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

Sharper Shape Group

In my current role, I lead comprehensive market entry strategies, with a primary focus on Europe while expanding into Asia, Latin America, and New Zealand, expanding our global reach beyond the United States.

Responsibilities include overseeing B2B sales initiatives through various channels, shaping our business strategy, and fostering a robust partner ecosystem. Advising utilities on network-related challenges and providing solutions in collaboration with our experts.

During my tenure, we've forged strategic partnerships across Europe and New Zealand, expanding our global market presence. An achievement includes orchestrating market entries within European utilities in under a year, overcoming challenges, and achieving remarkable success.

Notably, we've received a Net Promoter Score (NPS) of 100 from sold and delivered customer projects, reflecting our commitment to excellence and customer satisfaction.

Director of Customer Development  | Market Entries and Strategic Partnerships, Sales Growth

Housing company / Residential Cooperative Alalinnake 5 

Board Member

Thrilled to lead as the Chairman of the Board at Housing Company / Residential Cooperative Alalinnake 5! In this dynamic role, I collaborate with an engaged team of homeowners to drive effective property management and enhance our community's living experience. From strategic planning to fostering open communication, I'm dedicated to ensuring our shared space remains a haven we're all proud to call home. 🏡✨  #PropertyManagement #CommunityEngagement #Leadership

Chairman of the Board at Residential Cooperative Alalinnake 5 🏢

Dedicated Network Partners

In my versatile and international role, I am in charge of B2B sales (both direct and via distributor partners), business strategy, partner network development and customer responsibilities in Latin America, UK, Nordic, Spain, Portugal, France and Italy. I report to the CEO and manage +10 partners.  My customers are corporations, enterprises and utilities.

* Develop the partner cooperation and help the partners reach their goals and targets by coaching and training their sales teams.
* Maintain continuous communication with partners to support the sales targets and share all relevant information to succeed in the market. 
* Advise customers on their critical communication network issues and needs with tailored and recommended approaches.
* Negotiated new strategic partnerships in Europe and opened new markets. 

Today, as an expert in consultative selling, I deliver critical communication solutions to both new and existing customers, focusing on corporations, enterprises and utilities in Europe and Latin America.

Sales Director | Business Development and Strategic Partnerships, Sales Growth

Promover LatAm S.A. de C.V.

Co-founded the company with an ex-Finpro professional. Our go-to-market advisory company, which facilitated Finnish and other foreign companies in the potential but challenging Latin America market. 
In charge of overall business operations, business development, sales and go-to-market strategies. For two years I co-managed locally an internationalisation program (sole-selected partner in Mexico in Connectivity from Finland) for over 30 Finnish companies in creating business opportunities and growth. 
We had a wide spectrum of services from marketing potential understanding to large scale success in the target market. Our focus is Mexico, South and Central America and the Caribbean.

- I was accountable for building relationships with major accounts and dealing with C-suite executives. 
- Co-coordinated business delegations led by the President and the Prime Minister of Finland and other Finnish Ministers.

* Leading a team and stakeholders in a complex international business and technical environment spread over multiple territories and various entities and alliances, I proved my skills in business innovation, driving growth and managing P&L.
* We helped our clients develop new markets across a broad range of high-growth and emerging industry sectors including ICT, automotive, clean technology (incl. renewable energy), security and defence, manufacturing, healthcare and lifestyle, forest, machinery, oil & offshore and consumer goods. 

We were a passionate team working towards mutual goals and our own success was based on helping our clients succeed! Moved to Finland, and we closed our operations.

Managing Director | Sales, Business Development, Stakeholder Collaborations, Go-to-Market Strategy

Blancco Mexico - Certificated Data Erasure

I was accountable for B2B business development and sales growth in Mexico (private and public sectors).

* With the original base of only dozens of accounts, we raised the customer portfolio to over 100. 
* With clients from both private and public entities, my team helped, e.g., banks, insurance companies and telecom operators in their data security matters.

In this position, through my active participation, I acquired key knowledge and skills in data security and protection and establishing distribution sales channels within value-added resellers and service providers.

Head of Sales |  Team Lead, Sales Growth, Go-to-Market and Business Development in Latin America

RealNetworks

Reported to the Business Unit VP, partnered with marketing and global sales teams

Transferred from Exomi as part of the merger and acquisition. 
I was accountable for all Helix video and messaging software sales in the Latin America and Caribbean area and Exomi’s existing telecommunication clients in Latin America. I coordinated the matrix R&D and project teams.

Ensured the smooth transfer of Exomi´s clients and our team´s integration under RealNetworks. 
Directly managed major and critical accounts such as America Movil, Telefonica and Cable & Wireless with an excellent track record of quota achievement.

