Business Development Channel Sales

Antonio Higuera

Gainesville, Fl, United States ad6nlj@r.postjobfree.com 305-***-**** https://www.linkedin.com/in/ajhi

SUMMARY

Accomplished Channel Sales and Business Development Leader with a proven track record of driving revenue growth through strategic channels and alliances sales efforts in Latin America and The United States. Well-versed selling transformative information and communications technologies coupled to SaaS Cloud offerings and AI/ML Solutions. Skillful on the creation, transformation, execution, and oversight of stand-out channel programs. Adept at forging relationships with key stakeholders and leveraging a deep understanding of technology trends to exceed targets and channel programs enhancements. Demonstrated ability to guide partnerships through an end-to-end on-boarding process, including training, channel tools, programmatic channel sales incentives, and competitive advantages. Consistently surpassed sales targets, using a strategic approach and in-depth market knowledge to drive revenue growth and increase market share.

EXPERIENCE

Senior Consultant

Alexophia LLC JAN 2023 – PRESENT, Gainesville, Fl

•Provide Channel Sales and Business Development strategies to foreign IT companies seeking to introduce new SaaS services and tailored software development solutions in the USA.

•Align with Product Development and review product and service strategies, required support infrastructure, intended market/s, territory requirements, pricing structure, and product roll-out.

•Together with sales, marketing, and legal, establish business objectives, develop a territory plan, and establish metrics and KPIs. Identify strategic alliances and partnerships to enhance the company's market presence and expand its customer base.

•Identify market trends, challenges, and opportunities in specific verticals and territories to develop targeted sales strategies and recommendations. Provide expert advice and insights to clients based on industry best practices to help them make informed decisions and drive business growth.

•Conduct market research to identify potential target customers and industries for software services and solutions.

•Create new hire on-boarding process, establish training and development programs for the sales team to equip them with the necessary skills and knowledge to succeed in selling the software services and solutions in specific verticals and territories.

Partner Development Manager - Recruit (Consulting Contract Assignment)

Microsoft January 2022 - December 2022, Fort Lauderdale, FL

•In charge of executing the Channel Recruitment Initiative for Microsoft’s Central and Caribbean Region (CCR) under the GPS leadership of the region.

•Recruited business partners from other Microsoft regions to extend Microsoft solutions' availability, capability, and partner capacities wherever required by Microsoft CCR.

•Analysis of territory partnership requirements and development of partner profiles to guide the selection of partner candidates.

•Created a trusted advisory strategy to build strong relationships with selected Microsoft partners and Microsoft technical, sales, and marketing teams.

•Oversaw onboarding processes, new country registrations, vetting, and enabled programmatic marketing initiatives (AMMPS, ECIF, MSPP) to ensure partners became “sales-ready".

•Liaison between recruited partners and CCR’s Senior Leadership Team, increasing partner satisfaction by performing weekly cadence calls and delivering monthly progress reports.

•Drive revenue through targeted partnerships impacting Azure consumption, Data & AI, Dynamics 365, Business Applications, Power Platform, and Modern Work solutions utilizing the Azure Marketplace.

•Internally promote differentiated partnerships capabilities, capacities, availability, and co-selling strategy to compete in specific digital transformation projects.

Sales and Business Development Lead

Alesoft Technologies September 2015 - December 2021, Miami, FL

•Created and defined a regional Go-to-Market strategy for Latin America aimed to partners focused on SaaS solutions aimed at Call Centers, Unified Communication, and IoT clients.

•Expand the territory in Latin America by acquiring new customers and business partners that generated a revenue of $5M in the region.

•Drove projects from the lead stage to the closure and delivery stages, resulting in a 50% increase in sales.

•Monitor market trends and competitor activities to identify potential opportunities for new partnerships and more profound opportunities within current relationships.

•Implemented best practices that led to 20% enhancement of the sales process, built new partnerships with key industry influencers, generated new clients in Mexico, Brazil, and Colombia.

Channel Sales Director

Cross Match Technologies December 2013 - September 2015, Palm Beach Gardens, FL

•Responsible for the execution of the overall channel strategy for Cross Match Technologies in Latin America, including the recruitment of new partners, enhancements to the existent channel program and the allocation of operational resources for the successful delivery of CMT's biometric solutions to all pertinent markets.

•Generated an 85% increase in active channel partner collaboration with aggressive incentive programs designed to motivate compliance, and enhanced presence in key markets through the establishment and maintenance of effective working relationships with strategic channel partners.

•Raised customer satisfaction levels by implementing complex and interdependent processes for onboarding new partners, and successfully achieved $7M in annual revenue through disposition of channel-oriented marketing campaigns.

Sales Director

Aver Information Systems May 2012 - May 2013, Miami, FL

•In charge of Aver's GTM strategy for the Video Conferencing, Video Security and Presentation Solutions software and hardware line of products in the Latin American and Caribbean Region.

