Advanced Control Corporation

Schneider Electric partner specializing in building automation, access control, power metering/quality, sustainability, system integration, and video surveillance systems and services for all Commercial Building Technology in South Florida.

Services Sales Executive / Sales Engineer

Promero, Inc.

KEY RESPONSIBILITIES:
Drove revenue and new business growth by “rolling up my sleeves” and selling side by side with sales representatives for the team's continual mentoring and professional development.
Created new offerings in the areas of SaaS-based hosted and fully managed private clouds and managed services; secured many “first-of-their-kind” wins.
Performed commercial operations duties such as proposal/RFP development, created and drove SaaS pricing strategies including usage volumes and feature based tiering; conversion of perpetual/initial license fees to subscription based and/or hybrid pricing models for private cloud hosted and managed solutions, competitor analysis to determine target price in multiple markets, analytical breakdowns of pricing structures, P&L analysis, SaaS terms of use contract language, etc.
Wore customer success management “hat” with full lifecycle ownership on key accounts to enhance the customer experience, create SaaS / managed services adoption, facilitate organic growth and cross-selling opportunities, and ensure the highest rates of contract renewals.
Maintained a network of Consultants, Developers, Systems Integrators, and SaaS Technology Partners 
Developed and leveraged a strong understanding of industry, market, technology, and competitive trends; identified business development opportunities and collaborated with technology partners to proactively drive growth.
Recruited, backfilled, and assisted the sales team, created sales strategies and tactics, developed competitor battlecards, rolled out inbound, lead list outbound and email campaigns, and participated in trade show and webinars.
Owned and managed key customer relationships and led the closing of all strategic opportunities.
Defined and coordinated sales training programs that enabled staff to achieve their potential and meet company sales objectives and key performance metrics.

Sales and Commercial Operations VP

Responsible for selling public and private cloud SaaS and premise based contact center applications developed by Oracle, as well as CRM, voice/data routing and marketing analytics software. 
Approaching and working with senior level customers/decision makers in order to identify their needs and challenges.
Customer identification and qualification. 
Prospects generation, market segmentation and development.
Financial modeling, cost/benefit analysis, contract/vendor/sub-contractor negotiations, securing of 3rd party financing, and overall solution pricing.
Development and presentation of RFI and RFP responses and contract devel
Contract/vendor/sub-contractor negotiations
Competitive analysis and working closely with marketing department and technical staff
Application/technical demos/webinars

Regional Sales Director

Nortel Networks (CALA) Inc.

Led the entire Commercial Operations / Proposal Management team of over 30 senior professional direct reports exceeding expected orders, revenues, margin, and cash targets for the CALA region (deal sizes up to $300M) across all lines of business (Wireless, Wireline/VoIP, and Optical Networks). Provided leadership and execution of the commercial process, proposal development, capture management, winning strategy development, competitor solution and pricing benchmarking analysis, staffing and recruiting of top talent, and process improvement methodologies.

KEY RESPONSIBILITIES:
Stewardship of overall decision-making process for the region used in the preparation and presentation of a strategic and financial analysis on a per project basis; coordinated and chaired internal deal review meetings with C-suite Executives.
Architected and drove complex pricing strategies, presentations, and bid scenarios (pricing waterfall analysis, competitor analysis to determine target price in multiple markets, analytical breakdowns of pricing structures, reverse auctions, multi-year P&L analysis, etc.).
Provided contract negotiations support to Sales (including but not limited to authoring contract language as required and leading face to face commercial discussions and negotiations with the customer).
Developed repeatable and scalable processes and maintained a curated content repository to handle an enormous bid workload; instilled a “whatever it takes” commitment to the business. 
Partnered with Marketing to develop brand-centric proposal response templates and materials that advance brand identity with our proposals.
Created a culture that promoted collaboration across functional groups, best practice approach to proposal development, high standard of quality, learning, and accountability; personally delivered training on complex commercial/legal topics.

