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

Mary E. Goulet

Edwards Neils LLC

• Technical / patent prosecution consulting
• Collegial remote teamwork that's resulted in patent allowances (chemical, computer, electrical, mechanical)

Partner, Patent Attorney

Reston Association

Homeowner

Posz Law Group, PLC

• Patent prosecution for Japanese companies 
• Technical analysis
• Patentability advocacy 
• Achieved patent allowances in electrical/mechanical engineering and chemical patent applications 
• Analyzed information technology (IT) proposals that the firm had received and advised management

Of Counsel, Patent Attorney

Amazon

• Trained new colleagues
• Audited and documented stowers' performance
• Identified and resolved problems, on a roving basis, inside the warehouse 
• Operated laptops and mobile devices  
• Did problem-solving and troubleshooting during high-volume overnight warehouse operations
• Teamwork in fast-paced, changing configurations

Learning Ambassador

• Top 10% and above, in units per hour
• Awarded for achieving the DDC4 site's #1 Total Quantity for Peak 2019
• Contributed to DDC4 winning month-long competition (February 2020) over DDC2
• Submitted a process improvement that got implemented: a dummy QR code, at the equipment pickup station, to test if a mobile scanning device operates (this reduced employee downtime traversing the big warehouse to swap unusable devices).

Warehouse Associate

Whitham & Cook | W&C IP

• Intellectual property leadership (was lead attorney on issues in 45+ countries), strategy, analysis, advocacy, opinions
• Wrote 100+ original patent applications
• Managed patent and trademark portfolios, including global intellectual property portfolios 
• Built and managed project teams, including local counsel, foreign associates, contractors
• Communication and teamwork with inventors and clients including on technical substance, legal issues,  budget, cost, financial details, litigation risk, other risk, strategy  
• Gained and retained clients, and handled customer relationship management
• Created legal writing and technical writing (promptly, succinctly) in substance and style customized to the recipient such as inventors, businesspeople, foreign attorneys, co-counsel, inhouse attorneys, patent examiners
• Lead attorney for shutdowns, licensing issues, due diligence, infringement, non-infringement, and other contentious matters
• Advised startups and company founders, on patent, trademark, copyright, trade secret, intellectual property, press releases, brand and IP acquisitions, due diligence, global portfolios

McGuireWoods

Of Counsel, Patent Attorney - Corporate Services Department

Sughrue Mion PLLC

Senior Litigation Counsel, Patent Attorney

• Patent prosecution (chemical, biotech, semiconductor, batteries, pharmaceuticals, food, glass, industrial manufacturing) 
• Patent litigation
• Patent pre-litigation 
• Patent opinions

Associate, Patent Attorney

• Badged contractor, via Sughrue patent firm, on 18-patent litigation.
• Teamwork (50 lawyers and engineers)
• Deposition strategizing and preparation 
• Took depositions of engineers about technical details and engineering drawings, laboratory notebooks, bills of material, change orders, other technical documents, computer hardware
• Analyzed technical documentation, and built my own desktop data retrieval system

Outside Counsel, Patent Attorney

I'm an experienced patent attorney, confident across technologies, liking: 

Technical detail * Analysis * Strategy * Written communications * Patents * Patent Applications * Patent Prosecution * Inventions * Engineering * Commercialization * Prototypes * Manufacturing * Software * Materials Science * Chemistry * Molecules * Data * Infringement / Non-infringement analysis * Design-around * Intellectual Property portfolios * Patent Advising * Claims-drafting * Analysis of USPTO office actions * Patentability analysis * Experiments * Experimental data * Data analysis * Technology * Inventing and Problem-solving * Litigation Management * Pre-litigation

And I'm a solid generalist, with litigation experience, intellectual property and otherwise.

taplio

The Battle

Guillermo Mairena

Mary E. Goulet

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