•Focus on enterprise markets, institutions of higher learning, recruitment of key partners and key new accounts.

•Increased market share by 10% through the recruitment of ISVs specializing in Unified Communication Solutions, and the integration of Aver's line of products into their existing product line.

•Proactively managed the partners relationships and achieved 93% activation rate amongst existing customers.

Senior Channel Manager, Service Providers Segment

Motorola Solutions January 2004 - September 2011, Plantation, FL

•As a Senior Channel Manager, Service Providers Segment, increased Motorola's market share in the Latin America region by 10% in the first year by positioning and promoting Motorola's Mobile Computing portfolio in key carriers, such as Telefonica Movistar, America Movil, Entel, Digitel, TIGO, and others covering smaller territories.

•Created the Mobile Computing Carrier-Partner program for LatAm, integrating the carrier as a local sales force and a selected group of VARs and SIs for services, software development and customizations.

•Drove products from Motorola Wi-Fi solutions, Mesh Networks, PTP and MP solutions, Scanning and Search solutions and Rugged Computing solutions.

•During 4 years of managing a 5-person regional channel sales team, drove a 6-fold revenue growth from 4M to 24M, achieving a 123% of assigned quota.

•Established a strong presence with Motorola internal sector teams for product roadmap discussions and improved collaboration and influence into key customers, with an 8.9% growth in YOY sales numbers.

Business Development Manager

AIT - Portrait January 2003 - January 2004, Miami, FL

•Working closely with Fiserv, strategized deals and developed relationships for Portrait, a Software vendor that developed and delivered AI driven Customer Interaction Management (CIM) solutions and Business Process Management for the Financial Services, Emergency Services and Contact Center markets. Focused on the US and Latin American markets.

•Exceeded revenue targets by 25% and grew market share of Portrait by 10%, achieving 3.5x ROI in 8 months of business development. Established and maintained 20+ relevant partnerships and negotiated and signed 5 exclusive software integration agreements with 5 ISVs in the assigned territory.

•Spearheaded product and partner marketing campaigns that leveraged core strengths of products which resulted in 20% increase in engagement rates.

Sales Director

Avaya January 2000 - December 2003, Miami, FL

•Managed the sales and marketing efforts of Contact Center Solutions for six strategic Service Provider accounts and its subsidiaries throughout the Latin America region, consistently growing revenues year over year.

•Sold Avaya's Call Center Solutions for the CRM operation of Telefonica Atento in Mexico, Guatemala, Colombia, Venezuela, and Puerto Rico, resulting in a $7.4 million contract.

•Sold expansion to call center operations for Telmex and Bell South International.

•Generated total sales revenue exceeding USD $10.2 million and achieved margin commitment by over 60%.

Sales Manager - Service Providers Segment

Nokia December 1998 - January 2000, Miami, FL

•Introduced recently acquired data networking systems in the global accounts space to the Caribbean and Latin American Region. Established solid relations with key decision makers throughout the region and effected major sales to Teléfonica of Spain, Bell South International and Verizon International.

•Improved sales revenues by 22%, increased customer satisfaction by 10% and increased the market share of service providers segment by 78%. Developed business relationships with key C-Level contacts to leverage additional sales.

Senior Technical Executive

AT&T Communications September 1991 - December 1998, Miami, FL

•Promoted to lead and coach a team of five pre-sales engineers directly supporting data communications services to key major accounts in the Southeastern Region. Focused on operational efficiencies of high-speed data services, EDI, proprietary email gateways, enhanced fax services and the World Wide Web.

•Generated revenue of up to 8 million dollars annually through technical expertise and business relationships, improved customer satisfaction scores up to 20 points, and decreased average resolution time by 70%.

•Utilized knowledge and experience of networks, technologies, and applications to design and coordinate complex administrative and technical solutions.

EDUCATION

Bachelor of Science and Technology - Electronics

Thomas Edison State University • Trenton, NJ • 2001

CERTIFICATIONS

MS Azure Fundamentals Certificate

Coursera • 2022

Cloud concepts; Azure architecture and services; and Azure management and governance.

Mesh Networks Implementation I and II

Motorola University • 2010

Deployment of Mesh Networks solutions for public safety organizations.

Managing Projects in Organizations

George Washington University, School of Business & Public Management • 2009

Certified in a standardized and evolving set of Project Management Principles

Senior Technical Executive Certification Program

AT&T Global Messaging and Information Services • 1995

Leadership, product expertise, and consulting strategy.

COURSEWORK

Executive MBA Course Work

University of Miami - Completed 30 Credits towards EMBA program • 2010.

SKILLS

Channels and Alliances, Strategic Relationship Development, Sales and GTM Strategies, Sales Team Excellence, Coaching and Mentoring, Visionary, Empathy. Bilingual English - Spanish.

Contact this candidate