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

Kushki

Responsible for driving significant revenue growth through innovative Go-to-Market strategies and enhanced field operations.  Developed and implemented incentive programs that transformed team performance, optimizing CRM processes and data accuracy.  Led digital transformation initiatives, leveraging data analytics for improved decision-making.  Strengthened strategic account planning and demand generation, resulting in measurable improvements in funnel management, overall growth, and profitability.  Key achievements include:
•	Successfully managed a sales budget with over 35% year-over-year growth, demonstrating strong financial analysis and P&L management skills.
•	Utilized business intelligence and market intelligence to define and operationalize strategic segmentation and prospecting processes.
•	Optimized funnel management, improving conversion rates from 9% to 20% and reducing sales cycle time from 175 to 135 days.
•	Implemented a performance management system and incentive plan aligned with strategic objectives, increasing sales team productivity and reducing attrition.
•	Led digital transformation initiatives, implementing new technologies (Salesforce CRM, Data Mart, Power BI, Looker, Quicksight) to improve operational efficiency and data-driven decision-making. Successfully fostered a customer focus culture and implemented a consultative sales approach leading to a 45% year-over-year increase in new business.
•	Led and mentored a team of 15 professionals, fostering a high-productivity, collaborative, and customer-centric environment.

VP Sales Operations & Business Intelligence

Drove sales growth in Latin America (>$1.3B target in revenue and orders) through strategic account planning, funnel management, and business forecasting.  Successfully implemented a performance management system, strategic segmentation (Ansoff Matrix), and an optimized sales funnel in Salesforce, aligning with overall business strategy. Key achievements include:
•	Implemented efficient governance and a data-driven digitalization agenda.
•	Led the implementation and improvement of sales tools and analytics (Salesforce, Tableau, Power BI, automation), optimizing costs and facilitating growth management.
•	Effectively managed regional incentive schemes.
•	Led regional change management programs (Accenture TGPS), focusing on change management, new product introductions, and value-based selling.

Head of Sales Operations, Latin America

Responsible for sales operations pipeline management, governance (performance management, processes, incentives), demand generation, sales acceleration programs, strategic account planning, financial planning (including S&OP), insights, value-based selling, market sizing, and business planning.  Key achievements include:
•	Mentored the 2019 Latin America winning innovation program.
•	Nominated as a potential successor for a senior leadership position.
•	Led Mexico and Colombia’s country growth plans, exceeding business objectives.
•	Recognized as a Top Performer in Latin America's Capability Development Program (2018 & 2019).

Strategy and Sales Operations Regional Manager 

Responsible for Latin America and Telefónica Group (Europe & Latin America) operations. Managed regional consolidated demand and supply assurance through collaborative demand planning and the S&OP process, ensuring timely and efficient infrastructure project supply.  Key achievements include:
•	Consistently improved demand plan accuracy by 15%.
•	Achieved €2M+ annual savings through efficient supply chain management and demand plan and supply optimization.
•	Led a team of four Delivery Managers in Latin America and Europe.

Head of Demand Plan & Supply, Latin America

•	Responsible for Latin America Local Operators' supply chain and order management
•	Accountable for the set-up, management, and operational excellence of the end-to-end supply chain: including planning, procurement, order management, warehouse management, both international and local transportation, customs handling, and reverse logistics.
•	Responsible for leading a team of six Country / Account Logistic Managers and fourteen Account Logistic Coordinators located in Mexico, Colombia, Venezuela, Argentina, Bolivia, and Brazil.
Achievements:
•	Latin-American Logistics Team Highest “Line Manager Index” in 2010

Regional Logistics Director 

•	Ownership of the network deployment supply chain services pre-sales for Latin America. Responsible for all logistics services commercial offering and contract management, aiming to accelerate network deploy services top-line and cash, improved contract and profit growth.
•	Responsible for leading a team of four product managers located both in Brazil & Colombia.

Services Product Management 

•	Accountable for the implementation and assurance of an efficient and effective end-to-end supply chain project operation for the Telefonica Colombia project.
•	Scope includes transportation (international and local), warehouse management, customer order management & invoicing, hardware demand planning, international trade, cost and resources management, procurement, and logistics partners management.

Account Logistics Manager

Nortel Networks

•	Responsible for the hardware spares (Global Repair and Service Delivery) for North Andean and South Cone regions, taking care of customer order management, customer service, inventory management, warehousing, transportation, and cost controlling.

Global Repair and Service Delivery Coordinator

I am a sales executive with extensive experience and interest in the Technology industry (Telecommunications, SaaS, and Fintech), generating measurable business impact. I am results-oriented, customer-centric, focused on developing high-performance teams, and passionate about creating and leading initiatives for profitable growth and continuous improvement within organizations.

My fundamental pillars include data-driven decision-making, building digital capabilities, leveraging new technologies, leadership and development of high-performance teams, orchestrating cross-functional collaboration, effective communication, negotiation, and rigorous execution as enablers to maximize the results of organizations and their sales teams.

My main areas of expertise include: sales growth management and operations, strategic business objective planning and definition, consultative and value-based selling, comprehensive sales funnel management, financial analysis and P&L management, market and competition analysis, process definition and optimization, and the development of governance and dashboards that ensure rigorous execution.

As evidence of this, I have achieved year-over-year sales growth exceeding 50%, managed budgets over USD 800M, successfully led CRM implementations and other digital capabilities, reduced operational costs through meticulous planning, control, and execution, and built state-of-the-art teams and processes.

These capabilities in strategic thinking, rigorous execution, financial analysis, and growth management, combined with my regional (LATAM) and international experience, form the pillars and differentiators of my value-generating proposal.

#OpenToWork #GestióndelCrecimiento #Crecimiento Empresarial #AI #Cloud #Estrategia #Estrategia Empresarial #TransformaciónDigital #Monetización #OperacionesdeVentas #GoToMarket #Estrategia de Negocios #AnálisisFinanciero #GerenciadeP&L #InteligenciadeMercado #GestióndelDesempeño #GestióndeIncentivos #GeneracióndeDemanda #BusinessForecasting #PronósticodeVentas #SupplyChainManagement #GestióndelaCadenadeSuministro #S&OP #PlanificacióndeVentasyOperaciones #DemandPlanandSupply #PlanificacióndelaDemandayelSuministro

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Guillermo Mairena

Camilo Manga

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