Account Manager or Sales Mgr or Consultant
Content
ROLANDO
A.
RIVERO
769 Delmar Ave S.E Atlanta, GA 30312 Ph # (713) 871-1445 / Mobile # (678) 641-1190 e-mail : [email protected] ________________________________________________________________________________ _______________________________ OBJECTIVE: Highly accomplished sales executive with more than twenty years of ac hievement in Management, Sales, Business Development, Support and Customer/Accou nt Relations currently seeking an opportunity with a dynamic company where exten sive experience and proven track record of success would be effectively and prof itably utilized. SUMMARY OF QUALIFICATIONS: Background: Significant experience in all facets of sales and sales management, including solution sales, consultative sales, strategic planning, new business development, marketing, contract negotiation, and account/customer relations * Creating effective marketing strategies, coordinating new product launches, an d formulating data solutions to meet the requirements of corporate accounts; pre paring proposals, responding to RFP's & RFI's, implementations and conducting s ales presentations to key decision-makers to expedite the sales cycle as well as articulating the associated ROI * Finding innovative ways to establish positive relationships with executives of major corporate accounts; utilizing sales skills to generate customer interest, increase awareness of products/services, enhance market penetration, establishi ng credibility, building repeat business and creating need for additional soluti ons. * Providing ongoing sales and technical support to enterprise sales teams; plann ing daily activities to achieve maximum efficiency, productivity and profitabili ty. * In depth knowledge and understanding of wireless/mobility telecommunications t echnologies and various wireless network architectures Strengths: Excellent managerial, organizational and communication skills... exce ptional sales and closing abilities... responsive to challenge and opportunity.. . a highly motivated, confident, passionate, ambitious and persistent individual with demonstrated entrepreneurial, team-oriented and leadership capabilities. ________________________________________________________________________________ _________________________________ PROFESSIONAL EXPERIENCE: 02/2008 - 07/2010 AT&T Mobility -> Central Region - Houston, TX Mobility Applications Consultant - AT&T Business Service (ABS) * Assigned to support and develop both Signature Client Group (Fortune 500) and Global/Multi-National Client Group (Global 500) Enterprise Account Teams in the Houston, TX Market. Engaged to consult as a Mobility Application Consultant pro viding technical subject matter expertise for Wireless Data Solutions and produc ts for existing accounts while assisting in closing new prospects within teams f unnels. Penetrating existing modules for specific Line of Business Solutions foc
used on wirelessly enabling processes and providing back end connectivity on the ir devices. * Worked directly with Account Directors and VP's to identify, develop and close Mobility opportunities as it pertained to Corporate Enterprise Wireless Email ( RIM BlackBerry, iPhone, Windows Mobile and Android), WWAN solutions for Business Continuity or Disaster Recovery, Telemetry solutions for M2M, SCADA, PC Cards f or 3G and Remote Access as well as engaging Middleware Solutions partners to ext end out key backend applications to handheld devices. This was accomplished thro ugh a very consultative and strategic selling approach at a CxO, VP and Director Level. * Responsible for meeting, achieving quota and growing monthly data revenue for Signature & Global Client Groups Teams within Houston,TX Market. Tasked to suppo rt both pre & post sales consultative perspective. YTD Quota attainment 105% on an annual revenue Wireless Data Quota of $40 Million.
ROLANDO
A.
RIVERO
2
________________________________________________________________________________ ______________
01/2006 - 01/2008 AT&T Mobility (formerly Cingular Wireless) -> Central Region - Plano, TX Data Solutions Consultant / Mobility Applications Consultant - Business Markets Group (BMG) * Assigned to support and develop 2 Teams of 7 Corporate Account Managers each in North & West Texas Regions of the Business/Corporate Markets Group, consulti ng as a technical subject matter expert for Wireless Data Solutions and products for existing accounts while assisting in closing new prospects within teams fun nels. * Acted as liaison with internal and external resources/vendors to ensure succes sful implementations of proposed solutions in Wireless Email, WWAN solutions, Te lemetry, PC Cards and other specialized devices from AT&T. * Responsible for meeting, achieving quota and growing monthly revenue for NTX/ WTX Business Market Groups Teams. Tasked to support both pre & post sales consul tative perspective. YTD Quota attainment 135%. 09/2002 - 11/2005 Verizon Wireless -> Central Texas Region HQ - Lewisville, TX Data Solutions Manager/Associate Director of Data Sales * Successfully managed team of 7 Data Sales Engineers and Data Sales Consultants throughout the Central Texas Region (DFW, Austin, San Antonio & RGV) on their d aily activities, support responsibilities and alignment with the various Sales Channels (Enterprise & Retail Teams). * Engaged my team and I in both Pre & Post Sales Support for all Wireless Data P roducts and Services projects as well as implementations within the B2B/Enterpri se Sales Channels. Properly coordinating internal and external resources to ensu re successful implementations of proposed solutions.