Director, Commercial Operations / Proposal Management

KEY RESPONSIBILITIES:
Provided “cradle to grave” leadership and support on proposal development, pricing “win” strategies, and contract negotiations activities; chaired meetings with executive leadership team to discuss opportunity background, support resources needed, predict competitor solutions, verify the ability to win, perform risk assessment and mitigation, schedule, support logistics, etc.
Managed the development and submission of hundreds of proposals annually – deal sizes from $5M to $40M ($1Bn in proposals per year).
Led a large team’s end-to-end effort to secure strategic VoIP contracts with pioneering concepts based on innovative business models (SaaS – Cloud Based Hosted, Mini Packet Voice Gateway, VoIP “In-a-Box”, Fast Flow Models, etc.).
Led deal review kickoffs and the preparation and presentation of strategic and financial analysis on all deals prior to submission to the customer - P&L analysis (Revenues to EBITDA line), T&Cs risk analysis, US GAAP revenue recognition considerations, DSO calculations, etc.).
Responsible for obtaining all requisite internal deal approvals per governance matrix on a per project basis.
Recognized for customer focused efforts, proposal quality, and pricing strategy ingenuity by winning numerous awards 
Drove culture change to use value and market price-based approach to deals.
Managed multiple vendors and partners to complete the bids.
Developed proposal schedule/calendar, and proposal volume templates, and proposal outlines based on solicitation requirements; managed the development of proposal content and schedule.
Ensured adequate planning for all proposal activities; maintained strict control of proposal teams to ensure adherence to the schedule and manage deadlines.
Coordinated and reviewed/edited proposal input from a variety of stakeholders and subject matter experts from engineering, legal, finance, operations, product line management, R&D, etc. to develop compliant, and winning responses to RFPs.

Senior Manager, Commercial Operations / Proposal Management

Honeywell Inc.

KEY RESPONSIBILITIES:
Sold turnkey Performance Contracting services that included a comprehensive suite of energy and mechanical retrofit solutions (e.g., chiller replacement, thermal storage, high pressure blowers, etc.) designed to manage and help optimize energy use and reduce operating costs.
Prepared and presented RFP responses for Miami-County Public Schools, Palm Beach County Schools, and Broward County Government projects.
Presented value proposition and ROI analysis to the "C" suite level (CEO, COO, & CFO).
Conducted lead generation and prospect development life cycle activities including field visits, pipeline management, cold calling, site surveys, feasibility studies, and SWOT analysis.
Responsible for financial modeling (including simple payback, IRR, and/or NPV analysis), cost/benefit analysis, contract/vendor/sub-contractor negotiations, securing of 3rd party financing (capital, municipal, and operating leases), and overall solution pricing.

Account Executive, Performance Contracting, Commercial Buildings Group

Globally experienced, bilingual, sales and commercial leader with proven capability to drive groups to exceed business objectives. Excellent problem solver with “out of the box” creativity and diverse people management skills enabling business transformation and success in both sales and commercial operations areas. Proven ability to create customer focused strategies and extract actionable insight backed up by proven contract and customer negotiation skills to achieve targeted desired revenue and P&L objectives. Results-oriented leader in both the enterprise and telecom industries. Specializing in B2B SaaS sales, price strategy, commercial price execution, contract negotiations, proposal management, and financial analysis.

Specialties: 
• Cloud Based Software Solutions (SaaS) 	
• AI/ML based Conversation Analytics     	
• Enterprise Contact Center CX Solutions 	
• Carrier Telecommunications Technologies 	
• Cybersecurity MDR and XDR Solutions 	
• Contract Management & Renewals	        
• Market and Business Development
• MS Office Suite, Salesforce CRM, ZoomInfo
• Sales and Commercial Operations Leadership
• Pre-Sales Support & Contract Negotiations
• Pricing Strategy & Proposal Management
• C-Suite Executives Communications & Presentations
• NA and CALA Experience
• Customer & Vendor Relationship Management

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