Florida, United States
Experienced bi-lingual Sales Director with more than 20-years in the Telecommunications industry with a strong background in electronic engineering, project management, and customer service. Self-motivated, results and revenue-driven professional with a relentless personal drive and deep knowledge of the Latin American market. An effective communicator, problem-solver, and team-player with a proven ability to manage and work with cross-functional teams. Identifying and implementing new ways to improve the everyday communication services of people, communities, businesses, and governments by successfully qualifying, developing and managing new and existing business opportunities for the market.
• Responsible for the Latin American market, with an average of 40 accounts across the region while meeting and exceeding sales quota | 2019 DATA: Goal: 8.7M, Actual: 21.6M (exceeding sales quota by 148%). • Committed to maintaining an accurate depiction of the account forecast and pipeline status as well as reporting this to upper-level management and functional teams on a weekly basis, using Salesforce. • Effective negotiator and project manager, having been the lead sales director in the forefront of complex, multi-million-dollar contracts while working with a cross-functional team to close the following: 1st Intelsat In-Country platform in the world installed in Colombia opening the door to the provision of fully managed services in the country, multi-year renewal of services for GSAT in Mexico, early renewal of deals with ETECSA in Cuba, extension of services for CNT in Ecuador, etc. • Foster relationships with existing and prospective customers at all levels of the organization. Maintaining long and well-established connections with the top MNOs and Enterprise leaders in the region. • Continuously mentoring and developing newly hired customer support engineers (CSE) by expanding their knowledge and skillsets to meet current and future objectives of both the Client and the Sales Team.
• Long track record of over-achievement and successes by meeting and exceeding the sales quota by at least 25% • Developed and implemented a migration strategy for existing customers to become early adopters of new products across the region, including EpicNG and Manage Services • Managed important and multinational accounts like Telefonica, America Movil, Axesat (Axess Networks), Corporacion Nacional de Telecomunicaciones (CNT), Entel Bolivia, GSAT (Globalsat), and more which account for an average 35% of the company’s revenue in Latin America. • Participate year over year on important trade shows like Satellite, Latsat, Andicom, Capacity.
• Responsible for technical support to the sales team and customers from the services feasibility determination to the final implementation and following post-sales support. • Complete management of the project, request for human and capital resources, technical analysis, approval of the technical design and implementation timelines, customer education and support, implementation road map, determination of milestones throughout the whole project, supervision of all the tasks until the successful reception of the service by the customer, being the interface between the customer and the company. • Designed, managed and implemented complex multi-customer migrations within our international satellite fleet.
• Developed the most diversified services provision for a major Latin American customer, transforming the company’s traditional space segment only offering to a comprehensive service solution including space segment, fiber, Internet access, teleport services and co-location of a hub on our teleport in Atlanta. • Improved the customer satisfaction rates of the Customer Support Engineering department in the Latin America office. • Resolved several old contractual and technical issues with customers through active and innovative approaches including close supervision, constant monitoring and follow ups.
•Responsible for the whole operation of the Telecommunications Department which provided data communications between all the branches of the bank and the headquarters. • Duties included preparing operational and capital expenditure budgets, equipment installation, and maintenance, supervision, training, and support for personnel in 4 countries, including 16 regional offices, managing and maintaining the equipment inventory, manage and control third party maintenance and service contracts. • Installed and managed the 16 satellite earth stations of the regional offices of the bank, migrating the communications infrastructure from the very limited government-owned Communications Company to our own private satellite network, the first installed in Ecuador. • Migration of most of the old legacy data leased lines infrastructure to a modern TPC/IP network carrying voice and data throughout the whole network. The migration included not only the WAN but also the LAN’s at all the 100+ branches and POS of the bank. Among other benefits, we got a reduction of the national and, more dramatically, the international telephone bills in the order of 60%. • Migration of most of the satellite network to a fiber network reducing the operational costs of the regional offices’ links by almost 40%.