* Responsible for meeting, achieving and surpassing CTX Region Annual Data Reven ue ($50Million) budgets for 2 consecutive years with a 135% attainment of budget and a 120 % year over year growth improvement. 11/2001 - 09/2002 Verizon Wireless - Austin, TX Data Sales Engineer * Supported all Sales Channels (B2B, Direct & Indirect) on all training initiati ves as well as provided pre and post sales support of existing Wireless Data Pro ducts and services with a strong emphasis on the local roll out of National Acc ess (CDMA 1XRTT) High Speed Wireless Data Network. * Developed a solution based selling and support model by engaging regional JMA partners and alliances for the needs of the Business Sales Channel and key accou nts. Continuously putting "customer first" in every interaction with customer an d prospects. * Developed very strong product and infrastructure knowledge of various Wirele ss Data Networks as well as existing PDA Platforms (RIM,Windows Mobile and Palm Devices). Recipient of RIM's Data Solution Award 12/2000 - 09/2001 NEXTEL Communications, Inc. - Austin, TX Data Account Executive, Outside Sales * Responsible for successfully and aggressively selling NEXTEL's Wireless Data a pplications, products and services to both existing accounts as well as proactiv ely seeking new prospects in the local Austin & San Antonio markets. Interfaced with various "Industry Solution Vendors" to provide customer/prospects with a fu ll Wireless Web based solution. Consistently achieved an average of 155% monthly net quota attainment year-to-date. Proactively sought new prospects via cold ca lling, referrals, individual sales and networking. * Provided Technical Support to over 35 Sales Representatives in the various Sal es Channels (Direct, Indirect/Dealers & Corporate Teams). Delivered presentation s, generated proposals and acted as consultant for them. Completed Dimensions of Professional Selling (DPS) Course. ROLANDO A. RIVERO 3 ________________________________________________________________________________ ______________
07/1999 - 08/2000 DELL Computer Corporation / BSD Division Large Opportunity Representative /Account Manager
- Austin, TX
* Successfully sold and marketed DELL's entire Enterprise Wide Products and Serv ices (Desktops, Workstations, Laptops, Workgroup and Departmental Servers and Hi gh-End Storage Solutions - SAN / NAS) to various established and start-up compan ies from different industries nationwide under DELL's Direct Model. * Consistently achieved an average of 150% monthly quota requirement ($1.5Millio n/Month), effectively cross-selling 3rd Party Peripherals thus providing a total solution to customers. Coordinated and financed 20% of proposed solutions throu gh DFS Leasing Division. * Strong acquisition and relationship selling. Negotiating and closing on leads
furnished by Sales Representatives on opportunities of $50,000 and above. Recip ient of the Customer Advocate Award on Q4'00. Completed Acclivus Consultative Se lling Course. 02/1999 - 07/1999 SkyTel Communication Inc./ MCI Worldcom - Austin, TX Account Manager * Responsible for selling and marketing SkyTel paging and wireless messaging pro ducts and services to targeted Fortune 1000 accounts. Executive cold calling, pr ospecting, fact finding, and new account development utilizing consultative, sol ution based approach. * Business Development of an assigned territory in Austin, TX striving to achiev e desired revenue and unit annual quota. Successfully completed Miller-Heiman's Strategic Selling Course. * Led a Corporate Account Sales Team of 4 specialists. Primary liaison in strate gic team selling environment. Initiated all customer activities involving execut ive level presentations, proposals, price negotiations and trainings. 03/1998 - 09/1998 ABN * AMRO BANK N.V. - Miami Agency Assistant Vice President - Private Banking Miami, Florida
