Alejandro Herrera

ALEJANDRO HERRERA_CALDERON 30 de Noviembre #15, Casa 33. San Andrés Atenco. Tlalnepantla, Edo. de México. México. CP 54040 Home: (52-55) -, Mobile: (52-1-55)-; -- Available for travel and relocation. 22 years of working experience in the IT and telecommunications services industry at major global corporations (IBM and AT&T). Early career in service support, delivery and customer care, then moving to technical and consultative sales. Experienced in developing, selling and delivering, technology solutions for global customers attending their business needs and empowering them to drive process improvements, competitive advantage, and grow revenues. Successful record of attaining and exceeding objectives, both sales and non-sales, performing as individual contributor as well as leading teams. Application of business management skills to improve business profits, sales revenue and customer satisfaction. SKILLS SUMMARY - Account management- Multicultural and global experience - Analytical thinking- Operational excellence - Business and financial acumen- Problem solving - Creativity and Innovation- Project management - Drives for results- Sales. Technical and consultative - Communication and Presentation- Strategic Planning - Leadership- Telecommunication technology professional experience AT&T Global Network Services Mexico. México D.F., México Career progression: Sr Manager, Sales Support. December 2007 – March 2016 Manager, Technical Sales Support. March 2003 – November 2007 Network Design and Service Delivery Manager. December 1999 – February 2003 Functions and achievements: Business solutions design. Led the development of global complex technology solutions including networking (WAN/LAN, Voice/VoIP/Video, UC, Data Center), wireless (Mobility, IoT) and digital (Cloud Services, business apps). Strengthened skills on evolving technology, business communications, team leadership and project management, as well as consolidating multicultural experience and deepening knowledge in Mexico and Latin America technology market. Sales strategy. Strategic sales planning interacting with customers to understand their business needs, areas of opportunity, and position for AT&T value proposition. Managed the pre-sales process of a solution proposal with sales teams and customer. Collaborate with sales in forecasting, account planning, and overall support to achieve business targets. Solution strategy. Development of AT&T solution strategy requiring knowledge on AT&T products, technology and industry, to assess and position offers that best suit a customer need in terms of technology for business operations, cost optimization, contracting and billing. Costs analysis and pricing. Strengthened financial skills building solutions cost structures, business cases, and pricing reviews. Project management. Engagement and coordination of cross functional teams (including product, sales overlay, technical architects, access management, operations, legal, billing, contracting, and pricing) to customize and conform a complete technical solution and business proposal. Strengthened project management, communication, and negotiation skills. Sales support. Executive customer presentation of AT&T solutions to business and technical teams. RFP responses, consulting for sales opportunity assessment, customer information gathering, proposal development, and new projects assessment. Pre Sales operations. Close collaboration with sales, product, and strategy teams in the definition (configuration, pricing, delivery and support) of new solutions prior to market/customer launch. Establishment of strategical policies and procedures of the presales team ensuring compliance with sales and corporate objectives. Plan, directed and managed operational and strategical functions of pre sales team, interacting with senior management for the achievement of corporate goals. Staff management. Supervision managing workload, performance, and professional development of sales and technical employees. Developed employees to perform as a team and individually with the highest professional standards, resulting in multiple promotions and career advancements. Annual setting of performance objectives, strategy and continued evaluation. Results orientation. Closed multiple sales opportunities being recognized by account teams and customers in corporate recognition programs, impacting positively in sales center achievements for revenue and new sales. Meeting and exceeding objectives. Consistently achieved personal and team objectives, obtaining high performance rankings, including sales goals for revenue and new sales, as well as performance goals for on time delivery, cycle time and initiatives for improving the business processes. Marketing collaboration. Market sensing feedback to sales, product houses, and corporation, from customer interactions and solution development, gathering common needs and expectations from industry segments and regional requirements. Market research, input and feedback for product development, competition and risk assessments. Continuous training. Completed corporate leadership program “Leading with Distinction” and “Science of Consultative Selling”, reinforcing sales, leadership and managerial skills tied to corporate strategy. Other corporate training included series of Executive speakers, Excellence in Management, leadership, as well as technical, at&t products, and process quality courses. Corporate communication. Communicate status, target dates and critical information of solution development to main stakeholders (corporate, sales, product) using back office tools, processes and on-site meetings. Coach and support the team implementing communication systems in accordance with current needs. Early career achievements: Implemented creative telecommunication solutions, allowing the company to reach new markets, especially in Central America. Implemented a risk management process to assure the integrity of a solution design. Participated in benchmark studies to establish competitive pricing and standards of AT&T’s products. Developed multicultural and diversity skills by participating, sometimes leading, discussion groups on corporate values. Migrated from IBM the telecom solutions design practice when AT&T acquired the IBM Global Network in December 1999. IBM de México. México D.F., México Career progression: Design & Enabling Coordinator. May 1998 – November 1999 Solutions Architect. February 1993 – April 1998 Functions and achievements: Led the design of telecom solutions attending to clients’ requirements for technology, price, contract, and billing. Led the installation of services complying with corporate standards of quality, gaining improvement in customer satisfaction. Development of the solutions design and service delivery processes for ISO9000 certification required by corporation. Developed multicultural and international awareness by working in global teams. Participated in the installation of the IBM Global Network infrastructure in México and South America. Developed technical knowledge in telecommunications by participating in corporate education programs and industry seminars. Provided technical support to the IBM Global Network. EDUCATIOn Thunderbird School of Global Management, andPhoenix, Arizona Instituto Tecnológico y de Estudios Superiores de Monterrey (ITESM – CEM)Estado de México, México Master in Business Administration. MBA.May 2008 Graduated with honors (3.88/4.00). Awarded Beta Gamma Sigma membership. Instituto Tecnológico y de Estudios Superiores de Monterrey (ITESM – CEM)Estado de México, México Bachelor of Science in Engineering, major in Electronics and CommunicationsDecember 1992 Graduated with honors (9.86/10.00). TRAINING Leadership, supervisor and team management Consultative and Technical/Solution selling Solutions design and integration Project management Business and financial Business process and metrics analysis Executive communication and presentation Technical training on networking, mobility, security, collaboration services, network function virtualization (NFV), digital (cloud services and applications), and technology trends. LANGUAGES Spanish (native), English (proficient).