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

Phoenix Tower International

Senior Director of Sales - CALA

The Director of Sales for Latin America oversees the PTI’s Sales initiatives, leasing, and customer relationships across Mexico, Central America, South America, and the Caribbean.

Director of Sales Latin America

teleSys Software, Inc.

Responsible of Sales for the Americas market ,  teleSys Software is the premier provider of advanced signaling and mediation solutions. teleSys platforms are ready for today and future challenges.

VP of Sales Americas

Drive revenue, business, and market share for Mobile Networks Business Group in North America Market while leading an organization supporting multiple customer accounts. Collaborate on account and segments-specific strategies, including approach to customer relationship management.  Achieving 30% y-o-y growth.

VP of Sales Mobile Networks Enterprise North America

Responsible to maximize overall sales and profits from the Advanced Mobile Solution (AMS) Business Line Portfolio with specific focus to  reach financial targets (revenue, Operating Profit). Create market traction globally for AMS solution concept, incl. products and services.
Maximizes AMS portfolio sales to operator customers and vertical market. Ensure high visibility of AMS  vertical business in customers in relevant industries and markets; organize sales push of new solutions and opportunities
Represents entire AMS portfolio in front of Market Heads and ensures AMS cross business line sales synergies. Maximize AMS portfolio sales to operator customers and vertical markets: win sales cases in regions and manage consolidated top cases funnel. Interlocks priority customer cases with AMS Portfolio sales. Scans customer landscape and identifies key opportunities in close cooperation with Customer Operation Markets and  Enterprise & Public Sector
Coordinates involvement of experts in sales process. Oversees sales engagement until deal closure

Head of Market Development Advanced Mobile Networks

Drive incremental business in North America including USA, Canada through the partner portfolio and take responsibility for strategy, planning and managing the partner sales funnel as well as sales operations. Managing the relationship of partners in different areas such as IoT, IP, Microwave, Optical, Applications and others. Leading dedicated Sales and Pre-Sales teams.  Additionally, look and develop new sales channels for Nokia products. The business was created brand new, winning deals of the order of 50 Mio EUR in less than three months with partners recently introduced in the Portfolio.

VP  Partner Sales North America

Responsible and accountable for sales revenue and profitability for a defined set of Customers (all operators in LAT except those belonging to AMX, TIM, Telefonica and Portugal Telecom), provides account specific sales goals and leadership for the Sales/Delivery teams, approves pricing within specified limits, ensures pricing consistency across all the organization in the predefined customers. 
In alignment with the Sales Teams define customer relationship strategies, identify key decision makers at the highest levels of the customer organization (owners, board, CxO) and manages the involvement of Nokia Siemens Networks management in dealing with those. Builds and maintain personal customer relationships.
Ensure customer related and internal business operations performance in the organization. Lead new business development activities. Together with Sales teams, elaborates customer specific sales strategies and win plans to pursue business opportunities in my team.

Drive revenue, business, and market share for all Latin America Markets while leading an organization supporting multiple customer accounts. Collaborate on country-specific strategies, including approach to customer relationship management.  

Instrumental in reinforcing Nokia as a solid leader in technology innovation.

Secured some of the highest sales in company history for this set of account around 120mEUR  and delivered the highest level of customer satisfaction from key customers.

VP Sales Local Operators LATAM

Nokia Siemens Networks

Led transformation from a poor financial performance (negative results) and customer satisfaction to a very solid financial results (strong financial results) and solid improvement in customer satisfaction.  Responsible and accountable for sales revenue and profitability for all properties of NII Holding in Latin America, provides account specific sales goals and leadership for the Sales/Delivery teams. Improve and maintain customer satisfaction in a very complex environment. Implementation of centralized delivery organization responsible to support operations in 5 countries. 

Builds and maintain personal customer relationships. Ensure customer related and internal business operations performance in the organization. Lead new business development activities. Together with Sales teams, elaborates customer specific sales strategies and win plans to pursue business opportunities.

Oversaw overall profitability for all NII Holding businesses in five Latin America countries with accountability for the entire sales value chain.  

Achieved 200m Euro sales targets.

Built a cost-effective centralized delivery organization and increased customer perceived value.

VP Sales  Nextel/NII

Responsible for  Sales/PreSales organization distributed in all Latin America of 40 direct reports and more than 120 indirect reports, all of them focused in development presales and sales activities in the region. Defined and executed the strategy and services portfolio for the region. Ability to leverage strong network of contacts inside NSN for assuring proper support for initiatives.
	Led the increase of services sales from 700 Mio EUR in 2009 to 1 Bi EUR by end of 2011. Including transforming NSN  as the market leader in Global Services in Latin America
	Implemented successfully a complete redesign of the presales/sales process for the services business
	Created and implemented successfully several action plans to improve business situation of areas such as Consulting and System Integration, Network Planning and Optimization
	Successful implementation of the centralized sales support organization, supporting presales/sales activities in Latin America from Mexico
	Created and executed successfully a program for managing Opex and presales budget (More than 14 Mio EUR yearly), after implementation it  has been possible to achieve savings between 5-10% Q-o-Q

Developed the services strategy and portfolio for the biggest Telecom operator in Latin America (largest account for the region).  