* Focused on marketing bank's Non-Discretionary products (DDA / MMA's, CD's, Mut ual Funds, Equity and Fixed-Income products) and Discretionary products (Asset M anagement) to an existing client portfolio of Non-Resident Aliens in Latin Ameri ca, in an attempt to increase Division's Assets under Management and Revenues. * Coordinated effectively with several product and service specialists (Trust, C redit, Securities, Asset Management, and F/X) to insure all clients' needs were addressed. 02/1995 - 11/1997 BHN MULTIBANCO S.A. - La Paz, Bolivia Major & International Accounts Manager * Managed a broadly diversified account base of over 400 personal and institutio nal clients with a total value in excess of $100 million dollars. * Increased the number of clients and the volume of deposits, as well as develop ed new potential relationships through successful marketing strategies and campa igns. Successfully identified new market segments and potential clients, develop ing new business through market analysis and executive presentations. * Effectively supervised the activities and monitored the performance of seven o fficers. Implemented policies and procedures geared towards high quality custome r service assuring that all the clients and the bank's objectives were met on a timely basis.
ROLANDO A. RIVERO 4 ________________________________________________________________________________ ______________ 10/1992 - 02/1995 Private Banking Division Manager
* Responsible for the successful coordination and implementation of Private Ban king within the bank as a new concept of personal treatment and investment couns eling to wealthy individuals, families, non-governmental organizations and corpo rations. * Managed clients' accounts, provided them with financial advice and offered the m a maximum expected return, stressing security and confidentiality. * Successfully marketed and implemented the bank's deposit products (Checking an d Savings Accounts, Time Deposits, CD's) and other fee-based services (Wire-Tran sfers, Letters of Credit, Foreign Exchange, Mutual Funds) through effective "Cro ss-Selling" skills and by introducing the concept of "One Stop Banking". * Increased clients deposits by 200 % over budget --> $30 million in 1993 Increased clients deposits by 65 % over budget --> $62 million in 1994 01/1991 - 10/1992 NCR CORPORATION / AT&T - Atlanta, Georgia Account Manager * Primary contact for key Division Major Accounts. Team leader for product speci alists. Responsible for aggressively marketing NCR's enterprise-wide products an d services to assigned accounts, obtaining an annual revenue objective of $1.5 million in sales. Developed and updated strategic account plans for account tea ms. * Initiated all customer activities involving executive level presentations, cus tomer surveys, product demonstrations, site visits, proposals, pricing and cont ract negotiations. * Coordinated internal resources (such as systems engineering, plant resources , industry marketing and special customer events) and external resources (such a s consultants, systems integrators, VAR's, and distributors). 08/1988 - 01/1991 Sales Representative I & II * Sole representative for a customer base of 50 NCR users. Responsible for gener ating new leads and sales from an assigned geographical territory in Georgia. * 1990: Attained 80% of order and revenue quota. * 1989: Leading Account Mgr. of the month on 4 occasions. EDUCATION: EMORY UNIVERSITY, GOIZUETA BUSINESS SCHOOL Atlanta, Georgia May 1988 Bachelor of Business Administration (BBA) in Management. Concentration in Financ e and Marketing. Dean's List. LANGUAGES: Fluent in English, Spanish, French and some Portuguese. COMPUTER SKILLS: Hardware: MS PC's, MAC's and SmartPhone's: RIM BlackBerry , Apple iPhone, Windows Mobile & Android Network: MPLS, WAN's, LAN's, VPN's Frame Relays, T1's & IP Based Networks Software: MS Office (Word, Excel, PowerPoint, Outlook), MS Project,SharePoint , Visio, RIM, Siebel, Oracle Operating Systems: Windows ( XP, Vista and 7) & MAC System X. Very Inter net Savvy Wireless: GSM, GPRS, EDGE, UMTS & HSPA, HSPA+, LTE / CDMA, EV-DO. WLAN's WiFi (802.11a/b/g)
REFERENCES:
Available upon request as well as Salary/Compensation History
A.