Senior Sales Director | Key Account Management, Sales Operations and Customer Success 

Exomi

When I started at Exomi as Sales Director, my goal was to grow sales, I was in charge of the region’s overall B2B sales, business strategy and development of partner networks and technology alliances. 
I also coordinated marketing activities and had customer responsibility. We delivered and operated carrier-grade software platforms and integrated business solutions for wireless messaging and mobile internet applications. I  belonged to the Management Team.  Got promoted to VP of Sales. Reported to CEO. 

* While I was accountable for Latin America and Caribbean sales, Exomi reached the market leader position by building strong brand equity throughout my region of responsibility. 
* The business’s rapid growth rate was 40%+  annually during my assignment. 
* Exomi´s revenue doubled with the biggest revenue coming from Latin America.

I was part of the Management Team that executed the successful acquisition of Exomi to RealNetworks Inc. in 2007.

Vice President of Sales, VP | Business Development, Go-to-Market, Sales Growth, Customer Success

Responsable for sales activities in Latin America: Provide leadership and coordination of company sales and marketing functions in the region.

Sales Director,  New Business Development, B2B Sales Operations in Latin America

Nokia Networks México

* Increased sales with defined customers and won entries in new accounts.
* Participated in technical parts of tender preparation and technical negotiations.
* Was responsible for technical verification and viability of the offered solution. 
* Organized demos and other practise sharing events, workshops and brainstorming.

Solutions & Applications Manager for IP Mobility Networks | Sales Growth & Offering Development

I was a member of Nokia Telecommunication Go-to-Market team in Latin America. 

*Implemented my insights of customers' needs, coming from sales support, participating in technical parts of tender preparation and technical negotiations, organizing demos and other practise sharing events, workshops and brainstorming.
* Acquired new and developed existing accounts in Latin America by pro-actively promoting complete solutions to new and existing networks.

Solution Marketing Manager | New Business Sales, Account Development & Go-to-Market Strategies

I started my 7+ year journey at Nokia as a Product Marketing Manager in Espoo. I provided outstanding technical support for global marketing and sales teams, account teams and bid teams. After an excellent performance, I increased sales figures in Latin America.

* Provided technical support for global marketing, sales and biding teams. 
* Prospected customers, prepared tender documents, collected customer requirements and feedback, and handled customer presentations and demos.

Product Marketing Manager

Tieto, Carelcomp Power

Software System Designer & Developer

Nokia Mobile Phones, Salo, Finland

Designing, developing and testing of digital signal processor software in GSM mobile telephone

Master´s Thesis for Research & Development department

I'm super excited about the idea of joining a team where everyone's commitment creates a vibrant and rewarding place to work. Whether we're leading the charge or supporting each other, I'm all in. Let's roll up our sleeves and dive into an amazing adventure together!

With over two decades of international success in B2B sales and business development, I'm deeply passionate about creating impactful win-win scenarios and revolutionizing industries. My true calling is as a business opportunity creator, and I take immense pride in empowering numerous companies to establish their presence and thrive in challenging markets. As a bridge-builder and a fervent leader, I excel at uniting teams across borders, infusing every challenge with a 'make it happen' attitude.

🌟 MY SECRET SAUCE:
🎾 A results-driven mindset, coupled with a 'make it happen' attitude and entrepreneurial spirit.
🎾 Solution-focused, customer-centric communication.
🎾 A strong emphasis on nurturing long-term relationships.
🎾 A profound love for both technology and the art of doing business.
🎾 A fearless approach to decision-making and risk-taking, even challenging the status quo when necessary.
🎾 A robust work ethic and Nordic values.

🌟 MY LEADERSHIP PHILOSOPHY:
My leadership style is a proven formula for success, centered on inspiring teams, fostering open communication, embracing challenges, and innovating solutions. The outcomes speak for themselves—a track record of exceeding expectations.

🚀 AREAS OF EXPERTISE:
🌐 International Business Opportunity Creation, Growth & Expansion
🌟 Sales & Strategic Partnerships
🌟 Leadership with Nordic values & Cross-Cultural Collaboration
📈 Result-Oriented Entrepreneurship.

🌟 TECH PASSION:
🤝 Cross-Industry Solutions
🌏 International Tech Trends
🌱 Tech for Social Impact
🌐 Telecommunications & Mission-Critical Communication
🌍 Digital Transformation
🌐 Digital Twin Technology
🌐 AI/ML
🔒 Data Security & Privacy
📈 SaaS

🌟 CONTACTS: Please connect with me here on LinkedIn or reach out via email at merviryynanen (at) me.com. 

Search as, but not limited:
➤ Chief Business Development Officer, VP of Global Sales, Director of International Business Growth, Head of Strategic Partnerships, Senior Sales Leader in Complex Markets, Business Transformation Strategist

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The Battle

Guillermo Mairena

Mervi Ryynänen

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