Gabriela C. Marrero

Global Team with members in 13 countries throughout Americas, Europe and Asia working to design ICT solutions for Telefonica Multinational Fortune 1000 customers across the world with focus on selling the infrastructure and services in Europe and the Americas. A group of technical consultants that are driven by finding the best technology and solutions for customers.

Role Mission:

• Global Solutions Engineer (GSE) has pre-sales consultant position for MNCs customers focused on USA Headquarters
• GSE role is essential in value creation for MNC customers
• Knowing customers and designing glove fit solutions to effectively guide them through their demanding business challenges
• GSE is responsible for designing architecture and services based on Telefonica's capabilities, considering customer's needs, budget and deadlines, whenever customers need large or complex solutions.
• GSE is essential in bidding team, contributing with leadership and technical authority on behalf of customers and leading internal discussion with all stakeholders, getting their inputs and ensuring satisfactory fulfillment of approval toll gates in internal process to validate solutions to be proposed to customers.

Main Duties & Responsibilities:

• Establish technical credibility with MNC customers and lead consultative selling meetings and workshops with them to identify new leads and opportunities
• Build relationship with key customer contacts and become trusted advisor to customers
• Participate in definition of strategy and vision with customers, influencing decisions based on technical knowledge and analysis
• Be able to work on sales strategies definition with technical advice to jointly define commercial strategies and building Technical Account Plans for key customers
• Support Account Managers in presales phase for preliminary RFP overview and qualification
• Lead delivery of strategic cross border and complex opportunities
• Be responsible for global solution design, aligning available technology with client's needs
• Identify architecture and service design involved in complex technical and functional proposals for customers
• Coordinate technical teams (experts), local teams (local service engineers) and factories to lead final solution
• Work with vendors and service partners necessary to build proposals
• Be responsible for technical (high level design) and economic viability (business case, PnL and margins definition, to be validated with Finance team) of offer preparation phase and once awarded, for precise handover to Post sales teams required
• Present and explain technical aspects of designed solution
• Being key member of Bid team, responsible for all technical aspects of bid or proposal
• Make in-depth, high-level technology and product presentations to customers
• Take initiative to learn in-depth technologies, solutions, and products-internals
• Maintain high level of understanding of existing products and services as well as planned enhancement through formal and informal training
• Actively listened to customers' requests, confirming full understanding before addressing concerns
• Offered friendly and efficient service to customers, handled challenging situations with ease

MNCs worldwide services with focus in projects involved in the Americas at one of the largest Telecommunication Companies Worldwide

Main Duties and Responsibilities:

• Responsible of providing a competitive cost of the USA sites for the required opportunities, approximately 300 quotes per month with a value of 300K MRC (10M FCV) & 600K NRC in CPEs:
• Understand and interpret opportunity requirements
• Contact external and internal providers to gather costs needed for different service elements that compose competitive international telecommunication solution in timely manner providing market intelligence and understanding market/geography
• Negotiate constantly
• Constant communication with internal clients to ensure deal delivery fulfills technical and economic aspects required to position TGS as major market competitor
• Constant update with local technology evolution and emerging technologies that give TGS advantage over competitors to ensure new opportunities
• Ensure quotes from providers comply with special technical requirements (Jumbo Frames, Multi VRF, etc.)
• Request special discounts to suppliers based on customer targets when required
• Manage vendor relationship providing periodic feedback to ensure their response quality
• Maintain good relations with vendors
• Assist to provider’s trainings and have updated knowledge of their tools
• Provide structured feedback in periodic meetings
• Keep POC information updated in logs & data based
• Verify and update quotes when opportunities are won
• Maintain logs and budgetary references tool for quick consultation
• Keep updated log of all opportunities quoted to use for quick reference
• Follow and complete feedback in daily reports
• Validate and verify costs of won opportunities for provisioning and clarify any roadblock during implementation
• Refresh all quotes with provider and verify if last-minute discounts can be obtained
• Validation in SharePoint
• Upload new information
• Coordination and backup support of DDO AMEP team, organization of meetings and calls.
• Offered friendly and efficient service to customers, handled challenging situations with ease
• Collaborated in the implementation of a new PoP with existing provider

Mobile Broad Band Internet Service Provider Company using WiMAX non line of site and point to point microwave links technologies

Main Duties and Responsibilities:

• Managing new corporate customers
• Analyzing site surveys with occasional ride alongs to distribute incoming customers
• Network resource management and distribution for new clients
• Network traffic analysis
• Network topology design and specifications customized for incoming corporate customers, presented, and explained to provisioning team
• Closely working with commercial team for pre and post sales solutions, including but not limited to customized designs for new customers and modifications or upgrades to already existing clients
• Constant communication with suppliers, preparing POF’s, Quotations and forecasting required equipment, including but not limited to antennas, routers, switches, transceivers, specialized cables
• Negotiating with suppliers for best deals possible, maintaining close relationships with vendors
• Closely working and assisting project managers and solutions engineers in design of solutions
• Second level technical support.
• Managed over 30 customers related issues per day

• Delivered technical sales presentations to prospects and presented benefits and value of products.
• Designed and delivered product training for clients.
• Provided technical troubleshooting and problem solving for clients with installed equipment or system issues.
• Recommended changes, improvements or enhancements in products to product development team based on customer feedback.
• Hunting for new customers visiting business buildings where Movilmax had On-net presence
• Calling existing customers to hunt for new business and present new capabilities and products
• Submitted booking forecasts, monthly highlights and CRM entries.

• Technical Evaluation of Alcatel’s 7210 Switch as Last Mile Solution for Corporate Customers
• Testing Alcatel’s 7210 Switch performance and adaptability to company’s networks
• Preparing laboratory reports with results of each test performed to 7210 Alcatel Switch