RIVERO
769 Delmar Ave S.E Atlanta, GA 30312 Ph # (713) 871-1445 / Mobile # (678) 641-1190 e-mail : [email protected] ________________________________________________________________________________ _______________________________ OBJECTIVE: Highly accomplished sales executive with more than twenty years of ac hievement in Management, Sales, Business Development, Support and Customer/Accou nt Relations currently seeking an opportunity with a dynamic company where exten sive experience and proven track record of success would be effectively and prof itably utilized. SUMMARY OF QUALIFICATIONS: Background: Significant experience in all facets of sales and sales management, including solution sales, consultative sales, strategic planning, new business development, marketing, contract negotiation, and account/customer relations * Creating effective marketing strategies, coordinating new product launches, an d formulating data solutions to meet the requirements of corporate accounts; pre paring proposals, responding to RFP's & RFI's, implementations and conducting s ales presentations to key decision-makers to expedite the sales cycle as well as articulating the associated ROI * Finding innovative ways to establish positive relationships with executives of major corporate accounts; utilizing sales skills to generate customer interest, increase awareness of products/services, enhance market penetration, establishi ng credibility, building repeat business and creating need for additional soluti ons. * Providing ongoing sales and technical support to enterprise sales teams; plann ing daily activities to achieve maximum efficiency, productivity and profitabili ty. * In depth knowledge and understanding of wireless/mobility telecommunications t echnologies and various wireless network architectures Strengths: Excellent managerial, organizational and communication skills... exce ptional sales and closing abilities... responsive to challenge and opportunity.. . a highly motivated, confident, passionate, ambitious and persistent individual with demonstrated entrepreneurial, team-oriented and leadership capabilities. ________________________________________________________________________________ _________________________________ PROFESSIONAL EXPERIENCE: 02/2008 - 07/2010 AT&T Mobility -> Central Region - Houston, TX Mobility Applications Consultant - AT&T Business Service (ABS) * Assigned to support and develop both Signature Client Group (Fortune 500) and Global/Multi-National Client Group (Global 500) Enterprise Account Teams in the Houston, TX Market. Engaged to consult as a Mobility Application Consultant pro viding technical subject matter expertise for Wireless Data Solutions and produc ts for existing accounts while assisting in closing new prospects within teams f unnels. Penetrating existing modules for specific Line of Business Solutions foc
used on wirelessly enabling processes and providing back end connectivity on the ir devices. * Worked directly with Account Directors and VP's to identify, develop and close Mobility opportunities as it pertained to Corporate Enterprise Wireless Email ( RIM BlackBerry, iPhone, Windows Mobile and Android), WWAN solutions for Business Continuity or Disaster Recovery, Telemetry solutions for M2M, SCADA, PC Cards f or 3G and Remote Access as well as engaging Middleware Solutions partners to ext end out key backend applications to handheld devices. This was accomplished thro ugh a very consultative and strategic selling approach at a CxO, VP and Director Level. * Responsible for meeting, achieving quota and growing monthly data revenue for Signature & Global Client Groups Teams within Houston,TX Market. Tasked to suppo rt both pre & post sales consultative perspective. YTD Quota attainment 105% on an annual revenue Wireless Data Quota of $40 Million.
ROLANDO
A.
RIVERO
2
________________________________________________________________________________ ______________
01/2006 - 01/2008 AT&T Mobility (formerly Cingular Wireless) -> Central Region - Plano, TX Data Solutions Consultant / Mobility Applications Consultant - Business Markets Group (BMG) * Assigned to support and develop 2 Teams of 7 Corporate Account Managers each in North & West Texas Regions of the Business/Corporate Markets Group, consulti ng as a technical subject matter expert for Wireless Data Solutions and products for existing accounts while assisting in closing new prospects within teams fun nels. * Acted as liaison with internal and external resources/vendors to ensure succes sful implementations of proposed solutions in Wireless Email, WWAN solutions, Te lemetry, PC Cards and other specialized devices from AT&T. * Responsible for meeting, achieving quota and growing monthly revenue for NTX/ WTX Business Market Groups Teams. Tasked to support both pre & post sales consul tative perspective. YTD Quota attainment 135%. 09/2002 - 11/2005 Verizon Wireless -> Central Texas Region HQ - Lewisville, TX Data Solutions Manager/Associate Director of Data Sales * Successfully managed team of 7 Data Sales Engineers and Data Sales Consultants throughout the Central Texas Region (DFW, Austin, San Antonio & RGV) on their d aily activities, support responsibilities and alignment with the various Sales Channels (Enterprise & Retail Teams). * Engaged my team and I in both Pre & Post Sales Support for all Wireless Data P roducts and Services projects as well as implementations within the B2B/Enterpri se Sales Channels. Properly coordinating internal and external resources to ensu re successful implementations of proposed solutions.
