Juan Macias

Juan Macias

Summary

Innovative senior manager with broad expertise in developing well crafted strategies, building strong teams, focusing on customer needs and utilizing structured processes for execution in the high tech industry. Creative and analytical with the ability to quickly learn new technologies and map solutions to complex business challenges. Results oriented leadership style that focuses on teamwork, personal energy and motivation. Decisive leader enthused in working in high growth, high risk and turnaround settings; strong analytical mind with swift abilities to identify strengths, weaknesses and roadblocks and rapidly develop and execute practical solutions for a profitable bottom line. Results oriented with proven abilities in strategic and tactical planning, project management, operational efficiency and team building. Motivational management style with a record of building highly dedicated marketing teams and functional support Professional Experience: * Video (IPTV: MPEG-2/MPEG-4 network solutions) * Wireless Telecommunications * Sales Director (International Markets) * Channel Relationship Management (Senior to C-level) * Product Marketing * Structured Marketing Collateral Strategy * Business Development (in country and international) * Bid & Pre-Sales (P&L GM Analysis) * Product strategy (Roadmap/Pricing-Cost/Business Case and Solution Penetration Analysis) * Direct and Matrix Management * Business Case

Work History

Work History
Dec 2006 - Present

Bid & Pre-Sales

Motorola

B2B sales in video infrastructure, software, set top boxes and services;managed pre-sales and proposal business for SBU; restructured proposal process to deliver professional customer facing collateral and contracts; implemented web based database to support customer focus collateral, product pricing and RFx process documentation resulting in:

oPre-Sales managed as a business development operation with contracts that focus on present and future add-on business, align internal product roadmap solutions with client barriers, increased recurring business

oLed efforts with finance and product marketing in analysis of margin, cost reduction and ROI analysis that positioned SBU to deliver competitive pricing strategy, resulting in added wins and positive impact to P&L

oIn creased SBU market potential by developing global TAM market analysis and penetration strategy, provided target customer market roadmaps and projected spending, resulted in SBU expansion into LA and AP

o2X increase in business potential, leading effort to move SBU business to international markets (LA and AP)

oTraining Asia Pacific and Latin America sales teams in product sector benefits-differentiation

oImplemented new senior management sign off process based on proposal size, margin, and technical requirements, resulting in quicker executive signoffand customer satisfaction

oSupport regional sales in development of customer collateral and customer engagement

o40.3% out of plan increase in SBU revenues, instrumental in winning major account in 2008

oAT&T STB, Fox Studios (MPEG-2), HBO (MPEG-4), Stars (MPEG-4)

oand others

o19.7% increase in SBU revenues outside of plan for 2009 (as of 1Q2009)

oAT&T, Fox Studios (IRDs), Turner Broadcasting (MPEG-4), Televisa (Mexico – MPEG-4)

Jan 2001 - Jul 2006

Senior Marketing Manager

Motorola

B2B sales in Telecom infrastructure, services and software; instrumental in leading global marketing effort; consolidating marketing and business development into a global marketing entity; developed and implemented marketing collateral, training, business case studies and strategy for Soft Switch, IMS, GSM, WiMax, and UMTS;

  • Managed cross functional teams to deliver customer focus collateral and penetration strategy:

oExternal: white paper, data sheet, solution presentation, press release, business case, and other

oInternal: sales kit, feature roadmap, PMR, TMR, and other

oEvent Management: Mar Com, companyand industry events, managed within budget

oCommunications: interfaced with financial analyst, web site development, press releases, journalpapers and placement, and out of the box solutions

  • Employed strong leadership and influential skills in solution decision making
  • Utilized strong business and engineeringskills to align product roadmap with client roadmaps
  • Business strategy: market-product analysis, customer characterization, customer penetration analysis
  • Quality: M-Gate process (end-to-end life cycle management) and 6Sigma

Major Milestones included wins at:

  • Telefonica, Telmex , America Movil, TIM, and Vivo (Latin America region)
  • BT, Vodafone, France Telecom, TIM, and DT (European region)
  • Orange, SK, and KDDI (Asia Pacific)
Jan 1999 - Jan 2001

Senior Product Manager

Motorola EDGE Group

B2B sales of Telecom infrastructure, software and services; the EDGE program opened the doors for Motorola to introduce a higher throughput cellular protocol than GSM and provide initial transition to UMTS. Selected to lead the Americas team in deployment of the new product, this required market analysis and customer penetration strategy; managed P&L, direct reports and matrix sales teams:

  • Managed and motivated sales teams to action (set sales goals, market strategy and metrics fort success)
  • Led efforts to develop market penetration strategy and characterization of keytargeted customers
  • Managed creation of customer focus collateral and developed sales team training
  • Utilized sales feedback to align solution collateral to address customer market barriers
  • Championed direct reports to leadclient features request and assure roadmap alignment to win contracts
  • Maintained customer relationship during sales process, deployment and post sales resulting in significant wins:
    • Argentina (9.7% added revenue to SBU)
    • Brazil (15.1 % added revenue to SBU)
    • Venezuela (9.8% added revenue to SBU)
Jan 1990 - Jan 1999

Executive Account Manager

Satellite Communications Group

B2B sales of satellite networks, Telecom infrastructure, software, services and B2C sales of wireless handsets/services; led development and implemented market strategy to obtain Investors in Latin America, Europe, Korea and India.Accomplished market goals ahead of time by leading and motivating four separate sales teams; high travel (75%+),high level of effort to maintain open communications between internal customers and clients, consistently received highest customer satisfaction scores among12 global gateway acquisition teams.

·Phase I required obtaining satellite constellation funding, effort took two years; required development of market strategy, implementation and customer acquisition. Object achieved by obtaining two Latin investors representing 18% of the projected budget requirement

·Phase II required ground sales efforts to obtain gateway investors representing the cellular network business. Actions required completing market strategy: Identify, develop, and follow-up with prospects/leads and quickly identify decision makers in multiple regions (Latin America, Europe, Korea and India)

1.Cultivate prospects and close business with companies that fit account strategy goals

2.Manage large/commercial accounts, resulting in repeat sales and an outstanding level of customer satisfaction.

·Managed product marketing and customers relationships to achieve country specific solutions

·Deployed and managed deployment of ground station in Europe, Brazil and India (~20 engineers at each site)

·B2B network consulting, managed deployment with P&L responsibilities and close contract negotiations for

1.$23 M plus win in Latin America (1995)

2.$28 M plus win in Europe (1996)

3.$23 M plus win in Korean (1997)

4.$20 M plus win in Indian (1998)

Education

Education
1997 - 1999

MBA

1980 - 1985

BSEE/BSCS