F L O R E N C I O   M A R T I N E Z

8 Venezia Drive, Monroe, NJ 08831

fmartinez723@yahoo.com

+1-973-517-6076

 

Telecom sales and marketing professional with US and international businesses experience.

Launched new products and services into existing and new markets. Generated significant revenues, increased market share. Project managed global RFP responses. Implemented reporting and control systems.

 

COMPETENCIES:

 

Account Executive, Technical Sales and Marketing: 

(1)   Sales Lead at GENBAND for deployment of IMS/ Transcoding project for Verizon Wireless VoLTE Deployment. 

(2)   Successfully won first optical terrestrial in North America Globe/ Oi (Formally known as Brasil Telecom) - $10M in annual recurring revenue

Crisis Management and Leadership:

(1)   Established joint technical team with IMS channel partner (NSN) and GB Product team to support VZW customer lab demo on the feature called Reduced Latency problem.

(2)   Led development and logistics teams in shipping and testing an optical system resulting in first commercial deployment of the optical ring on New York to New Jersey and Philadelphia route.

 

KNOWLEDGE BASE:

.         VPN: Supporting network of Sales Agents across the United States. Telecom products and services include AVPN, PNT, MIS and others.        

·         Virtualization: Is the creation of Virtual using initial GENBAND application server to support unified communication.

.         Hypervisor: Demonstrate and allowing a user to run multiple operating systems on the same physical hardware or may run on top of a host operating system.

.         Cloud Computing: Support vendors to builds on top of virtualized infrastructure (compute, storage and networks).

.         Analytics: Operator taking advantage of Implementing big data warehouse platform --- store, query, analyze and report.

.         Session Border Control (SBC): Able to demonstrate Sonus SBC competitive position to leverage strength and weakness of competitor to support major carrier request.

·         Radio Access Network: Base station capacity and technology roadmap, performance and monitoring systems

·         Backhaul and Backbone Transport: Architecture and topology, TDM to Packet transport migration, protocols and their applications

·         Core Network: Circuit to packet migration, packet core, 3GPP/2 and LTE, WiMax architecture, packet voice and echo cancellation, performance and monitoring/measurement systems including EMS and OSS

      ·        Undersea Optical Cable System: Cable design, development, testing, factory pilot production, and conducting  

               sea trials

 

EDUCATION:

 

ST. PETER’s UNIVERSITY, NJ

Masters of Business Administration
 

FAIRLEIGH DICKINSON UNIVERSITY, Teaneck, NJ

Bachelor of Science in Electrical Engineering

Masters of Science in Electrical Engineering

 

PERSONAL LINK:

 

http://beknown.com/flor-martinez

 

WORK EXPERIENCE:

 

AT&T Corp, Morristown, NJ

September 2012 to PresentSALES REPRESENTATIVE (Independent Contractor)

 

Sales Representative for small to medium market Enterprise accounts. Pre-Sales domestic and global network design and engineering for MPLS (AVPN and PNT), manage internet service, VOIP, IP, IPSec, Router & Switches, IPT, SIP, Network Security & Firewalls, Optical/ Ethernet managed IT and DR application functions negotiate internally to gain approval for (ICB) non-standard complex multi-site global solutions and customer designs on domestic MPLS/PNT on behalf of the client and present solutions to clients. Extensive experience in the global telecommunications industry in the areas of sales engineering, proposal management network engineering, product marketing, project management and product development.

 

·               Work extensively with Ethernet product group; provide solutions and strategies to potential business within the various Ethernet portfolio including OPTE-MAN, METRO-E, OPTE-WAN for integration in the MPLS core network as well as optical private network for use for server virtualizations.

·               Developed and implemented process improvements which resulted in decreasing the contract implementation process by 50%

·               Provide analytical financial support for sales teams to negotiate terms with the domestic and international Enterprise accounts.

 

GENBAND NETWORKS, Frisco, TX

August 2011 to August 2012DIRECTOR ACCOUNT MANAGER WIRELESS NETWORK

 

Managed business and technical development in Tier 1 Major Account (Verizon) and future generation for 4G/LTE network technologies.

 

·               Provide DAS system with 4G LTE Femto Cell architecture during RFP requirement with Tier 1 carrier.

·               Maintain customer relationships at senior and executive management level.

·               Discovered new opportunities and assessed their viability by conducting market research and evaluating market conditions.

·               Establish Director sales and alliances with channel partnerships.

·               Led project teams to ensure smooth implementation of the IMS/ Transcoding project.

 

SONUS NETWORKS, Westford, MA

July 2010 to August 2011DIRECTOR ACCOUNT MANAGER WIRELESS NETWORK

 

Experienced and successful leader that establishes priorities and drives sales lead to constantly provide opportunities.

 

·               Experienced and successful Sales Director covering Verizon market.

·               Manage customer relationships at mid management to executive level.

·               Target new sales, and farm existing accounts.

