Nicarao Advisors LLC

Providing fractional sales and business development services. Strategic Planning and Execution; Leadership and Team Development; Sales and Marketing; and Customer Relationship Management.

Principal

Currently Seeking New Opportunities

Currently seeking Vice President Sales Opportunity

Liberty Latin America

Sought to take on oversight of company’s largest supplier contract to ensure compliance, identify and address performance issues. Member of governance committee. Shrunk contract costs significantly and maintained a positive vendor relationship despite changes in scope of contracted services.

Director - Contract Management

Cable & Wireless Communications

Recruited for a role that swiftly changed into 100% pandemic response to address issues that arose concerning daily operations. Since there was no playbook on how to conduct business during such a time, created and implemented Covid_19 procedures in only 5 days. Ensured ongoing service to customers for installation of video, internet, and telephony services through the provision of personal protective equipment (PPE).

Director - Technology & Operations

TalentAdore

Completed a series of courses through the University of Helsinki on artificial intelligence (AI), which led to my being contacted by company founder. Tapped to help the CEO of this innovative startup offering a new, AI cloud and SaaS based virtual recruitment tool to carry out three critical initiatives in North America. First, assess the product compared to existing solutions on the market in the US, then canvas market to evaluate potential demand. Lastly, create a strategic plan and a solid go-to-market (G2M) strategy.

Developed and implemented grassroot initiatives that helped the company gain traction in the market with limited resources.

Advisor

ADTRAN

Promoted to lead a small team in LATAM to provide telecom solutions to corporate clients. Oversaw regional operations including strategic planning, marketing and resource allocations. Personally managed 6 accounts to help drive sales, and assisted team in closing sales. 

Conducted in-depth analysis to determine most effective channels to drive sales with distribution partners swiftly. Positioned Adtran as the equipment provider of choice to affiliates of one of the largest corporations worldwide (America Movil) despite an extremely challenging sales goal.

Vice President - Regional Sales Latin America

Recruited to aggressively grow customer base first in Mexico and then LATAM with a team of sales engineers engaged in business development activities. Implemented formal processes, procedures and account management protocols to accelerate productivity and drive excellent performance and customer satisfaction.

Increased capture rate exponentially, won a multimillion-dollar, strategically vital bid to provide services for a division of the largest Spanish content producer in the world, a multibillion-dollar giant. Rapidly built brand awareness of the company’s products in the region.

Director Strategic Business Development

Nokia

Handpicked by executive management to drive sales growth in select LATAM regions with a team of 20 account managers and solutions engineers. Held P&L accountability of more than $50M. Created a clear sales operation plan to support and guide growth goals. 

Addressed collections issues by cutting accounts payable days by 200% and increasing sales to late customers by 15%. Trained, groomed and motivated team resulting a 20% improvement in sales to existing customers.

Area Vice President – Central America, Andean Region & Mexico

Chosen by executive management to develop and implement a strategic sales plan to seize sales opportunities following the acquisition of an American telecom provider by one of the largest global telecommunications provider (Telefonica). 

Built a 60-member high performing sales team from scratch to serve Telefonica clients in 5 Latin American countries. Won large multi-year contracts and paved the way for robust future business development opportunities.

Area Vice President – Andean Region Telefonica Customer Business Team

Asked to build a new sales organization from scratch in Mexico. Recruited, hired and trained a team of 30 that included account managers, project managers, solutions engineers and supply chain managers to service clients in Mexico, Argentina, Colombia and Ecuador.

Generated titanic revenues from a large contract and YOY incremental sales after initial contract period. Established a formidable presence in these 4 countries.

Country Manager - Mexico

Recruited based on earlier finance experience. Managed finance operations in LATAM market place to support planned growth in this region. Rapidly built strategic relationships with financial institutions that resulted in robust funding to support sales.

Director- Project Finance

Rabobank

Trade & Project Finance
Negotiated in collaboration with account managers to close structured trade finance transactions for the food and agricultural business sector. Utilized credit enhancement from Export Credit Agencies, Multilateral Development Banks and the private insurance market to provide exceptional sales and service. Generated $3- 5M in portfolio customer sales.

Vice President

VP|SD|Sales ExecutiveǀDriving Strong Revenue Growth for Technology Companies Globally through Strategic Partnerships and High Performing Teams

Throughout my career, I’ve been sought to develop business in new markets, turn around sales in underperforming regions, and accelerate growth in established markets. At the same time, I’ve enjoyed building and leading large, customer-centric teams that are instilled with the mindset that we’re in the business of providing innovative solutions to meet every client’s unique needs.

I’ve also held operational roles which have complemented my sales and leadership background. It’s been rewarding to identify cost-saving opportunities and to improve top- and bottom-line results by streamlining back-office processes and procedures. 

My global experience includes regions spanning the U.S. and Latin America (LATAM) and I’m proficient in Spanish and Portuguese with a deep respect for diverse cultures and people. 

Highlights:

STRATEGIC PLANNING & EXECUTION – Developed and implemented sales strategies that enabled Adtran to deliver telecommunication solutions for corporate clients in LATAM and catapult revenues in a historically low volume market (less than $2M annually) to more than $30M annually. Built strong and cohesive relationships with distribution and alliance partners.

LEADERSHIP & TEAM DEVELOPMENT– Motivated, mentored and led numerous teams of managerial, technical and sales professionals including project and supply chain managers, account managers, and solution engineers who contributed measurably to the growth and success of companies such as Nokia Networks and Adtran. Groomed a team to hit 120% over target while increasing ROI in one of the most competitive markets worldwide. 

