Nicarao Advisors LLC

Providing fractional sales and business development services. Strategic Planning and Execution; Leadership and Team Development; Sales and Marketing; and Customer Relationship Management.

Principal

Currently Seeking New Opportunities

Currently seeking Vice President Sales Opportunity

Liberty Latin America

Sought to take on oversight of company’s largest supplier contract to ensure compliance, identify and address performance issues. Member of governance committee. Shrunk contract costs significantly and maintained a positive vendor relationship despite changes in scope of contracted services.

Director - Contract Management

Cable & Wireless Communications

Recruited for a role that swiftly changed into 100% pandemic response to address issues that arose concerning daily operations. Since there was no playbook on how to conduct business during such a time, created and implemented Covid_19 procedures in only 5 days. Ensured ongoing service to customers for installation of video, internet, and telephony services through the provision of personal protective equipment (PPE).

Director - Technology & Operations

TalentAdore

Completed a series of courses through the University of Helsinki on artificial intelligence (AI), which led to my being contacted by company founder. Tapped to help the CEO of this innovative startup offering a new, AI cloud and SaaS based virtual recruitment tool to carry out three critical initiatives in North America. First, assess the product compared to existing solutions on the market in the US, then canvas market to evaluate potential demand. Lastly, create a strategic plan and a solid go-to-market (G2M) strategy.

Developed and implemented grassroot initiatives that helped the company gain traction in the market with limited resources.

Advisor

ADTRAN

Promoted to lead a small team in LATAM to provide telecom solutions to corporate clients. Oversaw regional operations including strategic planning, marketing and resource allocations. Personally managed 6 accounts to help drive sales, and assisted team in closing sales. 

Conducted in-depth analysis to determine most effective channels to drive sales with distribution partners swiftly. Positioned Adtran as the equipment provider of choice to affiliates of one of the largest corporations worldwide (America Movil) despite an extremely challenging sales goal.

Vice President - Regional Sales Latin America

Recruited to aggressively grow customer base first in Mexico and then LATAM with a team of sales engineers engaged in business development activities. Implemented formal processes, procedures and account management protocols to accelerate productivity and drive excellent performance and customer satisfaction.

Increased capture rate exponentially, won a multimillion-dollar, strategically vital bid to provide services for a division of the largest Spanish content producer in the world, a multibillion-dollar giant. Rapidly built brand awareness of the company’s products in the region.

Director Strategic Business Development

Nokia

Handpicked by executive management to drive sales growth in select LATAM regions with a team of 20 account managers and solutions engineers. Held P&L accountability of more than $50M. Created a clear sales operation plan to support and guide growth goals. 

Addressed collections issues by cutting accounts payable days by 200% and increasing sales to late customers by 15%. Trained, groomed and motivated team resulting a 20% improvement in sales to existing customers.

Area Vice President – Central America, Andean Region & Mexico

Chosen by executive management to develop and implement a strategic sales plan to seize sales opportunities following the acquisition of an American telecom provider by one of the largest global telecommunications provider (Telefonica). 

Built a 60-member high performing sales team from scratch to serve Telefonica clients in 5 Latin American countries. Won large multi-year contracts and paved the way for robust future business development opportunities.

Area Vice President – Andean Region Telefonica Customer Business Team

Asked to build a new sales organization from scratch in Mexico. Recruited, hired and trained a team of 30 that included account managers, project managers, solutions engineers and supply chain managers to service clients in Mexico, Argentina, Colombia and Ecuador.

Generated titanic revenues from a large contract and YOY incremental sales after initial contract period. Established a formidable presence in these 4 countries.

Country Manager - Mexico

Recruited based on earlier finance experience. Managed finance operations in LATAM market place to support planned growth in this region. Rapidly built strategic relationships with financial institutions that resulted in robust funding to support sales.

Director- Project Finance

Rabobank

Trade & Project Finance
Negotiated in collaboration with account managers to close structured trade finance transactions for the food and agricultural business sector. Utilized credit enhancement from Export Credit Agencies, Multilateral Development Banks and the private insurance market to provide exceptional sales and service. Generated $3- 5M in portfolio customer sales.

Vice President

VP|SD|Sales ExecutiveǀDriving Strong Revenue Growth for Technology Companies Globally through Strategic Partnerships and High Performing Teams

Throughout my career, I’ve been sought to develop business in new markets, turn around sales in underperforming regions, and accelerate growth in established markets. At the same time, I’ve enjoyed building and leading large, customer-centric teams that are instilled with the mindset that we’re in the business of providing innovative solutions to meet every client’s unique needs.

I’ve also held operational roles which have complemented my sales and leadership background. It’s been rewarding to identify cost-saving opportunities and to improve top- and bottom-line results by streamlining back-office processes and procedures. 

My global experience includes regions spanning the U.S. and Latin America (LATAM) and I’m proficient in Spanish and Portuguese with a deep respect for diverse cultures and people. 

Highlights:

STRATEGIC PLANNING & EXECUTION – Developed and implemented sales strategies that enabled Adtran to deliver telecommunication solutions for corporate clients in LATAM and catapult revenues in a historically low volume market (less than $2M annually) to more than $30M annually. Built strong and cohesive relationships with distribution and alliance partners.

LEADERSHIP & TEAM DEVELOPMENT– Motivated, mentored and led numerous teams of managerial, technical and sales professionals including project and supply chain managers, account managers, and solution engineers who contributed measurably to the growth and success of companies such as Nokia Networks and Adtran. Groomed a team to hit 120% over target while increasing ROI in one of the most competitive markets worldwide. 