·               Direct sales and also establish strategic alliances and partnerships

 

 

 

 

FUTUREWEI TECHNOLOGIES, Hazlet, NJ

May 2005 to June 2010      DIRECTOR ACCOUNT MANAGER WIRELESS & BROADBAND

 

Sale and Marketing of telecom products to strategic targets in Eastern US. Account focus includes IEC Carriers, Intl Carriers, Wireless Carriers, ILECS, CLECS, plus FTTH Overbuildings with Optical Networks and the need for Ethernet Access NIDS.

 

·               Experienced and successful leader that establishes priorities and drives staff to constantly improve.

·               Managed multiple technologies with different carriers, set feature requirements per technology, negotiated pricing targets and M&S (Maintenance and Support) agreements.

·               Evaluated new carriers for potential opportunities and presented promising opportunities to upper management.

·               Lead Product Marketing and TSD departments in launching GlobeNet SONET replacement of NT SONET Network. Annual Revenue: 1 Mil

·               Lead multifunctional teams in producing a request for proposal that lead Futurewei for Subsea WDM opportunities.

·               Lead account manager for Verizon LTE trial and request for information that lead Futurewei for Phase 4 LTE RFI opportunities.

 

ALCATEL-LUCENT, Whippany, NJ

July 2000 to April 2005                               BUSINESS DEVELOPMENT/ WIRELESS GROUP (International Region)

 

Managed major South Eastern Asia accounts, prepared yearly business plans and developed new business for $10M private Co designed wireless network systems.

 

·               Led cross-functional team in the development of bid strategy, pricing and business case and business plan.

·               Worked on carriers analysis teams to created service provider business plan including financial modeling, competitive and market analysis. Identified and assess business opportunities to achieved group’s business objective.

·               Developed tiered software features pricing program suited to marketplace.

·               Represent ASIA Pacific delegation in market needs in prioritization activities to secure R&D funding.

·               Presented in weekly CTO calls on status of regional customer status.

·               Acted as an advisor to Philippines delegation (PLDT) on 3G Network deployment and analysis.

 

January 1997 to June 2000            MARKET MANAGER/ WIRELESS GROUP (Verizon Wireless)

 

Drove Product Management, Acceptance Test (FOA), and Product Roadmap activities to achieve yearly total sales plan of over $1M.  Advocated Verizon Wireless’ needs across Lucent.  Influenced the R&D work plan to align it with customer priorities and requirements. Communicated product capabilities and plans to Verizon Wireless and to sales team. Organized technical customer meetings, including bi-yearly product plans reviews and Acceptance Test (FOA) Kick-off meetings. 

 

·               Offer DAS system scenarios where Alternate technologies are infeasible due to terrain or zoning challenges.

·                          Developed and achieved acceptance of sales proposals totaling over $500 million.

·               Represent Verizon Wireless delegation in annual marketing prioritization activities.

·               Routinely went to customer premises, assessed their telecommunication needs and developed customized solutions.

·               Developed swap out offer for Verizon Wireless. Revenue valued at about $30 Million.

 

 

January 1996 to January 1997                  NETWORK ENGINEER

 

Wireless network traffic engineering, network design and configurations / business case management tools development (LTE, CDMA, W-CDMA, TDMA, and GSM).

 

·               Developed offers tools to support Bids and Proposal offering to domestic and International wireless markets.

·               Participate and coordinate the development of competitive network offers.

·               Lead cross-functional team in producing wireless equipment configuration and pricing submittal to Market Managers.

 

AT&T BELL LABORATORIES, Whippany, NJ

June1988 to December 1996                   PRODUCT DEVELOPMENT/ NETWORK ENGINEER

 

·               Designed and provisioned firmware for Control Unit card for Speech Transcoder Frame.

·               Developed and implemented the Communication Interface Unit for GSM Base Station.

 

INDUSTRY KNOWLEDGE:

 

Business: Team Leadership, Cross Functional Teams, Regulatory, Change Management, Product Development, Marketing, Project

                   Management, Key Performance Indicators, Capital Budgeting, Process Assurance, RFP & RFI Responses

Technical: CDMA, GSM, UMTS, LTE, DS1, DS3, SONET, CWDM, DWDM, LAN, WAN, VoIP, GIGE, GENBAND

                   Security Gateway, MRFC/P, TCP/IP, SNMP, Sonus NBS9000/5200 and GSX9000/4000 PSX ASX, OSN

                   7500, 9500 and 3600 and DWDM 3600, 6800, 8800

CTIA/ CES – Regular Conference Attendee

Groups: NFV/ SDN, LTE – 3GPP, Alcatel Lucent Association Group, Lucent Alumni, Sonus Group, GENBAND

Applications: Microsoft Office (Excel, Word, PowerPoint, Access, Project, Outlook), NetMeeting, Lotus Notes, Visio,

                        Adobe Acrobat, AutoCAD, PSPICE, Think C, Turbo Pascal
Certificate: Thunderbird The International Graduate School in Phoenix University – Executive International

                    Management Program

Awards: Bell Lab Recognition Awards-(Speech Transcoder Frame Development), Circuit Switch Data Recognitions

               Awards, SONUS Network Honor Circle 100% Achiever