Pablo Lema

Pablo Lema


Qualifications Profile

Dynamic sales executive leader, with proven track record of IT, Internet, Networking & Security business development, guiding sales teams,delivering excellent revenue results and profit contributions to the companies.

17 years of successful business development and sales management experience within information technology & telecommunications companies, throughout international territories in Latin America, including Southern Cone and Andean countrys.

  • Expertise in all aspects of enterprise account management, including goal setting, intelligence, market research, operations, direct and channel sales, forecasting, reporting, training and motivating.
  • Exhibit proven prospecting business development and persuasive selling strategies.
  • Skilled in relationship selling, proposal development, price negotiations and product introduction.
  • Experienced into information security communitie and networking communications market in Latin America, where I have reached my senior management background and exposure the past 6 years.
  • Expertise of go to market product launch and sales targets account.
  • Responsible of Internet Security Systems sales, channels and marketing startup process in 9 countries of Latin America, also responsible of the ISS P&L.
  • Experienced on another 2 success startup process in Argentina and southern cone region Latin America including (Informix Software and Optiglobe Communications first employee)
  • Very good knowledge of telecommunications, banking , government and oil&gasmarkets as a global and traditional enterprise companies.
  • Exceeded sales goals, quarter by quarter,within every position ever held.
  • Outstanding success contribution to build long term customers & partners business relationships.
  • Conservative administrator on companie expenses and budget assigned to guide the companie results.
  • Willing to travel trough Latin America, USA & Europe.

Personal ObjectivesCarrera

  • To reach the excellence on my professional carrera, looking for a regional senior or executive position working for a corporate high tech, internet or telecommunications companie.
  • Leading an smart team of people across Latin America markets within responsibilities on sales, channels and marketing areas.

To add business value and increase the network, security and internet infrastructure (SW/HW) plattforms communities in Latin America region.

Work History

Work History
Jul 2007 - Jan 2008

Sales Manager Private Sector

Sonda Argentina S.A.

·In charge of private sales division with verticals like telcos, finance, utilities, energy and manufacturing to improve and reposition Sonda sales results in addition with partners and alliances relationship like HP, Microsoft, SAP & Cisco vendors.

·Responsible to create and execute the go to market plan with IT platforms & outsourcing integration services in combination of industrie knowledge, consulting services and quality assurance process.

·Responsible of private business plan of SAP consulting services trough the acquire ofProcwork in Brasil. Alocation and iplementation of SAP Procwork services to the local market into targets accounts.


·Responsible of U$S 4 M in sales results ending December 2007 and co-responsible to create a plan for U$S 10 M in results fiscal year 2008. The company also have announced a plan of local IT companies adquisitions for period 2007-2009.

·To lead a division with 6 sales professionals between account managers and system engineers with 135 entreprise target accounts.

·To create and execute a sustentable plan of marketing including seminars and focal points events.

Feb 2006 - Jun 2007

Independent Sales Security Consultant

Independent Sales Security Consultant

Independent IT consultant & trusted advisor in business,of 2 international IT network security companies focused in 3 vertical markets, telecommunications, finance and government.


ØDirect responsibilities to be signed contracts of U$S 1 Million total amount for that period.

ØBetween both companies in sales of security network appliances, softwareand education services.

Jul 2001 - Jan 2006

Regional Director

Internet Security Systems, Inc.

Regional Director - LA Southern Cone & Andean(01/2004 - 01/2006)

(Argentina, Chile, Uruguay, Paraguay, Bolivia, Venezuela, Ecuador, Colombia & Peru.)

Companie profile Internet Security Systems (ISS), recently acquired by IBM, has served as the trusted security advisor to global enterprises and world governments for over a decade. ISS preemptive protects the availability, confidentiality and integrity of information systems with the multi-layered, end-to-end intrusion prevention and vulnerability management solutions.


ØDirect responsibilities to move a sales revenues organization starting with u$s 250k in 2001 up to U$S 5.5 M in 2005, with respective overchaviements and top performer years 2003, 2004 and 2005.

·In charge to define sales and channels strategies for products of Network Security Appliances (Hardware-Software), Intrusion Prevention Systems (Proventia Appliances), Vulnerability Assesment,Server & Desktop Protection with respective pool of managed security services, education and consulting.

  • Recruited & created a channel program for 45 IT/networking resellers companies like Impsat Latin América (Global Crossing), Softnet Logical (Logicalis), Afina Latin America, Anectis (Licencias OnLine), Siemens, Orion 2000, Etek International, Lightech, Novared.
  • Sales results in 170% fiscal year 2005 & 300% overachievements fiscal year 2004.
  • Co-responsible to design, drive and execute the implementation of the pipeline opportunities reservation system for Latin America
  • 5 professionals in charge (SE´s -Sales-Marketing)
  • Performance include Telefonica T-Latam, Movistar, Telecom Group, CTI, Impsat Latin America, Cablevision, Fibertel, Telmex, Entel Chile, Codelco, Afip, Anses, Cordoba Government, Repsol YPF, Petrobras, Panamerican Energy, Banco de Chile, Santander, BBVA, BKB, Bancolombia, some of large accounts contracts signed under my cycle.
Sep 1990 - Nov 1994

Account Manager

Information S.A.



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