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Highly accomplished, senior sales professional with over 15 years of experience directing sales programs and
delivering immediate results. Proven ability to train and lead cross-functional onsite and international sales
teams, managing enterprise hardware/software products to generate strong revenues. Unique blend of hands-on
technical experience and executive management skills used to develop strategic business and product plans.
Skilled at retaining and growing new business. Multilingual fluency in English, Spanish, Portuguese and Italian.
Strategic Business Planning, Sales Training & Development, Strategic Marketing Initiatives,
Market Penetration, Team Building & Management, International Product Management,
Strategic C Level Alliances, Profit & Loss (P&L), Voice, Video, Data Business Development
PROFESSIONAL EXPERIENCE
• Built and managed an $85 million dollar P&L territory in the Latin Americas region.
• Developed a sales region comprised of managers, sales and support engineers (46 people).
• Grew net revenue by 200%, year-over-year, by opening new markets and developing new product lines.
• Performed marketing and product development in coordination with specific customer requirements.
• Promoted technical sales for: Voice, Video, VPN, IP Conf. Calling and Speech Recognition.
• Responsible for funnel creation and building of account plans to exceed revenue targets.
• Solid track record of working hand in hand with Field selling organizations to grow revenue targets.
• Experienced building international sales force comprised of direct sales, agents and channel partners.
• Responsible for retaining and growing new business markets through added value products.
• Led efforts to structure, negotiate, and close B-2-B relationships in Canada, Europe and Latin America.
• Managed the P&L for a $65 million dollar Latin Americas sales region.
• Results-oriented start-up experience developing new targeted product lines, structuring marketing plans and
building Sales pipeline to penetrate Latin markets.
• Grew regional net revenue and exceeded quota by 140%, year-over-year.
• Managed sales/agent offices in Mexico and CALA region, over 85 people.
• Established MCI as market leader by developing strategic business and personal partnerships.
• Grew market penetration by retaining and expanding client base.
• Responsible for technical sales of: Voice, ISDN, IPLC, ATM, DATA, VSAT, Internet and Frame Relay.
• Reviewed and monitored funnel activity to achieve sales revenues from agent/dealer networks.
• Performed cold-calling presentations to international C-Level prospects to drive business and generate increased
revenues.
National Account Manager, Xerox Corporation, Woodbury, New York, 06/1984 to 07/1994
• Managed a major account sales team serving million dollar plus clients, primarily in Federal, NY State
Government and S.U.N.Y., Board of Education markets.
• Developed third party contractors to offer out-of-the-box solutions to resolve major client issues.
• Exceeded sales objectives an average of 135% per year, without exceeding planned budget.
• Served one year as sales instructor, training sales personnel negotiating skills and account management.
• Utilized CRM software from Oracle for client and prospect development.
• Developed, coached and trained new sales representatives using Xerox Total Quality Management.