CARLOS P MORENO

781 Lake Blvd. · Miami, Florida 33326 USA

+1-954.296.2428 · morenoc2@gmail.com 

Responsibility ~ Organization ~ Leadership ~ Creativity

 

A WEALTH OF 10 + YEARS OF SALES AND BUSINESS DEVELOPMENT EXPERIENCE

Accomplished sales professional with a strong portfolio of successes working and liaising with government, transportation, banks, hotels, electric & gas utilities, cable, ISP’s, telcos, wireless and next generation telecommunications operators. Solid academic credentials, including a BSEE and a MIB in progress. Effective communicator at all levels, with outstanding success in building and maintaining relationships with technical teams to “C” level, establishing large volume, high profit key accounts with excellent levels of retention and loyalty. Ability to handle complex sales and negotiations; as a result produced over US100M worth of projects and new sales opportunities.

 

SOFTWARE & TECHNOLOGY BACKGROUND WITH ABILITY TO LEARN AT BUSINESS SPEED

Knowledgeable of a broad selection of technologies in Telecom, Mobile networks, IP Broadband, Cable, Optical networks, TV Broadcasting, Software solutions and Professional Services. Expertise in Optical & Packet Transport (Carrier Ethernet, MPLS-TP, SDH, TDM and WDM OTN) MPLS-TP, SONET, T1/E1, RAN networks, 3G, 4G, LTE, GSM, CDMA, EDGE, IT networks LAN/WAN, Broadcasting UHF/VHF, Microwave, WI-FI, Mobile OSS software solutions (IMS, SDM, AAA, PCRF, HLR, HSS, IDM, OCS), Microwave, and Broadband Access Technologies.

 

Familiar with IP networks, IT systems, traditional and next generation network and service technologies, the future wave of digital services, and evolutionary services such as cloud computing & SaaS, M2M, SDN, NFV, IMS, VoLTE, IPTV, VoIP, multi-screen video, big data & analytics. Ability to learn new products and solutions at business speed, this capability allows combining the sales expertise with overall products and fields.

 

BUSINESS DEVELOPMENT AND CONSULTATIVE SALES

Exceptional ability to identify and capitalize on international market opportunities, experience in building new markets from ground up and in increasing sales by implementing a consultative sales cycle management (customer focus, relationships orientation, achievement focus, integrity, professionalism) that generate excellent business relationships and maximize sales potential for your organization.

 

ESTABLISHED “C” LEVEL & ENGINNERING CONTACTS W/ LATIN AMERICA & CARIBBEAN CARRIERS

Effective communicator at all levels, with outstanding success in building and maintaining relationships with technical teams to “C” level, with excellent levels of retention and loyalty. (To mention some key operators)

ILECs – Telmex, Telecom, VTR, Telemar, ETB, Antel, Enitel, Telgua, Lime, Andinatel, ICE, Tricom,

MNOs – America Moviles, Telefonica, Millicom, Digicel, Lime, OI, Vivo, Personal, UTS, TelEm, Orange, Infonet.

MSOs – DirectTV, Televisa, Cablevision, TVA, VTR, Cable Centro, Costa Vision, Multivision, CATVnet, Sky.

 

CHANNELS MANAGEMENT AND DEVELOPMENT

Performing alliance and channel strategies duties liaising with key partners and VARs, constructing the most profitable strategy for each situation, establishing a combination of strategic partnerships, and sales/marketing channels to achieve the best market exposure and sales penetration within each country. Providing sales and marketing support to sales team & channels, and instrumental in developing training seminars, strategic sales tools and business presentations. As a result, translates to more channels of opportunities for your business.

 

MULTICULTURAL AND FLUENT IN SPANISH-PORTUGUESE-ENGLISH

Extensive capacity to work in and understand diverse cultures; focus on local business practices & cultural issues that combined with multilingual skills naturally enhance relationships to facilitate international business. As experience, most foreign clients recognize your effort in providing them with a multicultural professional who understand their business practice and incidentally these will bring solid business to your organization.

 

AUTONOMOUS, ENTREPRENEURIAL SELF-STARTER AND PROVEN ABILITY TO WORK REMOTELY

Expertise in building from ground up the sales operation and sales team for a start-up or small high-tech organization. Extensive experience managing a field office or home office, displaying strong organizational and results reporting capabilities. A team player with ability to work with corporate and remote teams; successfully interfacing in a daily bases with company’s key personnel located all over the world such as regional managers, application engineers, product manager, marketing, business development and executive management.

 

 

 

CARLOS MORENO · Page 2 · morenoc2@gmail.com

 

 

PROFESSIONAL EXPERIENCE

 

ACTELIS NETWORKS, Ft. Lauderdale, Florida (HQ in Israel) • 2011-2013

A carrier-class, started-up telecom provider of Access & Ethernet over Copper solutions

Director of Sales, Latin America and Caribbean             

Commanding business development and sales aspects of Ethernet over copper & access solutions specialized in MEF Metro Ethernet, Carrier Ethernet, Mobile Backhaul, IP triple play, DSL broadband, Wi-Fi backhaul, Intelligent Transport Systems and Video Surveillance applications. Orchestrating sales cycle management process, from initial client consultation and needs assessment through product negotiations and sales closings. Established senior and technical contacts with Carriers & Mobile operators.

