Summary
Overview
Work History
Education
Timeline
Iris Martinez

Iris Martinez

Miami,USA

Summary

  • 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
Iris Martinez