Instrumental in successful negotiations and deployment of 3G rollout in Latin America—a multimillion-dollar multiyear deal for services.  

Spearheaded profitability recovery plan for 2G and 3G projects—increased profitability and improved customer satisfaction.  

Core Competencies and Responsibilities: Strategy Development, Key Account Management, Relationship Management, Sales Targets, Multi-country Contract Negotiations, Project Management

VP Sales Global Services Latin America

Overachieving  sales target of around 240 Mio EUR during fiscal year. Responsible for developing services strategy/portfolio for America Movil/Telmex. Responsible to define targets for all customer teams in the countries. Responsible for managing the relationship with the customer at CxO level with the goal to develop Services business.
•	Participated successfully in  the negotiatons of 3G roll out in Latin America. Negotiated all price books for services with American Movil (AMX) related to 2G/3G deployments and all the Regional Support Contracts, executed proper implementation of the agreements with AMX in all countries. Deal worth 400 Mio USD in Services in three years
•	Led Profitability recovery plan for 2G/3G projects around the region, achieving important improvements in customer satisfaction and profitability, around 30% improvement in profitability.

Services Sales Director AMX

Profit and loss responsibility. More than 50 direct and 100 indirect reports dedicated to cover the whole delivery, presales and sales value chain. Responsible for sales and delivery of managed services projects in Latin America. Developed strategic partnerships for complementing Nokia Managed Services portfolio and capabilities. Adapted and implemented the portfolio defined by Global in the region including network operation, assisted operation, Build Operate and Transfer between others. 
	Implemented in record time (6 months) a nationwide and  full scope operations of GSM network including field and centralized operations for a Telecom operator migrating technology from  CDMA to GSM in Venezuela
	Designed the whole consolidation of network operation centers strategy for a multinational operator in Latin America
	Introduction of best in class operations process in all major outsourcing deals that were implemented by     Nokia in the region
	Successful setup and execution of operations of IP Core Networks for a Latin American operator in Colombia

Director  Managed Services Latin America

Siemens Com

Profit and loss responsibility, counting on 44 direct report employees throughout the region focused in sales and presales activities. Created a new organization for Siemens expanding the scope of the offering in IT and Telecommunications business of the Carrier division of Siemens in the Andean region and focused in new business models and innovative services.

Andean Region Carrier Solutions

Created an effective and efficient regional teamwork with all country managers, supported/ monitored country specific operations including sales/project delivery.  Promoted and developed strategy for growth and acted as the interface between Headquarter and the countries. Participated and decided in the definition of portfolio, selection of key accounts.
	Designed and implemented the consolidation of all IT, Finance, Human Resource activities of Siemens in Argentina,    Brazil,  Uruguay, Paraguay, Chile  in one Shared Service organization serving all countries
	Definition of the long term strategy for countries such Brazil and Argentina and active member of Merge & Acquisition team from Siemens in the region. 
	Lead role in complex IT projects in areas such as Bank Branch Automation, Outsourcing of SAP operations, Passport and Border Control Project in Brazil.

Business Developer Director

Siemens Nixdorf

Responsible for pricing, product portfolio, marketing strategy, presales activities of PCs, Serves

Product Manager

I’m a senior business development and operations leader with extensive experience in the information technology and telecommunications industry. I’m persistent and creative in finding opportunities to increase sales and penetrate new markets while building customer confidence and loyalty. 

Throughout my career, I’ve had the opportunity to build and revitalize organizations; develop and redesign processes that improved operational performance; and deploy technology solutions for both the customers and companies I’ve served.  

Highlights of my background: 

Delivered an estimated $150million in new and recurring sales throughout career.  

Recognized turnaround strategist navigating through customer and operational challenges, improving customer satisfaction, and reducing overall costs.  

Strong business acumen and contract negotiation skills. Led negotiations for complex multi-million dollar, multinational, and multiyear contracts. 

Led sales organizations located in multiple countries and accounts, defining proper strategy and achieving high customer satisfaction (best customer satisfaction 2017 ) and business expansion

A career building relationships with C-level executives while collaborating with colleagues and teams in diverse cultures, including Europe, Asia, Latin America, and the U.S. A strong network of contacts in small to large operators in Latin America.

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