Emilio Puente

Emilio Puente

Work History

Work History
Jul 2005 - Jul 2008

Business Development & Strategic Alliances Manager


Responsibilities, goals and objectives:    -  Transform the Carso Telecom relationship from Tactical to Strategic. Build and communicate a plan on how to build an alliance with base on the Customers’ and Microsoft’s business strategies, aligning the market opportunity with Microsoft’s solutions & services, and successfully deploying new solutions and services offerings.   -   Present corporate and business division strategies and directions, to influential internal and external audiences.  -   Identify and lead the joint business development activities to establish the solutions portfolio and commercial service offerings based on Microsoft’s core businesses.-   Act as the lead liaison across the individual Microsoft Business Groups and provide a coordinated approach to the customer for all partnering business development activities.  -   Establish the joint business case: from the initial investment to the joint business targets; engaging directly with each Business Group to define the joint service offering and resulting ‘Go-To-Market’ initiatives. -   Create incremental value for Carso Telecom and Microsoft, by leading the joint co-marketing opportunities and enabling revenue share models, to positively impact the commercial offering & business results.-   Consistently develop and own the implementation of the business plan for the joint marketing opportunity. Develop the joint business plan with the customer’s business groups and providing each joint marketing plan with information gathered from business reviews.       -   Maintain a proactive knowledge of the customer, the market, assess the competitive landscape, and keep abreast of potential opportunities and trends, to assure competitive positioning of the Alliance.-   Formalize a Governance Model and a plan, based on an MOUP (Memorandum of Understanding and Principles) to rule the Alliance relationship.-   Create the Telmex / America Movil Latin-American Microsoft community.Relevant Accomplishments:1.   Go to markets and business initiatives: Enabling market differentiation for Telmex, through the creation of “Value Chains” around telecommunications services:o   Incremental revenue for the alliance for 25 MD+ on new value added services.o   Telmex Small and Medium Business segment: enhanced value added services offering, through the launch of 5 new value-added services: Hosted Exchange, Live Meeting, SharePoint and One Care (best practice worldwide).o   Telmex Mass Market segment: Subscription computing (biggest worldwide, winning the 2007 CSI Champions Award for Latin America). PC value chain concept (family education PC, Office trial sales model, One Care trial sales model and the combination with Live Services).o   Coordination of joint activities and projects with the Joint Venture (Prodigy MSN) and the MSTV business unit.o   XBOX launch for Telmex stores.o   Revenue Share models: One Care as the single security solution for all business segments and Office suite sales and trials.o   Telmex IT segment: contribution and influence on the deployment of Microsoft solutions for internal use, the renewal of the 3 year Enterprise Agreement and the signature of the Premier support contracts. 2.   Executive relationship & Alliance creation o   Coordination of executive engagement strategy, Governance models and Alliance Scorecard.o   Creation of the framework for the Alliance relationship (Memorandum of Understanding and Principles).

Mar 2000 - Jun 2005

Global Account Manager

EMC Computer Systems

Responsibilities and Results:    o   Account Management for Telmex, Telcel & Televisa in Mexico City, with a 7 MD annual quota, consistently exceeding his objectives.o    Establishment of the sales strategy, through the implementation of the Siebel ESP and TAS methodologies. Team execution with base on a detailed account plan and strategy, always positioning solutions with a consultative approach.o    Development and deployment of the strategy to make Telmex & America Movil regional accounts. Became Global Account Manager for Carso Telecomm, through the development of Trusted Advisor relationships with top decision makers with both customers, creating business opportunities for Telmex, Triara and America Movil in Brazil, Argentina, Peru and Colombia.o    Development of business relationships with Ericsson, Nokia, Siemens, etc, for making possible the integration of EMC products and services in OSS & BSS complex solutions, where EMC had no business opportunity for not being certified. Creating those relationships generated not only incremental revenue, but also business opportunities worldwide. o    Responsible for positioning and selling of the first Consulting Services Assessment sold by EMC in Latin America.  Selling in a consultative way helped him to establish a trusted advisor relationship with Telcel that opened doors for other opportunities in the region.o    “Outstanding Telco” award for Latin America in 2002, and the “Outstanding Software Performance” award in 2004.

May 1998 - Feb 2000

Account Manager

Compaq / Digital Equipment

Responsibilities and Results:    o    Account Management for Telmex and Telscape, consistently exceeding his objectives.o    Responsible for deploying the commercial model the Prodigy internet service, creating a bundle that included the PC, the national distribution and the set up.  o    Responsible for selling the first integration project at Compaq for Telscape, designing a turnkey solution that included hardware, software, billing, customer care and provisioning solutions.

Jun 1995 - Apr 1998

Account Manager


Responsibilities and Results:   o    Responsible for the succesfull deployment of the balloting process in one of the Mexico City regions, when the Mexican interconnection took place.o    Responsible for selling telecommunication services to corporate accounts, always exceeding his quota objectives.


Jun 1983 - Jun 1988

Attorney at Law

Universidad Anahuac


Emilio loves spending time with his wife and 2 kids. He enjoys the practice of sports including swimming and auto racing, as well as collecting classic cars and diecast models.


Emilio wants to keep growing as a professional, by contributing to the success of his company, by applying his strategic alliance building skills.


Along his career, Emilio has been very successful in developing high revenue Business Initiatives and joint opportunities, thanks to his ability to understand how to build new Go to Markets combining Telecommunications and IT solutions. His experience with customers like Telmex has provide him with the Tools to quickly build compelling business value propositions and new initiatives that have been translated into world wide best practices. His ability to lead multi country teams and create Trusted Advisor Executive Relationships, have opened him the doors to successful regional strategies.Emilio has 10+ years of experience and accomplishments in the IT Industry working with Telecommunications companies, specializing in Solution Selling, Strategic Planning, Alliance Management, Strategic Relationship Management, Complex Project Management and multi country Project Portfolio Management.Emilio has Innovation and creativity skills with proven team building and people management capabilities and experience in interacting with complex Corporate matrix structures. Very competitive, result oriented and balanced management style supported by a strategic and focused mindset, strengthen with action oriented thinking and adaptability to change. He is Excellent in understanding how to position products competitively and build Strategic Alliances with customers and partners.



Account Planning

When leading his sales strategies, Emilio uses the Siebel Enterprise Selling Process and Target Account Selling tools.


As part of the Microsoft Latin American Leadership Group, Emilio got Leadership formal education from the Leamon Group and had the opportunity to build a very successful business development team.

Strategic Alliance Building

Emilio has been part of the Alliance Best Practices Community for 4 years. This knowledge has given him the tools to successfully build strategic alliances with telecommunications companies. The group is based in London, England.