May 2023 – Present · 3 yrs 1 mo · Madrid, Community of Madrid, Spain · Remote

Feb 2023 – Present · 3 yrs 4 mos · Madrid, Community of Madrid, Spain · Remote

• SPOUG Spain Oracle Users Group

Jun 2021 – Jan 2022 · 7 mos

Jan 2021 – Dec 2023 · 2 yrs 11 mos

Jun 2020 – Jun 2021 · 1 yr

• Leading a team of experienced, industry-oriented value engineers and solution architects whose purpose is to transform the way we engage with customers in these sectors, so that we influence them more, engage in higher value change programs and, ultimately, deliver higher value for customers and Oracle. The team also leads the Siebel2Cloud Transformational program across our Siebel installed base.

Jun 2017 – Jun 2020 · 3 yrs

• I offer guidance, direction, and leadership to solution engineers to sell the customer experience portfolio of oracle in the cloud spanning across multiple industries.
• I deliver active functional support in managing key accounts, such as Santander, Mapfre, Telefónica, and Orange. I contribute to development and execution of partner strategy to roll out business operations in the region. I serve as a member of applications management board, formulated sales strategy in the Iberia region. I co-ordinate in the development of use cases for the application of block chain technology in the retail sector.
• Following is my key achievements that I attained:
• Introduced mentoring programme regarding “Conscious Leadership” to a group of 15 colleagues.
• Acted as public speaker in a number of internal and external events, representing Oracle.

Feb 2015 – Jun 2017 · 2 yrs 4 mos

• I directed and controlled group of BSS experts to streamline business functions within the communications service providers in entire Europe. I orchestrated technical support to non-telecom opportunities.
• I defined and implemented go-to-market strategy in Europe to achieve competitive advantages. I enabled European sales/presales organisation on the solutions and use cases. I identified business trends and gathered customer requirements to develop product portfolio roadmap, while implementing organisational strategy for evolution towards to the cloud and BSS in SaaS model.
• Following is my key achievements that I attained:
• Headed the applications sales consulting to deliver assistance in the sales campaign across the Orange group in Europe and Africa.
• Defined partner strategy to support business in the region with key partners such as Accenture, Deloitte Consulting

Jun 2011 – Feb 2015 · 3 yrs 8 mos

• I provided executive leadership to a group of solutions specialists, assisting sales campaigns across Europe within communications and enterprise markets.
• I headed sales campaign activities, researched market trends, and generated new collateral. I acted as liaison with lines of business, such as utilities and financial services GBU. I exhibited active participation in major engagements within region, such as Telefónica, Orange Spain, PrisaTV, Swisscom, Liberty Global, and Swisscom. I rolled out specific campaigns to improve quality of material and boilerplate templates within the Presales community.
• Following is my key achievements that I attained:
• Coached and mentored key personnel to improve their skills and knowledge.
• Honoured with multiple awards, such as EMEA Sales Consultant and Sales Consulting Manager.

Oct 2008 – Jun 2011 · 2 yrs 8 mos

• I supervised solutions specialists’ teams to streamline day-to-day operations.
• I uncovered new revenue streams through close collaboration with sales account team. I conducted technical analysis and secured new opportunities within region such as Telefónica, Telecom Italia, and Orange Israel. I trained team members, set objectives, and measured achievements against target.
• Following is my key achievement that I attained:
• Acknowledged as key contributor to the sales in FY10, obtaining invitation to the Club Excellence.

Mar 2007 – Oct 2008 · 1 yr 7 mos

• As part of the Oracle acquisition I started to work in a vertical line of business within Oracle organization named Oracle Communications Global Business unit, focused on BSS and OSS offering for the telecom market.
• Key Achievements during this period:
• Continued the development of Subject Matter Expertise mainly around the Order Management and Service Provisioning areas, providing support to these products across EMEA. Established key relationships with other departments of the Oracle organization such as Product Marketing, Engineering, etc. for the development of these capabilities.
• Gained knowledge on other products within Oracle Portfolio outside of the Communications vertical such as Integration components, CRM and Business Intelligence
• Participated in the recruiting of new hires for the sales team in Middle East, Eastern Europe and other regions across EMEA. Coordinated and delivered training for new hires around Order Management product.
• Developed material to support the sales process such as Reverse RFPs on Order Management and Inventory suite of products and specific demonstration scenarios shared within the Presales community.
• Participated in key sales campaigns around EMEA in Tier 1 and Tier 2 operators such as Belgacom, Orange, Vodafone (Spain, Ireland), Telecom Italia, Omantel amongst others.
• Participated in key wins in strategic accounts such as LyseTele (Norway), the first UIM customer in Europe, where I received explicit accomplishment from the customer.
• Contributed, from Oracle Communications, in one of the biggest multi-LOB engagement in Vodafone Spain for complex Business Transformation projects involving CRM, Integration Architecture, Order Management and MDM products.