* Responsible for meeting, achieving and surpassing CTX Region Annual Data Reven ue ($50Million) budgets for 2 consecutive years with a 135% attainment of budget and a 120 % year over year growth improvement. 11/2001 - 09/2002 Verizon Wireless - Austin, TX Data Sales Engineer * Supported all Sales Channels (B2B, Direct & Indirect) on all training initiati ves as well as provided pre and post sales support of existing Wireless Data Pro ducts and services with a strong emphasis on the local roll out of National Acc ess (CDMA 1XRTT) High Speed Wireless Data Network. * Developed a solution based selling and support model by engaging regional JMA partners and alliances for the needs of the Business Sales Channel and key accou nts. Continuously putting "customer first" in every interaction with customer an d prospects. * Developed very strong product and infrastructure knowledge of various Wirele ss Data Networks as well as existing PDA Platforms (RIM,Windows Mobile and Palm Devices). Recipient of RIM's Data Solution Award 12/2000 - 09/2001 NEXTEL Communications, Inc. - Austin, TX Data Account Executive, Outside Sales * Responsible for successfully and aggressively selling NEXTEL's Wireless Data a pplications, products and services to both existing accounts as well as proactiv ely seeking new prospects in the local Austin & San Antonio markets. Interfaced with various "Industry Solution Vendors" to provide customer/prospects with a fu ll Wireless Web based solution. Consistently achieved an average of 155% monthly net quota attainment year-to-date. Proactively sought new prospects via cold ca lling, referrals, individual sales and networking. * Provided Technical Support to over 35 Sales Representatives in the various Sal es Channels (Direct, Indirect/Dealers & Corporate Teams). Delivered presentation s, generated proposals and acted as consultant for them. Completed Dimensions of Professional Selling (DPS) Course. ROLANDO A. RIVERO 3 ________________________________________________________________________________ ______________
07/1999 - 08/2000 DELL Computer Corporation / BSD Division Large Opportunity Representative /Account Manager
- Austin, TX
* Successfully sold and marketed DELL's entire Enterprise Wide Products and Serv ices (Desktops, Workstations, Laptops, Workgroup and Departmental Servers and Hi gh-End Storage Solutions - SAN / NAS) to various established and start-up compan ies from different industries nationwide under DELL's Direct Model. * Consistently achieved an average of 150% monthly quota requirement ($1.5Millio n/Month), effectively cross-selling 3rd Party Peripherals thus providing a total solution to customers. Coordinated and financed 20% of proposed solutions throu gh DFS Leasing Division. * Strong acquisition and relationship selling. Negotiating and closing on leads
furnished by Sales Representatives on opportunities of $50,000 and above. Recip ient of the Customer Advocate Award on Q4'00. Completed Acclivus Consultative Se lling Course. 02/1999 - 07/1999 SkyTel Communication Inc./ MCI Worldcom - Austin, TX Account Manager * Responsible for selling and marketing SkyTel paging and wireless messaging pro ducts and services to targeted Fortune 1000 accounts. Executive cold calling, pr ospecting, fact finding, and new account development utilizing consultative, sol ution based approach. * Business Development of an assigned territory in Austin, TX striving to achiev e desired revenue and unit annual quota. Successfully completed Miller-Heiman's Strategic Selling Course. * Led a Corporate Account Sales Team of 4 specialists. Primary liaison in strate gic team selling environment. Initiated all customer activities involving execut ive level presentations, proposals, price negotiations and trainings. 03/1998 - 09/1998 ABN * AMRO BANK N.V. - Miami Agency Assistant Vice President - Private Banking Miami, Florida
* Focused on marketing bank's Non-Discretionary products (DDA / MMA's, CD's, Mut ual Funds, Equity and Fixed-Income products) and Discretionary products (Asset M anagement) to an existing client portfolio of Non-Resident Aliens in Latin Ameri ca, in an attempt to increase Division's Assets under Management and Revenues. * Coordinated effectively with several product and service specialists (Trust, C redit, Securities, Asset Management, and F/X) to insure all clients' needs were addressed. 02/1995 - 11/1997 BHN MULTIBANCO S.A. - La Paz, Bolivia Major & International Accounts Manager * Managed a broadly diversified account base of over 400 personal and institutio nal clients with a total value in excess of $100 million dollars. * Increased the number of clients and the volume of deposits, as well as develop ed new potential relationships through successful marketing strategies and campa igns. Successfully identified new market segments and potential clients, develop ing new business through market analysis and executive presentations. * Effectively supervised the activities and monitored the performance of seven o fficers. Implemented policies and procedures geared towards high quality custome r service assuring that all the clients and the bank's objectives were met on a timely basis.
