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@oturriago
Member since May 13, 2012
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oturriago

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SUMMARY & PROFILE: o Highly dedicated, hands-on and results oriented Sales and Marketing Executive with extensive experience in developing successful Information Technology (IT) and Telecommunication business in Latin America and the US. Guided by solid fundamental principles. o More than 12 years of experience in leading positions, as Regional Sales & Marketing Director, Executive Account Manager, Solutions Sales Manager and Operations Manager with proven track record of overachieving sales, financial and marketing objectives. o Strong ability to build and maintain, trust based relationships at executive levels and with key stakeholders. Extensive network of customers, contacts and relationship across Latin America with Telecom Operators & IT companies, distributors, consultants, integrators and the top 100 Companies (Government and Private). Principally in the Caribbean, Central America and the Andean region but with experience in both Brazil and Mexico business environment. o Management experience includes profit and loss responsibility, strategic planning, integrated marketing plans, communication and events, building high performers sales teams and direct and indirect sales force. o Sales experience include extensive training and use of consultative selling techniques for more than 15 years, recognized as a Consultative Selling expert and instructor (Territory & Portfolio Management Process, Key Account Management, Opportunity Management, Marketing Management, Channels Management, Partners Planning, Enterprise Selling Process, Target Account Selling, Selling to Senior Executives, Executive Focus Selling, Sales Managers Coaching, Integrated Sales Tools CRM/ SFA, Advance Negotiation etc) o A 20 years background in telecommunications, IT technology and services, wireless communications systems, enterprise software solutions and data transmission networks. Obsessive follower of new industry trends and market environment, focused on linking technological advances and new ideas with viable business solutions for the end customers. o 3 Times "Presidents Awards" winner (Top global performers) and + 20 Sales Excellence Award winner, with seven out last ten years overachieving objectives. o Bilingual Spanish English and proficient in Portuguese, dual nationality from United States of America and Colombia, as well as experience living and working in Venezuela for more than 20 years. o Prepared and conducted more than 50 trainings courses, seminars and speeches in both Sales and Marketing and Technology topics, college professor for several years, coach and mentor for several students and professionals. Excellent communication skills and dynamic and experience presenter. Core Competencies include: Consultative sales, marketing, budgeting, strategic planning, forecasting, profit & Loss analysis and management, international trade and commerce laws, foreign exchange, financing and business modeling, logistics, international bids, government bids, contracts development and negotiations, indirect sales, channels development, strategic partnerships and alliances, sales coaching, etc
$60 USD/hr
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Experience

President & General Manager

Jan 2012

Help internacional companies to penetrate and do bussines in Latin America .

Sales Director & Country Manager

Jul 2010 - Jan 2012 (1 year)

Lead and direct the Regional Sales & Marketing activities in the Caribbean, Central America and the Andean countries (Venezuela, Colombia, Ecuador, and Peru). Manage forecasting, strategic planning, head count and resources allocation, P&L and corporate reports. Define price strategies, business models and contract negotiation, develop manage and coach on key opportunities and account planning strategies across the region. Establish and maintain relationship with customer, distributors and partner\

Regional Sales Director Central America, Caribbean & Andean

Jan 2009 - Aug 2010 (1 year)

Build and lead Regional Sales & Marketing activities in the Caribbean, Central America and the Andean countries (Venezuela, Colombia, Ecuador, and Peru). Create and develop a direct and indirect sales team in the region based on a network of Channels and Partners. Close an assist on closing, strategic opportunities and manage executive relationships. o Achieved Sales in excess of 30 million dollars in products and services and a pipeline of +60 million. ? Sales Award for being the best performing

Education

Advance Management and Finance Program for Managers

2002 - 2003 (1 year)

Bachelor of Science in Electronic Engineering, specialization in Telecommunications.

1985 - 1991 (6 years)

Qualifications

TARGET ACCOUNT SELLING (2001)

Siebel eBusiness

Consultative selling for sales Managers

INTEGRATING IT SALES TOOLS (2002)

Siebel eBusiness

Account Planing, Territory Planning, Opportunity assesment, pipiline and forecast Managemenr, CRM Salesnet .

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