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

cuIT Consulting Group

Managing Principal Consultant

Fiserv

Blake is a respected leader with extensive systems and services delivery experience serving primarily financial institutions.  Over his career, Blake held numerous leadership positions with Fiserv, Inc.; EDS Corporation; and several hospitals under HCA Management Company’s umbrella.

At Fiserv and EDS, Blake worked with the teams that supported more than one-third of America’s credit unions and some community banks designing, developing, implementing, and supporting strategic applications.  Some of these clients included the nation’s bankers’ banks for credit unions known as “Corporate Credit Unions.”  Additionally, he consulted with banks based in the United Kingdom and Bermuda as well as credit union leagues in Ireland and Kenya.

Known as “The Clean-up Guy,” Blake worked with numerous lines of business turning around their client services, operations, and employee satisfaction, and subsequently either turned the business over to an operational manager or divested it.  These businesses ranged from new client accounts floundering in the start-up phase to long-established business lines serving many clients.

Blake is experienced leading large systems development efforts, data center consolidations, and audit, risk management, and data security efforts.  Blake is astute at defining holes in disaster recovery and business continuity plans and identifying solutions to the issues.
  
Blake also led or participated in the leadership of five business divestitures and two acquisitions.
Blake offers consulting support to clients in identifying, defining, designing, and implementing their strategic IT goals.  These goals may include core or ancillary system changes including system development and maintenance; IT staff evaluation, design, and reform; data center strategy design and implementation; and IT audit, compliance, data security, and risk management evaluation and improvement.

IT Systems and Services Delivery Executive

Electronic Data Systems

Texas A&M University-Kingsville

Hands-on assistance for students working in the computer and accounting labs.  Assisted students with programming problems in Assembler, COBOL, Fortran, PL/I, and RPG on the IBM mainframe and Basic on the micros.  Additionally, assisted students with assignments in Accounting 211, 212, 311, and 312.

Data Processing and Accounting Lab Instructor

HCA Management Company

Responsible for converting several hospitals' financials and business office functions from manual systems to the EDS Systems and then from the EDS systems to GE Information Systems.  Additionally, converted one very large teaching hospital's accounts payable to EDS' systems,  Maintained day-to-day operations at one hospital throughout.

Director Of Data Processing

Coastal Bend Youth City

Assisted the Business Manager by maintaining full responsibility for Accounts Payable, Accounts Receivable, and Payroll for the main 106-bed campus and four group homes of 16 beds each in the surrounding cities.  Additionally, helped oversee physical plant maintenance, and maintenance and replacement of the fleet of vehicles.   Reconciled several different checking and investment accounts monthly processing over 700 checks and $1M each month.  Served as life guard in the summer time at the pool, and occasionally filled in for houseparents during staff shortages.

Assistant Business Manager

General office duties.  Additionally, life guard for the children at the pool on weekday evenings.

Summer and Winter Intern, Casework Office

Blake takes businesses' troubled business operations and IT delivery programs and makes them successful.  He is a leader whose experience and track-record can eliminate your business and or IT chaos.  He works with all levels of the organization from the C-suite to the front-line to achieve client satisfaction. 

Blake has a track-record of successful business turn-arounds and services delivery for clients.  Over his career, Blake held numerous leadership positions with Fiserv, Inc.’s Credit Union Solutions Division; EDS Corporation’s Credit Union Services, Health Services, and Commercial Insurance Services Divisions; and several hospitals under HCA Management Company’s umbrella.  

At Fiserv and EDS, Blake led teams supporting more than one-third of America’s credit unions and some community banks designing, developing, implementing, and supporting strategic applications.  Some of these clients included the nation’s bankers’ banks for credit unions known as “Corporate Credit Unions.”  Additionally, he consulted with banks based in the United Kingdom and Bermuda as well as credit union leagues in Ireland and Kenya.  

Known as “The Clean-up Guy,” Blake led several lines of business turning around their client services, operations, and employee satisfaction, and subsequently either turned the business over to an operational manager or divested it.  These businesses ranged from new client accounts floundering in the start-up phase to long-established business lines serving many clients.

Blake is experienced leading data center consolidation and optimization efforts.  He also led the Credit Union division’s audit, compliance, data security, and risk management organization for six years.  During that time, 18 different business lines became PCI-DSS compliant, and for four years all received Satisfactory ratings from all auditing entities.

taplio

The Battle

Guillermo Mairena

Blake Moore

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