SALES & BUSINESS DEVELOPMENT – Built a robust network of industry contacts that have been instrumental in uncovering new opportunities and have maintained strategic relations that have been vital in adding additional revenue streams. Key driver in growing Nokia’s revenue from zero to well over $1B in LATAM year-over-year. 

I love to talk about industry trends and innovations in the technology space and connect with likeminded professionals. If you are similarly interested, please send me an invitation to connect on LinkedIn or reach me at GAMairena@gmail.com

Guillermo Mairena

State of Michigan

IT Manager supporting the Department of Corrections applications.

IT Manager

Memorial Healthcare

● Directed a 12 member team including Help Desk, Desktop Technician, Sys Admins, Network Admins, Phone Admin, and Security Analyst.
● Managed staff and equipment supporting: 100+ switches, two redundant SANs, a VM infrastructure of over 20 hosts and 600+ servers, a phone system, and email for over 2,000 end users.
● Oversaw portions of the IT Infrastructure for opening of the $40M, 100,00 sq. ft new building.
● Migrated email and productivity applications for 2,000+ users from on premise to the cloud.
● Reduced the amount of aging end user devices by 80% and the number of old tickets by over half.

IS Manager

Cornerstone Hospice & Palliative Care, Inc.

● Directed a 7 member team with Desktop Technician, Sys Admins, Network Admins, and BI Developer.
● Improved disaster recovery and resiliency for 3 data centers by migrating one data center and opening a new
data center across multiple states. Also implemented the new backup system from Veeam with the use of disk
instead of tape.
● Evaluated, purchased, and implemented equipment for IT systems at 4 hospice houses with up to 24 beds each
and multiple clinical offices in both Florida and Georgia.
● Managed implementation projects for new Nurse Call systems at all hospice houses improving patient safety.
● Developed and managed an $8M budget for the department including purchasing and salaries for staff.

Director Of Information Technology

VARtek Services

● Oversaw all technology equipment including Cisco phone system, Audio & Video systems, networking,
software, servers, and 600 end user devices.
● Provided assistance with budgeting, E-Rate, purchasing of equipment, training of approx. 60 staff, and project
management for all school locations.
● Managed implementation projects of VMware, a Help Desk, a new Student Information System, and copiers.
● Assisted staff with the implementation of Innovation Studios throughout the system with a focus on
technology design including CAD, 3D Printing, and use of small chipset devices to solve provided issues.

Technology Director

Sodexo

Project Manager in charge of implementation for Trakkar and Teletracking.  Responsibilities included working with operational staff to gather data, verify input, create schedules, and perform training.  

This was a short term project.

Project Manager

Aramark

● Managed IT projects for 3 high profile start-ups that generated $100M in revenue including Tufts and
Cleveland Clinics.
● Led a team of up to 15 Project Engineers and Business Analysts tasked with implementing servers,
workstations, databases, and applications at sites across the country.
● Empowered 500+ remote sites by integrating technology tools, platforms, and capabilities within a region that
covered the eastern half of the United States
● Stewarded vendor relationships, selected and set equipment standards, created gold images for equipment,
created documentation and managed assignments of all projects.

Regional Technical Manager

Performed needs analysis, network design, installation, ongoing technical support, and total project management for all assigned projects.  Primary user of Sniffer for network troubleshooting.  

•	Managed the largest number of installs in a single year with a consistent excellent rating as measured by customer surveys.  
•	Multi-vendor server platforms -- including Dell, Compaq, HP, and IBM. 
•	Network Operating Systems supported included Netware 4.X and 5.X  as well as Windows NT 4, 2000, and 2003.  
•	Performed network analysis, design, and installation or upgrade of over 100 networks.  	
•	Created server builds for all hardware platforms and Operating Systems.

ServiceMaster Management Services was bought by ARAMARK in 2001.

Project Engineer

•	Managed all technical areas for the school district including:  training staff and teachers; computer and network support; writing grants, RFP’s, technology plans; budgeting; responding to RFP’s; and bid analysis. 
This was a contract position, with the employer being ARAMARK.

•	Created RFP’s, bid analysis, and vendor management for the following projects: total replacement of copiers and setup of new print shop, purchase of new computers for all High School labs, and new network infrastructure.

Director of Technology

Driven technical IT professional with over 25 years' experience and exceptional leadership and project management skills with a focus on IT Infrastructure. 

IT Management | IT Project Management
Email:  don.purvis@gmail.com

•	Proven ability to effectively plan, coordinate, and meet both department and project budgets and deadlines for multiple projects. 
•	Demonstrated ability in streamlining existing operations and creating processes. 
•	Managed or worked in the following IT areas:  help desk, web development, server administration, PC support, and project management.  
•	Experience with Windows Servers, VMware, Office 365, and Google Suite administration.  
•	Experience in networking with Cisco Meraki switches, access points, and firewalls. 
•	Strong experience with Microsoft Office suite including Excel and Visio.
•	Experience with MS Project, LiquidPlanner, and Zoho Projects.  
•	Experience with government, military, Fortune 100 companies, healthcare, K-12 education, and universities.

Contact me at don.purvis@gmail.com for any opportunities in either IT Management or IT Project Management.

taplio

The Battle

Guillermo Mairena

Don Purvis, PMP

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