ROLANDO A. RIVERO 4 ________________________________________________________________________________ ______________ 10/1992 - 02/1995 Private Banking Division Manager
* Responsible for the successful coordination and implementation of Private Ban king within the bank as a new concept of personal treatment and investment couns eling to wealthy individuals, families, non-governmental organizations and corpo rations. * Managed clients' accounts, provided them with financial advice and offered the m a maximum expected return, stressing security and confidentiality. * Successfully marketed and implemented the bank's deposit products (Checking an d Savings Accounts, Time Deposits, CD's) and other fee-based services (Wire-Tran sfers, Letters of Credit, Foreign Exchange, Mutual Funds) through effective "Cro ss-Selling" skills and by introducing the concept of "One Stop Banking". * Increased clients deposits by 200 % over budget --> $30 million in 1993 Increased clients deposits by 65 % over budget --> $62 million in 1994 01/1991 - 10/1992 NCR CORPORATION / AT&T - Atlanta, Georgia Account Manager * Primary contact for key Division Major Accounts. Team leader for product speci alists. Responsible for aggressively marketing NCR's enterprise-wide products an d services to assigned accounts, obtaining an annual revenue objective of $1.5 million in sales. Developed and updated strategic account plans for account tea ms. * Initiated all customer activities involving executive level presentations, cus tomer surveys, product demonstrations, site visits, proposals, pricing and cont ract negotiations. * Coordinated internal resources (such as systems engineering, plant resources , industry marketing and special customer events) and external resources (such a s consultants, systems integrators, VAR's, and distributors). 08/1988 - 01/1991 Sales Representative I & II * Sole representative for a customer base of 50 NCR users. Responsible for gener ating new leads and sales from an assigned geographical territory in Georgia. * 1990: Attained 80% of order and revenue quota. * 1989: Leading Account Mgr. of the month on 4 occasions. EDUCATION: EMORY UNIVERSITY, GOIZUETA BUSINESS SCHOOL Atlanta, Georgia May 1988 Bachelor of Business Administration (BBA) in Management. Concentration in Financ e and Marketing. Dean's List. LANGUAGES: Fluent in English, Spanish, French and some Portuguese. COMPUTER SKILLS: Hardware: MS PC's, MAC's and SmartPhone's: RIM BlackBerry , Apple iPhone, Windows Mobile & Android Network: MPLS, WAN's, LAN's, VPN's Frame Relays, T1's & IP Based Networks Software: MS Office (Word, Excel, PowerPoint, Outlook), MS Project,SharePoint , Visio, RIM, Siebel, Oracle Operating Systems: Windows ( XP, Vista and 7) & MAC System X. Very Inter net Savvy Wireless: GSM, GPRS, EDGE, UMTS & HSPA, HSPA+, LTE / CDMA, EV-DO. WLAN's WiFi (802.11a/b/g)
REFERENCES:
Available upon request as well as Salary/Compensation History