Jun 2004 – Feb 2007 · 2 yrs 8 mos

• I was hired as Solution Engineer together with a Country Sales Manager to open the MetaSolv Spanish office and start business in Spain and Portugal.
• Key Achievements during this period:
• Become an European Subject Matter Expert on the Inventory and Service Provisioning areas, providing support to products covering them across Europe. Acquired significant knowledge on other Service Fulfillment areas such as Network Activation, Network Mediation and Configuration Management.
• Focused on new emerging technologies such as IPTV, mainly from the Service Provisioning, Mediation and Service Activation standpoint.
• Created awareness of MetaSolv portfolio of products and business value within strategic accounts across the region such as Telefónica, Vodafone, Portugal Telecom, Jazztel, Oni, ya.com, etc.
• Lead the development and submission of a multimillion bid to Portugal Telecom for Order Management and Inventory, the biggest proposal across EMEA in the last fiscal year. Participation in a Proof of Concept where I contributed to build, test, coordinate and present to the customer.
• Led technically significant key wins at Turk Telecom (Turkey), a new entrant for WiMax technology in France and Maroc Telecom, amongst others.
• Awarded company recognition for the work developed in Telefónica Deutschland.

Jul 1999 – Jun 2004 · 4 yrs 11 mos

• Jan 2004 - June 2004 Sales Consultants Manager for Southern&Eastern Europe, Middle East Region
• I was promoted into a management position, reporting directly into the VP of Sales for Southern Europe.
• Key Achievements during this period:
• Designed and implemented the professional path of the team members within the group.
• Developed and carried out Sales Consultants training across the region, including special ramp-up plan for new joiners.
• March 2001 – Dec 2003 Principal Sales Consultant
• I was promoted to the highest qualification role within the Sales Consultant Group. In this period, I extended the area where I was providing support to also include Italy and Greece.
• Key Achievements during this period:
• Led the technical presales process that concluded with the closure of business in Telecom Italia Mobile and Telecom Italia fixed for a value over 4 M$.
• Appointed as “Expert” in Portal’s offering for the Cable and Digital TV Market, and lead member of the team feeding market requirements into the Product Management organization.
• Appointed as Instructor, delivering the New Hires Ramp Up Training Courses.
• Presented at IQPC organized Billing event named “Billing 2001 show” the lecture: “¿Se necesita un Nuevo sistema de facturación para GPRS y UMTS?”
• June 1999 – Feb 2001 Senior Sales Consultant
• I was promoted to Senior Consultant after contributing to the closure of the Terra deal. Together with a CM for Spain & Portugal, we opened the Spanish office and generated the biggest growth the company had ever achieved in the region.
• Key Achievements during this period:
• Led the technical presales process, which concluded with the closure of business with the main service providers of Spain and Portugal, including Terra, Vodafone Spain, Metrored for a value over 18 M$.
• Collaborated to the positioning of the Infranet product within the Portal partner community which included PwC, Accenture, Cap Gemini Ernst&Young, ...
• Support to Marketing event shows.

Jul 1998 – Jul 1999 · 1 yr

• I was initially hired to provide support to the sales activities in the Tendering Office. I was then assigned additional responsibilities as Product Manager for ALMA FMS (Fraud Management System).
• Key Achievements during this period:
• Developed the product plan of the referred products for Spain and Latinamérica, including preparation of marketing materials, presentations and demos for the promotion of the referred products
• Run a Road-show introducing both products in Brazilian market for 3 weeks.

Jul 1996 – Jul 1998 · 2 yrs

• I was hired to work as a consultant in the division of “Architecture of Management Systems” to specialize around the area of the Customer Care and Billing.
• Key Achievements during this period:
• Participated in the process of selection of a Billing system for Infovía+ (Telefónica former IP network) and in the subsequent trial of the selected platform with Portal Software.
• Participated in the elaboration of the functional requirements of a Customer Care solution for a generic multimedia services provider. This document was later applied in the process of selection of a Customer Care and Billing system for Telefónica Cable, where I was also involved and run the acceptance tests of the selected platform and its integration with the rest of OSS/BSS.
• Contributed to the design and carried out the acceptance tests of Customer Care and Billing system of Vía Digital (former Telefónica DTH TV provider)
• Participated in the European Eurescom P610 project “Management of Multimedia Services”. I participated in the dissemination of the P610 results to the Eurescom community in an internal event in Helsinki.
• Contributed in 2 articles published and presented in congresses:
• a. NMF 20th General Meeting. Integrated Customer Management for Multimedia Services: The Telefónica approach. Luis A. de la Fuente, Javier Gallego, Pedro Llamas. (Long Beach, California. USA, April´97)
• b. MMNS97. The SESMU Project: Integrated Customer Management for Multimedia Services. Luis A. de la Fuente, Javier Gallego, Pedro Llamas. (Montreal. Canada. July´97)