Mar 2019 – Jan 2022 · 2 yrs 10 mos

• Direct an international team of 100 members, leading sales and the business development efforts by digitizing the operational processes, sales cycle, and go-to-market strategy to scale growth and drive incremental business within the SMB market, growing the revenue from $180 to $200M in 2 years
• Cultivate strategic partnerships and relationships with critical service providers to leverage digital MKT plays, channels, services, and platforms, transforming the customer experience through innovation
• Navigated COVID-19 by implementing a recovery initiative to shift coverage, institute low rates, implement Black Belt methodology, and integrate virtual sales, meeting the demand for the Cisco Designed Experience Series, including Secure Meraki and Secure Remote Collab business plays
• Established a culture of performance, accountability, trust, and respect by focusing on team building and individual strengths through COVID-19 challenges with a “Mission Victory” theme, ensuring business growth and continuity
• Manage a full P&L for the marketing, channels, engineering, and sales organization within a consolidated organization by identifying and prioritizing resources, driving specific portions of the portfolio

Aug 2011 – Mar 2019 · 7 yrs 7 mos

• Led the business development segments organization and sales strategy for the LatAm enterprise architectures, including building new consumption models (SW, CX) through ISVs, digital partners, distributors, and SPs, driving the CAGR for Enterprise by 6% ($289M to $347M) from FY16 to FY19, Commercial by 11% ($439M to $537M) from FY17 to FY19, and Software by 47% ($169M to $249M) from FY18 to FY19
• Build LatAm Product Specialist team of 150+ people by developing talent relative to each product category, resulting in expanding the CAGR across all business units, gaining market share, and growing Computing by 32% ($20M to $80M), Wireless by 9% ($55M to $85M), Security by 11% ($48M to $80M) from FY11 to FY16 and Collaboration by 30% ($65M to $184M) from FY07 to FY11
• Led the Industries and Solutions Business Development and Specialist team for Latin America. Focus on: Financial Services, Education, Mining, and Manufacturing. Expanded relevance to Line of Business, scaling the different industries & solutions practices leveraging Partner Ecosystem, Industry Events including Cisco Live, and launching Cisco's Advanced Technology Centers in Mexico (Manufacturing, Oil and Gas), Colombia (Education, Health Care, Cities), Chile (Mining), Brazil (Education and Financial Services)
• Grew the SW practice team within sales organizations across Latin America, developing a culture of growth, performance, and accountability. Orchestrated innovative sales acceleration initiatives to penetrate new markets, gain wallet shares, and scale CX and SW business consumption models based on RR with 100+ ELAs in FY19, propelling the growth and innovation for Cisco
• Constructed the organization for the new data center business unit, opened the 1st manufacturing facility in Brazil, and executed a go-to-market strategy, expanding the blade market share from very little participation in Brazil to earning recognition as the #1 rank in market share in Latin America

Jan 2006 – Jul 2011 · 5 yrs 6 mos

• Developed the IP telephony business for Cisco, establishing the unified communications, conferencing, and video sales strategy across LatAm by implementing a broad talent structure and collaboration among a high-performance team, driving the CAGR by 30% ($65M to $184M) from FY07 to FY11.

Jun 2002 – Dec 2005 · 3 yrs 6 mos

• Built new Avaya SMB business unit and directed a team of 15 members, overseeing sales, marketing, and business development of the LatAm Small and Medium Business sales organization by defining and launching a go-to-market strategy, escalating the SMB portfolio from $5M in 2002 to $20M in 2005 with a CAGR growth of 59% YoY.
• Negotiated and secured distributors and tier II channels to accelerate sales and extend coverage, successfully establishing strategic alliances with MS and Key SPs.

Jun 1998 – Jun 2002 · 4 yrs

• I worked at Lucent Technologies in Bell Labs, the research and development arm of Lucent. I visualized the market opportunity, co-developed the product, and put together the go-to-market strategy to bring Merlin Magix into the Latin American market. This experience provided me with the foundation to structure high-performance teams around innovative market opportunities and accelerate growth.
• Architected technical SMBS products and solutions for the LatAm market by providing product and pricing tactics, designing promotions, aligning with regional standards and requirements, and partnering with businesses, generating a 43% growth in FY 2002.
• Integrated the Network Alchemy acquisition (IP Office) for the Latin America region, establishing a foundation to construct and develop a strategic solution for the small-medium market.
• Created and executed the Product Readiness Offer and Channel Readiness Offer with defined market opportunities, revenue potential, competitive information, pricing, launching initiatives, and return on investment tools, successfully product managing the leading market Contact Center Solutions, including the Mosaix System and Octel Messaging portfolio.
• Defined the technical specifications and market requirements to achieve approval for PBX Systems, Call Center, and Messaging to introduce new products and systems in Latin America, including Definity Prologix, Partner System, Intuity Audix, and Merlin Magix, influencing 1 of the most renowned technology research and development centers globally.