25 years of experience and proven successes in the Telecom industry. Strategic thinker, avid negotiator, demonstrated ability to generate revenue, profit growth & cost reduction by leveraging knowledge of Industry, technology, and customer needs. Great understanding of Business Practices and cultural diversity across regions, having lived in Latin America and the USA. Self-motivated leader with strong process-analysis and problem-solving expertise, good interpersonal and management skills, customer oriented, believer in continuous learning to face Professional and Organizational challenges. Great capacity to monitor and control Technical & Operational Projects and Business Plans. Organized, honest, risk taker, team player, methodical and detailed oriented with any given responsibilities. Ability to build and lead high performance teams and highly motivated to achieve and exceed goals.
Experience in the following functional areas:
Marketing Analysis
Management Skills
Business Development
Customer relations
Strategic Planning
Process improvement
Legal & Regulatory matters
Technical solutions
Overview
22
22
years of professional experience
Work History
Sales Manager
SubCom, LLC, Latin America & Caribbean
02.2017 - Current
Representing the company with a comprehensive understanding of our products / services
Achieve company objectives through effective planning, setting sales goals for my Region, analyzing the market behavior and potential customer needs
Generate leads, build, and nurture customers relationships with the objective of growing long-lasting relationships by understanding their needs
Work internally with the team to create and execute a communication strategy that positioned SubCom as leader on the Subsea Latin-American Market
Closes Submarine Projects deals by coordinating technical and commercial requirements; developing and negotiating contracts leading the efforts of all the team involved
Achievements:
- Leading bid process competing for multimillion dollars’ contract with the submarine industry customers, like America
Movil, Telxius, Facebook, Google, Liberty Networks, and others important customers
Active participation in the negotiation and closing of SubCom Contract Supply once the projects are awarded to SubCom,
leading the team efforts and working closely with the customers.
Business Development Manager
GlobeNet Cabos Submarinos America, Inc
02.2011 - 12.2015
Identifies or proposes business deals by contacting potential partners and customers; discovering and exploring opportunities to penetrate existing customer base
Participates actively in the definition, negotiation, and closing of Special Projects and business opportunities those are strategic in nature
Closes new business deals by coordinating technical and commercial requirements; developing and negotiating contracts; integrating contract requirements with business operations and all back-office supporting departments
Work closely with the Subsea / Terrestrial Engineering’s Team to define and design technical solutions / products for the customers
Leads the execution of major strategic and special projects by analyzing market strategies, deal requirements, technical and financial feasibility; evaluating options, examining risks and understanding customers’ needs and goals
Creates project business plans with well-defined objectives and goals and leads the execution within specified timelines
Presents and delivers business plans by carrying out research, formulating market analysis, and preparing accurate and timely business reports
Achievements:
- Active participation in the negotiation and closing of multimillion dollars’ deal with the customer & anchor tenant for a
Subsea cable extension
Commercial Leader & Program Manager of $35MM Subsea Cable extension to Colombia, delivering two (2) months
ahead of schedule and under budget
Developed $75MM Strategic Account designing and delivering tailor made multi-terabit managed spectrum solution to
leading web-scale-company
International Business Director
CANTV
09.2008 - 06.2010
Responsible for all the International Business of Cantv and Movilnet, managing commercial relationships with customers and providers for International Long-Distance Traffic, International Roaming, Submarine Cable capacity, and Satellite services
Managing, in addition, an annual budget of $250M for the contracting of these international services
Participated in the development and implementation of the Strategic and Marketing Plans for the Wholesale Business Unit
Designed and implemented strategies for the negotiation and contracting of all international network capacities required by CANTV and Movilnet
Responsible for the implementation of Cantv's Regional Expansion strategy, having led two critical projects: Cross-border Interconnection with Colombia and Brazil
Achievements:
- Reduction of the costs paid by CANTV for the acquisition of international subsea capacity by 15% per year
Increase and maintain the participation of CANTV in the International incoming traffic market over 30%
without compromising revenues
Design and implementation of the strategy for the commercialization of the cross-border network which
interconnect Venezuela with Brazil and Colombia.
Business Planning Manager
CANTV
05.2005 - 09.2008
Coordinated the generation, integration and consolidation of all financial and operational information required for the development of the Strategic Plan of the Business Unit
Monitored the execution of the Business Unit’s Strategic Plan, ensuring compliance with goals and objectives stated in the plan; coordinated action plans and initiatives to fulfill and exceed plan goals
Analyzed market conditions and trends and their impact on relevant segments of the Business Unit
Responsible for monthly, quarterly, and annual key performance indicators, financial projections and operating results
Coordinated annual development and periodic reviews of the Revenue, OpEx, and CapEx budgets
Gathered and monitored Business Unit CapEx requirements and its execution
Developed business cases for the commercial customers’ segment, in order to provide appropriate resources to meet the business goals
Achievements:
- Cantv consolidation in the Domestic and International Wholesale business, increasing the revenues from
$ 1MM in 2004 to $ USD 10MM in 2007
Cost reduction in the acquisition of international capacities (subsea, satellite) around 30%, generating
important savings to the Corporation
Lead the assessment of CANTV’s participation and investment in several submarine cables projects in the
region, both private and consortia.
Planning and Marketing Specialist
CANTV
02.2002 - 04.2005
Coordinated and controlled market trend analysis, behaviors and deviations, in order to support demand projections and decision-making processes
Collaborated in the technical design and maintenance of product and services portfolio of the Wholesale Business Unit and all associated processes
Coordinated and monitored the development of new products and services, in order to meet customer demand and ensure maximum technical and commercial quality and efficiency
Evaluated and analyzed technical and commercial performance of existing product family with the purpose of designing and developing product and service improvements
Achievements:
- Reengineering of the Third-Party Billing Services (S900 and FCO), leading the assessment of all aspects of the business in conjunction with the rest of the Business Units of CANTV; achieving stabilization over the chain of control and billing process of these services recovering approx
US $ 7 million.
Education
Masters - Marketing
Instituto de Estudios Superiores en Administración – IESA
Masters - Telecommunications Management
Universidad Metropolitana - Caracas
Bachelor of Science - Computer Systems Engineering
Universidad Metropolitana
Timeline
Sales Manager - SubCom, LLC, Latin America & Caribbean
02.2017 - Current
Business Development Manager - GlobeNet Cabos Submarinos America, Inc
02.2011 - 12.2015
International Business Director - CANTV
09.2008 - 06.2010
Business Planning Manager - CANTV
05.2005 - 09.2008
Planning and Marketing Specialist - CANTV
02.2002 - 04.2005
Instituto de Estudios Superiores en Administración – IESA - Masters, Marketing
Universidad Metropolitana - Caracas - Masters, Telecommunications Management
Universidad Metropolitana - Bachelor of Science, Computer Systems Engineering
Regional Chief of Human Resources at UNICEF Latin America and Caribbean Regional OfficeRegional Chief of Human Resources at UNICEF Latin America and Caribbean Regional Office
Political Affairs Officer and Deputy Director at United Nations, Regional Centre for Peace, Disarmament and Development in Latin America and the Caribbean (UNLIREC)Political Affairs Officer and Deputy Director at United Nations, Regional Centre for Peace, Disarmament and Development in Latin America and the Caribbean (UNLIREC)