SALES & BUSINESS DEVELOPMENT – Built a robust network of industry contacts that have been instrumental in uncovering new opportunities and have maintained strategic relations that have been vital in adding additional revenue streams. Key driver in growing Nokia’s revenue from zero to well over $1B in LATAM year-over-year. 

I love to talk about industry trends and innovations in the technology space and connect with likeminded professionals. If you are similarly interested, please send me an invitation to connect on LinkedIn or reach me at GAMairena@gmail.com

Guillermo Mairena

Turn

Account Executive

Third Bridge Group Limited

Client Consultant

FreshBooks

FreshBooks is a cloud-based accounting software designed primarily for small businesses, freelancers, and self-employed professionals. It offers a range of tools and features to help users manage their finances, including invoicing, expense tracking, time tracking, payments, financial reporting, project management, and multi-currency and multi-language support.

•Converted inbound marketing leads and free trial users into paid subscribers for FreshBooks’ cloud accounting and online payments platform.
•Achieved a 31% demo-to-closed-won conversion rate, ranking in the top 15% of U.S. Account Executives.
•Surpassed sales quota by 104%, generating $220K in annual recurring revenue.
•Led the North American AE team in Q2 and Q3 of 2023 for customer account usage, with over $350K in total payments processed through the platform.

Full cycle sales role for Turn’s two core software solutions: AI-powered worker sourcing and screening. Conducted discovery calls and demos for mid-market and enterprise level organizations. Collaborated with marketing team on creation of marketing collateral, as well as trade show and conference strategy to obtain marketing and sales qualified leads more effectively. Took a lead role in working with the Sales Development team in creating an outbound sales campaign, including assistance with email cadence and phone call approach. 

2022: Led Account Executive team in total number of deals closed and total sales volume: $1.14M

Inbenta

2021: Led North American Sales Development Representatives in number of demos completed and booked deals referred to Account Executive team.

Crafted and implemented outbound multichannel sales strategy including phone, email, and social media touchpoints. Conducted demos and discovery calls as well as sales negotiations for software subscriptions.

Enterprise Sales Development Representative

•Managed approximately 25 federal agency accounts, including FEMA, U.S. Department of Veteran Affairs, Department of Homeland Security, and EPA, ensuring compliance with federal requirements and regulations.
•	Served as a subject matter expert for highly secure platforms, interfacing with key stakeholders, evaluating platform use and needs, and maintaining authorization group credentials.
•Handled IT consulting and service requests for various users and agencies pertaining to data management strategies, and security protocols. 
•Vetted over 125 application users, ensuring safety, security, and relevance of key accounts through research, identity verification, and federal documentation requests.
•Developed, modified, and evaluated training materials to enhance user learning experience, orchestrating virtual and on-site training sessions and one-on-one sessions.
•Led a federal-vetted content sharing and storage platform project, collecting requirements, conducting focus groups and surveys, and managing training sessions aligned with MOU practices.
•Managed IT ticket treads, identified problems, recommended solutions, and provided coaching and training for IT staff, resolving an average of 1018 customer support tickets per month.

Data Analyst

M&T Bank

2018: $2.5M total booked lending.
2019: $3.7M total booked lending.

Senior Account Manager

2016: $2.25M total booked self-sourced sales, $27M in referred business lending booked sales.

Relationship Sales Representative 

Dynamic Current Media

•Led a team of three writers and two interns, overseeing the creation and editing of high-quality articles and digital content for Dynamic Current Media's online publication.
•Edited and refined written content to ensure consistency, clarity, and alignment with the company’s brand voice and editorial standards.
•	Collaborated with the sales team to sell ad space and secure sponsorships, contributing to the company's revenue growth.
•Strategized and executed content plans that drove audience engagement, increased web traffic, and enhanced the overall user experience.
•Mentored and developed team members, fostering a collaborative and creative work environment that encouraged innovation and professional growth.
•Played a key role in the company’s business development efforts, leveraging content to build strong relationships with advertisers and sponsors.

Executive Director of Content

State Farm ®

Charles Robinson Insurance Agency in Leesburg, Virginia. Licensed in property and casualty insurance and banking. Certified Notary Public. Handled client service, maintained accurate and up to date information in agency database, utilized company software to effectively market to current and potential clients. Achieved lowest lapsed/cancelled rate in Northern Virginia region: resulting in a 97% client retention rate. Helped clients open financial accounts and apply for vehicle loans with State Farm Bank.

Account Representative: Banking and Insurance

I’m Andrew. I’ve been in some form of sales for almost a decade. I’ve sold financial products (loans, accounts, credit lines, etc.) at a few different banks, I’ve sold insurance (life and health and  property and casualty), and since 2021 I’ve worked in the B2B software sales space selling AI, data analytics, and fintech software. In my spare time I do small business coaching through the SCORE Association, and business consulting with Third Bridge Group. In addition to English, I also know Arabic and French. 

Some key Accomplishments Include:

2022 Top performer in North American market with over $2M in net new business revenue
2021: Top performer in North American market with over $1.75 M in net new pipeline generation
2019: Sales revenue leader with $3.7M in booked sales
2018: Sales revenue leader with $2.5M in booked sales
2017: Securities Champion
2016: Sales revenue leader with $2.25M in booked sales
2014/2015: Achieved 97% client retention rate, best in Northern Virginia

If you'd like to learn how I can help boost your sales team, or just want to chop it up for a bit, feel free to book a meeting with me: https://calendly.com/andrew-blackmer/30min

taplio

The Battle

Guillermo Mairena

Andrew Blackmer

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