 

Major Contributions

n       Increased territory sales from less than $100k to $4 million within two years, exceeding quota by 12% in 2012 and 150% in 2011 (1.5M sales from 1M quota).

 

NOKIA SIEMENS NETWORKS  Boca Raton, FL (HQ in Finland) · 08/2007- 12/2010

A $16 billion provider of advanced telecommunication solutions for leading fixed and wireless carriers worldwide

Sales Director, Latin America – Converge Core Networks (ex- Apertio Inc acquired by NSN in 2008)

Responsible for consultative sales aspects of complex portfolio of OSS/BSS software solutions including; HLR, (AAA) authentication, authorization and accounting, (PCRF) policy control, that interface with 3rd party software applications such as billing, messaging services, mobile content, CRM, roaming and charging applications. Completed technical presentations, responded to RFQ’s and negotiated complex software contracts. Key accounts were Telefonica Movistar, America Moviles, Cable & Wireless, Millicom, CFE Mexico, Centrais Elétricas do Norte do Brasil S.A. and others regional operators.

 

Major Contributions

n       Sold the first PCRF IDM solution ($12M) for NSN worldwide in 2009.

n       Sold the first Subscriber Data solution ($5M) in LAT to one of the leading Tier 1 wireless operator that opens the opportunity for potential regional business of $150M in 2010-2015.

 

CAMBRIDGE BROADBAND, Fort Lauderdale, FL (Started-up HQ in UK) · 2004- 06/2007

A carrier-class, point-to-multipoint broadband wireless access provider for leading cellular and fixed carriers worldwide

VP Sales, Latin America & South Europe

Built from ground up the sales operation in the LATAM region, managed business development efforts including presentations, responded RFQ’s, and negotiated complex contract of wireless broadband solutions involving software and hardware for CCTV security networks, POS systems, ATMs networks, WiMAX networks, WI-FI networks and Cellular backhaul. Developed & supported Integrators and operators in the sales of wireless solutions to the ILECs, MNOs & Enterprise market such as banks, electric & gas utilities, government, transportation, hospitals, universities, business centers and hotels in Latin America and Caribbean markets.

 

Major Contributions

n          Launched Cambridge Broadband into key markets and generated $2.5M revenue growth in first 1 year.

n          Cultivated and established new business development initiatives and channel partnerships with distributors and value added resellers including Lucent, Siemens, Tecnocom, Huawei, and Ericcson.

 

ECI TELECOM, Fort Lauderdale, Florida (HQ in Israel) · 2001-2004

$1 billion provider of advanced telecommunication solutions for leading fixed and wireless carriers worldwide

Sales Director, Latin America - Integrated networks

Commanded business development and sales aspects of turn-key technology solutions specialized in SDH Optical & Packet Transport (Carrier Ethernet, MPLS-TP, SDH, TDM and WDM OTN), VoIP, XDSL, and BWA applications. Orchestrated sales cycle management process, from initial client consultation and needs assessment through product negotiations and sales closings. Key accounts were transportation, electric & gas utilities, cable, ISP’s, telcos, wireless and next generation telecommunications operators.

 

Major Contributions

n          Successfully completed $59M project for Central America operator to provide the backbone of 620 miles of optical transmission network.

 

CARLOS MORENO · Page 3 · morenoc2@gmail.com

 

 

 

ADC TELECOMMUNICATIONS, Pittsburgh, Pennsylvania · 1995-2001

$2 billion provider of optical and copper - connectivity systems, broadband access and wireless IP data for carriers.

Regional Sales Manager, Latin America

Built from ground up the sales operation in the LATAM region, responsible for sales activity of company’s Broadband Wireless Access, Microwave and TV Broadcasting products. Recruited, screened, hired, and developed high performing team of 3 regional sales managers. Key accounts were transportation, electric & gas utilities, cable, ISP’s, telcos, wireless and next generation telecommunications operators.

 

Major Contributions

n          Achieved Latin America sales targets of $12M and exploded revenue growth from $200K to $12M annually, increasing total regional business from 5% of division’s revenue to 40%.

 

LOMA SCIENTIFIC, Torrance, California · 1989-1994

Designs and manufactures microwave and broadcast systems for wireless cable TV and wireless IP data networks

Director of International sales

Selected to accelerate sales performance of broadband wireless, cable, and TV broadcasting products in Europe, Middle East, Africa, Asia, and Latin America regions. Cultivated strategic business alliances with international value added resellers and integrators. Recruited, screened, hired, and developed high performing team of 4 regional sales managers.

 

Major Contributions

n          Propelled international sales from $500K to $15M in 5 years by establishing strategic business development plans and accelerating performance of international sales team.

 

EDUCATION

 

(MIB) Master in International Business Administration (in progress)

(BSEE) Bachelor of Science in Electronic Engineering

Target Account Selling (TAS)  - Miller Sales System Strategic & Conceptual Selling

Certification on CRM Oracle Siebel, CRM Salesforce, CRM ACT

 

Language Skills

 

Spanish: native language · Portuguese: written & verbal fluency · English: written & verbal fluency