Business Development Manager Latin America Telecom/IT

Business & Channel Development / Key Accounts / International / Proposals / Negotiations / B2B Market Analysis / Marketing / Training / Product Application / Growth Strategies / Strategic Planning



 Key Skills:

With intimate knowledge of Latin American business culture, I build, develop and cultivate long-standing customer relationships that positively affect sales and business relationships to build a companies top line revenues. I acquire key accounts in highly competitive emerging markets and develop customized product solutions to ensure customer satisfaction. Some career highlights include

• Leveraging multiple marketing and sales strategies to significantly increase channel exposure

• Leading market expansion in highly competitive Latin American markets

• Creating strategic vendor, distributor and channel partnerships to spur revenues

• Expanding integrated sales solutions to accommodate client needs

• Developing deep knowledge of current and emerging technology and telecom solutions

Colleagues describe me as a skilled problem solver and persuasive leader. I am effective at interacting with top decision markers, distributors and solution partners to build long-standing, profitable relationships.  


Bachelor's Degree   Universidad Nacional Autonoma de Mexico (UNAM). Major: Economics 



ArICENT GROUP, REDWOOD CITY, CA                                                                                                  2011 - 2014

 Regional Channel Manager / Sales Manager – LATAM

·         Oversee the sale of a portfolio of ~10 high-tech telecom solutions (to incl. Software, Technology, infrastructure, Systems Integrations, Professional Services, etc.) to key service providers in LATAM

·         Lead strategy and sales to drive expansion in LATAM market and identify/tend to service provider opportunities in their markets

·         Manage regional Value Added Reseller channels (6+) in LATAM and OEMs, such as Alcatel-Lucent

·         Identify/develop service provider customer relationships, leveraging professional relationships

·         Work closely with Marketing, Technology, Network, Operations, Infrastructure and IT

·         Started relationships with Tier 1 & 2 operators offering Aricent solutions portfolio


Strategic Initiatives:

- Channel Development:  Set up 2 new channels and a sales team in the region to promote Aricent IN NG solutions portfolio, with revenue generation to date of USD $3M. (2011-2013)

NEWNET COMMUNICATION TECHNOLOGIES, Trumbull, CT                                                           2009 – 2011

Sales Director – Latin America


Successful hunting new accounts directly and through channels, offering: messaging, signaling, value added services and professional services to wireless operators in the region. Established network of high-level contacts with major Latin American telecom operators. Responsible for all the sales cycle of business (presentations, proposals, business cases, contracts, RFPs, team’s coordination, channels integration and follow-up, requirements detection, negotiations, etc.).

·        Directed sales for professional services and enhanced solutions such as IP Messaging, SMSC, MMSC, USSD, next generation converged services and applications, software protocols and application development platforms, IP-based, end-to-end networking, SDP, telecom solutions, etc. to support clients in achieving objectives, increasing ARPU, and reducing OPEX.


UNISYS CORPORATION, Boca Raton, FL                                                                                                       2001 – 2009

Business Development Manager – Latin America

Opened new accounts, increased and maintained customer base in Latin America, building and growing profitable and long-term business relationships with global carriers, offering Fix and Wireless value-added turnkey solutions. Managed strategic business alliances with Telco global strategic partnerships. Conducted telecommunications business for systems integration projects.


·        Directed sales and product support for professional services and enhanced solutions such as Messaging, Prepaid, SMS, telecom solutions, Next-Generation Technology, Systems Integration (OSS/BSS, VoIP, Broadband, etc.) to support clients in achieving objectives, increasing ARPU, and reducing OPEX.

·        Chosen as strategic provider and primary liaison for VAS in Latin America by two top WW carriers.

·        Instrumental in growing sales by ~30% with a value of $60 million (2002 – 2009).

·        Closed first VAS solution deal with NGN infrastructure for over 7 million users in Mexico and Argentina (2003/2004) and for more than 9 million users in Colombia (2004/2005) with a value of $15 million.


AVANTEL (now aXTEL) / MCI, Mexico City, Mexico                                                                             1996 – 2000

Senior Sales Manager - National Accounts

Built and led team of 10+ sales executives for sales in Mexican high-tech industry with annual revenue goals of $13 million. Successful in devising and implementing telecom solutions portfolio for Mexican SMB.


·        Drove 150% increase in sales for telecom solutions (Internet, IP Circuits, call center, data and long distance services). Developed and implemented strategies and action plans to achieve goals and penetrate market.

Consistently met and surpassed sales objectives by over $4 million by building top-performing sales team. 
UNISYS MEXICO  Mexico City, Mexico                                                                                                  1993-1995

Telecommunications Account Manager, 

Lead multi-discipline team of sales and technical professionals responsible for the Telecom and Media accounts including Telmex, Televisa, and Multivision.

Generated revenue of $3.5M per year through value creation, market penetration, and coverage and customer satisfaction. I identified customer needs, assessed business problems and provided Telecom solutions. Specialized in Unisys Telecommunications solutions. My major responsibilities were:

§ Identified and positioned Unisys distinct competitive advantages.
§  Articulated business case and ROI on Unisys solutions to clients.
§  Qualified and prioritized opportunities and used Sales Logics to track progress


IBM MEXICO  , Mexico City, Mexico                                                                                                   1988-1993

Account Executive, Mexico City, 1991 - 1993

Responsible in increased IBM telecom installed base in Telmex. Member of a sales team with revenue of 30 million dollars. During this period I participated in large deals as the sales of main frames, billing application, printers, a new computer site, etc.

Product Manager, Mexico City, 1988 - 1990

I was in charge of the development, expansion and management of AS/400, office and imaging software programs. Assigned to assist, support and manage IBM distributor channels, facilitating profitable partnerships.

Developed and executed programmatic sales processes which permitted to the company reached the sales quota in the period that I was assigned.


SELECTED Achievements

ü       In Avantel the sales team that I was leading doubled each year the revenue and the last year we exceeded the revenue goal by 60% and were honored as the best sales team of the company. I received twice the “High Level Circle Award” for the achievements of the team. Also I won the Award for the best sales team in the company.

ü       In 1993 in IBM I won the “100% Club” award being part of the sales team that sold $30M of revenue to the second largest client of IBM Mexico.

ü       In IBM I won the 100% Club award by duplicating in one year the sales of AS/400 high-end. I received the “Excellence Award” for the implementation of the first imaging demo center in Mexico.


 Boca Raton, Florida. (561) 208-1642, MAR Resume.