Enrique Martin Novo

Enrique Martin Novo

Work History

Work History
Sep 2010 - Present

Account Manager

Locken

Develop and manage revenue and relationships with direct clients

Generate and qualify all leads and sales opportunities, developing new prospects and following up on marketing and sales leads. Report on sales figures internally and take ownership

Make outbound calls to targeted customers and respond to inbound inquiries

Act as an advisor and a consultant, as well as a client advocate within Locken, providing hardware, SaaS and services

Apr 2011 - Present

Manager

Huawei Enterprise

(40 employees; 40M USD) Unique responsible person in charge of Transmission Solutions in Huawei Enterprise Spain: DWDM, SDH, MPLS-TP, Carrier Ethernet, Microwave links Managing all pricing proposals to customers Managing all design needs and new projects related to BT DWDM network in Spain Won important projects with several million USD value with ADIF, UFINET, Schneider Electric, Teltronic… Confident presenter. Adept at translating leading edge technology into business benefits in front of wide audiences, from high-level executives(CxO's) to product technicians Strong understanding of indirect business model through channel partners and Direct Touch

Apr 2011 - Present

Manager

Huawei Enterprise
Manager at (40 employees; 40M USD) Unique responsible person in charge of Transmission Solutions in Huawei Enterprise Spain: DWDM
Sep 2010 - Mar 2011

Account Manager

Locken
Account Manager at (electronic access control; 20 employees, 8 M € revenues) Develop and manage revenue and executive level relationships with direct clients, responsible for all sales activities, from lead generation through closing of contracts in an assigned territory and sectors Generate and qualify all leads and sales opportunities, developing new prospects by cold calling and following up on sales leads. Report on sales figures internally and take ownership Development and successful execution of a plan to enter new accounts in the renewable energy sector
Sep 2010 - Mar 2011

Account Manager

Huawei Enterprise
Account Manager atLocken(electronic access control; 20 employees, 8 M € revenues) Develop and manage revenue and executive level relationships with direct clients, responsible for all sales activities, from lead generation through closing of contracts in an assigned territory and sectors Generate and qualify all leads and sales opportunities, developing new prospects by cold calling and following up on sales leads. Report on sales figures internally and take ownership Development and successful execution of a plan to enter new accounts in the renewable energy sector
Dec 2007 - Jan 2010

Business Development Manager

Alcatel-Lucent Enterprise Solutions

Created and fostered business in security and networking products for enterprises

Specialized in technical sales involving software licensing and SaaS (Software as a Service)

Proven track record driving and managing complex sales cycles leading to newly opened accounts like  Santander Group bank, BBVA bank and Ministry of Defense in Spain. Also introduced new products in existing accounts like Telefónica, Vodafone and BT (British Telecom)

Confident presenter and adept at translating leading edge technology into business/IT benefits. Delivers workshops and demos to wide audiences, from high-level executives (CxO’s) to product technicians

Applied the most appropriate Go To Market strategy to win sales. Strong understanding of indirect business model through channel partners and a Direct Touch approach

Identified key customer requirements and worked with global product teams to implement them

Dec 2007 - Jan 2010

Business Development Manager

Alcatel-Lucent Enterprise
Business Development Manager at Solutions(advanced communications solutions for enterprises; 60 employees in Spain; 60 M € revenues) Created and fostered business in security and networking products for enterprises. Specialized in technical sales involving software licensing and SaaS(Software as a Service) Proven track record driving and managing complex sales cycles leading to newly opened accounts like Santander Group bank, BBVA bank and Ministry of Defense in Spain. Introduced new products in existing accounts like Telefónica, Vodafone and BT(British Telecom)
Dec 2007 - Jan 2010

Business Development Manager

Alcatel-Lucent Enterprise
Business Development Manager at Solutions (advanced communications solutions for enterprises; 60 employees in Spain; 60 M € revenues) Created and fostered business in security and networking products for enterprises. Specialized in technical sales involving software licensing and SaaS(Software as a Service) Proven track record driving and managing complex sales cycles leading to newly opened accounts like
Dec 2006 - Dec 2007

Solutions Architect for Vertical Markets

Alcatel-Lucent Enterprise Solutions

Designed solutions for the specific needs of vertical markets: energy, defense, healthcare, finance...

Closely worked with product management to create and launch the Teleassistance Service

Managed the whole sale cycle of the Teleassistance solution to Telefónica, achieving the replacement of their own internally created solution

Dec 2006 - Dec 2007

Solutions Architect

Alcatel-Lucent Enterprise
Solutions Architect for Vertical Markets at Designed solutions for the specific needs of vertical markets: energy, defense, healthcare, finance. Sales management and launch of the Videoassistance Service for Elders(SaaS). Link between Product Houses and external customers. Integration of several former Lucent products into Alcatel-Lucent Enterprise business processes
Dec 2006 - Dec 2007

Solutions Architect

BBVA
Santander Group bank, bank and Ministry of Defense in Spain. Introduced new products in existing accounts like Telefónica, Vodafone and BT(British Telecom): Solutions Architect Vertical Markets atAlcatel-Lucent Enterprise
May 2000 - Dec 2006

Senior Technical Training Engineer

Lucent Technologies

Developed and conducted complex technical training for international customers on the use and maintenance of diverse products and technologies (DNS, DHCP, SDH, DWDM, UMTS...)

May 2000 - Dec 2006

Senior Technical Training Engineer

Lucent Technologies
Senior Technical Training Engineer at

Education

Education

Universidad Politécnica

Universidad Politécnica
Sep 1991 - Jun 1998

Master of Science in Electrical and Electronics Engineering, with a major in Telecommunications (Ingeniero Superior de Telecomunicaciones)

ETSIT. Universidad Politécnica de Madrid

Received several courses on negotiation, assertiveness, business ethics, effective presentations and communication...

1991 - 1998

M.Sc

E.T.S Universidad Politécnica
1991 - 1998

M.Sc

E.T.S Universidad Politécnica

Summary

Energetic and driven sales professional. Develops and closes complex technical sales in the B2B (business-to-business) environment. Applies solution selling concepts and a consultative style

Opens new accounts and opportunities with key customers. Excellent mix of business, sales and tech skills

Core competencies

Strong prospecting, closing and account management skills

Excellent organizational, oral and written communication skills, in both English and Spanish

Passionate attitude for sales and technology as enablers for companies' growth

Results driven with strong goal orientation. Always customer focused

Able to work independently within a cross-functional team environment with a confident, competitive and tenacious attitude

Solid computer skills including proficiency in Microsoft Office package

Strong time management and prioritization skills