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Customer negotiation

Work experience

Nov 2007Nov 2012

Services Solution Manager

Nokia Siemens Networks


During 2012 I was responsible for the services offer that won a Packet Core Network for a new operator in Peru.

As part of the Global Services Solution Team I have participated in the creation of the winning offer for a 3G Project in Colombia

Main Activities

I was responsible for providing sales support in selected cases as agreed with the Customer Team Head / Leader of Service Solution sales. This includes sales case ownership for opportunities within the Customer Team/Customer Business Team, including solution selling with proactive value argumentation, arrange solution & technical customer workshops and bid management for service solutions and participation in negotiations. Knowledge sharing with the team and other sub regions. Close cooperation with the Services Head of Sales and the 4 Services Business Unit (Network Implementation, Care, Consulting and System Integration and Managed Services).

During the offer creation, one of my primary responsibilities is to create a competitive Service tender with high quality standards from all the perspectives, customer point of view, pricing/cost and services scope of work. Drives risk analysis. Customer presentation, key sell points and different internal tool interaction to present the offer to the different management teams in the services arena.

Apr 2007Oct 2007

LAT Bid Managder

Nokia Siemens Networks

As part of the joint venture between Nokia Networks and Siemens Carrier Networks I was selected, from a LAT group of  60 colleagues, to work in the Bid Management team for Latin America customers.

Coordination of Bid Management process for tenders selected by Nokia Siemens Networks Management Team in Latin America (more than 60 Mio USD).


I participated in the creation of the winning offer for a DWDM project in Mexico, 20 Mio USD.

Main Activities: Assemble bid team, overall bid coordination and work plan. Drives bid preparation and review. Assuring consistent bid, price and claim strategy. Drives risk analysis. Coordination and evaluation of sub contractor bids. Contract negotiation support. Driving and achieving bid approval through relevant management levels. Project handover to Project Management.

Apr 2005Mar 2007

Bid Manager Coordinator



As part of the Bid team we won a Voice over Cable project in Televisión Internacional (Multimedios) in Monterrey Mexico, NGN project for Telmex in Latin America and IP Transport Projects in Multimedios and Axtel.

Main Activities

Responsible for the content, quality and on time delivery of Telecommunications Solutions Offers (from 5,000 USD to 40 Mio USD) for different customers in Mexico and Latin America.

Coordination of different areas (technical, services, commercial and legal) involved in the offer elaboration. Application for the HQ processes for the Bid Elaboration Activities. Analysis and cost negotiations with HQ, partners, and local providers. Commercial and legal contract negotiations support. Risk analysis support. Offer defense and presentation with customers. Personnel Couching for trainees in the Bid Management Department. Hit rate elaboration.

Oct 2004Apr 2005

Telecommunications Trainee



Successful homologations of terminal equipment for the Telmex’s project “Prodigy Infinitum”.

Delivery on time of all the material required in Purchase Orders avoiding penalties for the projects.

Main Activities

Responsible for coordination of the terminal equipment homologation process. Obtain government certifications for Telecommunications Equipment. Logistic coordination. Sales support. Special Projects Analysis for COM Fixed Networks Direction.


Jan 2000Dec 2002

Electronics and Communications Engineering (ECE)

Universida Tecnologica de Mexico (UNITEC)


Grade with honors in Professional Exam presenting the thesis “Access and Exit Control System for particular parking controlled by RF” on January 24th, 2005.

Honors for obtain the Best Average in the generation with a Final Avarage of 9.83/10.00 on December 2002.


Anders Persson

"David Palafox is a driven, inspiring professional who helped us achieve great results while tendring to a number of Latin American CSP's, mainly Mexico. He has a mature style of leadership, and we could always rely on information from his vast network."