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

Roche

* Specialist in middleware, laboratory informatics and laboratory instrumentation (Level II). 
 
* Leverages advanced knowledge of customer IT architecture requirements and provides technical consultation to customer, field-based IT, and Sales professionals, with a strong command of data informatics, data security and cyber security.
 
* Engages IT hospital administration and provides support to hospital and laboratory IT professionals.

* Mentors and assists the IT Customer Consultant (Level I) with customized hardware/software configurations, workflow mapping and customer diagrams.

* Provides guidance on virtualization environments and cloud services based on the needs of the customer.

* Effectively communicates IT workflow diagrams and configurations to the project management/implementation teams.

* Supports sales with IT consulting services, IT technical specification requests, and assistance with Requests for Proposals (RFPs).

IT Solutions Engineer / Solutions Architect

* Delivered software automation solutions for hospital & clinical laboratories to best meet their needs for enhanced data analysis, process & workflow improvements, and the efficient delivery of patient results to clinicians.

* Drove efforts to meet annual sales goals on software sales and market share growth for the year.

* Leveraged expertise in IT infrastructure to directly consult customers on system capabilities, assess IT system requirements, and provide guidance and information on capacities of systems and connectivity solutions.

* Served additional role as technical advisor to clients leveraging thorough knowledge of company and competitor software offerings, and provide material support for the internal Marketing team.

* Visited customer locations to provide presentations to technical staff and management, and also develop and conduct online webinars to demonstrate software capabilities of our product portfolio.

* Acted as subject matter expert for internal IT products and services in support of the development of the field sales team to enhance their overall effectiveness.

IT Sales Consultant

BayCare Health System

* Project coordination for the planning and deployment of approximately 7000 IS-related devices, with an estimated $15 million budget for hardware, for the BayCare Electronic Medical Record (EMR) initiative

* Six Sigma Black Belt Certification – March 2006 – training by BMG, Inc.

Senior Systems Support Analyst / Project Coordinator

McKesson Corporation

* Recruited to provide IT project management for more than 40 healthcare client projects.
* Quickly advanced to projects of increasing complexity, ranging in scope and size from $100,000 to $750,000.  
* Performed project costing, planning / scheduling, and milestones; allocated resources and provided technical guidance and conflict resolution.
* Led team-client meetings and status review sessions; and provided project documentation.

Project Manager

Tampa Maid

* Developed, implemented, and maintained networked IT solution supporting approximately 300 end users handling company-wide back-office operations.   
* Provided IT project management (primarily systems implementation).  
* Handled systems administration of all network server hardware, personal computers and thin client (Citrix) devices, software applications, and operating systems.
* Developed and delivered software training and support for end users; evaluation, recommendation, and purchase of IT hardware, software, and vendor services; provided backup for AS400 operations

Network  Administrator

Vanstar Corporation

* Provided IT services for multiple clients, including project coordination for 1200+ seat corporate office move for major financial investments firm’s corporate facilities
* Provided project coordination; installation of network servers, LAN/WAN hardware, computers, software, and peripherals.
* Aided in support and training for end users, inventory control / asset management using MS Access

Network Systems Engineer

IBM (Advantis)

Groupware Developer - Intern

Suncoast Credit Union

* Provided IT support for 450+ users in 15 branch offices in largest not-for-profit banking institution in Florida; handled hardware / software project coordination; installation, configuration, and maintenance

Systems Technician

Results-driven senior IT professional seeking to leverage broad range of industry experience to continue to drive new sales and market growth.  Personable leader and mediator with proven ability to increase profitability by leading development of new healthcare technology systems and driving automation of manual processes.  Track record of working with stakeholders at all organizational levels to map workflows and define / translate strategic goals and end-user needs to technology.  Extensive experience with software and hardware acquisition, administration, and technical support.

IT Capital Sales Experience
Capital Budget Management
Cyber Security Assessments/Reviews
Requirements Definition
Software / Systems Development
Systems Implementation
IT Project Management
Customer Relationship Management (CRM)
Healthcare Systems / Services
IT Strategic Planning

taplio

The Battle

Guillermo Mairena

Jeffry Cole

Followers

Posts

Engagements

Likes

Ready to grow your LinkedIn presence?