Fernando Marquez Email & Phone Number

Miami-Fort Lauderdale Area

Served as a key business partner to regional leaders and partner organizations in Latin America, driving strategic initiatives to achieve $1.3B in bookings for Product, Software, and Services over three consecutive years. Core responsibilities included funnel management, sales process optimization, sales enablement, governance, and supporting planning and investment strategies across the region to meet and exceed revenue goals. Led implementation of the "Run the Business" model in the Latin America Theatre, achieving 90% alignment of the sales force and contributing to $1.3B in revenue growth for FY24. Operationalized strategic plans through balanced KPIs and quarterly business reviews (QBRs), aligning with corporate goals and facilitating continuous performance improvements in emerging economies across the region. Implemented the MEDDPICC methodology across Latin America, resulting in 100% of the sales force being trained and aligned, boosting sales efficiency and driving revenue growth. Spearheaded the consolidation of Central America and Northern South America and Caribbean (CANSAC) region, transitioning into the largest Region of Latin America (MCR), optimizing resources, and improving market penetration. Developed and executed 1–3-year integrated planning strategies, aligning short and long-term goals with corporate objectives to sustain growth in key market segments, including software, services, and enterprise architectures.

Miami, Florida, United States

Drove strategic initiatives across diverse areas of CANSAC, focusing on market segmentation, architecture, and program development to accelerate market share growth in partnership with senior leadership. Oversaw the creation of the Architectures, Segments and Market Industries group to focus on main technologies, grow and protect market share and industries to develop in Latin America. Implemented and developed the Small Business Division for Latin America  Oversaw transformation of largest subregion in Latin America from country to segment view, resulting in regional agreements and significant sales increase in commercial, enterprise, and service provider sectors. Lead cross-functional teams to design and execute targeted programs and initiatives for key architectures and market segments, resulting in significant gains in market share and regional presence. Main achievements were the fast inclusion of Security and Software in the mindset of the sellers as key technologies for our customers and the implementation of Account Planning for the top 20 Accounts in Latin America bringing double digit growth in the first 2 years of this process. Specific KPIs were developed to track progress on Software Penetration, Acquisitions and Services portfolio added to specific compensation plans for portfolio sellers. Boosted annual bookings from $75M to nearly $200M in just 6 years by effectively setting up and managing the Small Business division for Cisco in LATAM, resulting in significant growth and success in the market Development and implementation of Funnel cadence to track key metrics of pipeline growth and development of best practices as follows:o Pipeline and deep dives broken down by Geography, Segment Architecture, and Industryo LATAM achieving top results in Confidence Factor, Funnel Growth and Conversion Rate within Americaso Postmortem analysis of opportunity losseso Cadence and Governance to track pipeline Hygiene

Oversaw supply chain, customer care, billing, and collections, driving operational excellence, improving customer satisfaction, maximizing billing accuracy, and reducing past due Accounts Receivable (A/R) and Days Sales Outstanding (DSO) across seven countries. Led talent development initiatives for teams in five direct and two indirect operations, ensuring high performance and alignment with corporate goals. Saved $4M by leading the implementation of ALADI trade agreements, securing duties savings across LATAM for Mexican-origin telecommunications products exported to Brazil and other countries. Guided the transfer of Canadian operations to a low-cost geography, improving operational efficiency and cost-effectiveness. Reorganized distribution centers in Brazil, Canada, and Mexico, resulting in streamlined operations and improved logistics management. Reduced lead time through proactive order management, material planning, sales forecasting, and supplier management, contributing to increased customer satisfaction and operational agility. Achieved 96% billing delight, maintained past due A/R at 4%, and reduced DSO to 45 days, meeting corporate targets for financial performance.

• Led implementation of supply chain & customer care strategies in CALA region to reduce costs.• Supported regional sales operations team in revenue assurance activities.• Achieved significant cost savings and revenue growth through strategic initiatives.• Developed strong skills in supply chain management and revenue optimization.

• Directed supply chain, global trade compliance, and logistics strategies for the CALA Region at Avaya Inc.• Reduced average supply chain landed costs to competitive levels, supporting revenue assurance activities.• Supervised 4 direct and 17 indirect reports to ensure smooth operations and efficiency.

• Managed manufacturing forecast, order processing, transportation, and customs for CALA region, overseeing a team of 3.• Implemented forecast system leading to $4M inventory reduction in Brazil, Mexico, and Colombia.• Streamlined quote to cash cycle, reducing inefficiencies and receiving 1999 Vice-President award for outstanding performance.

• Led quote to cash process including order management, logistics, customs, budget planning, inventory, billing, and revenue assurance; supervised 7 people.• Implemented billing and collections processes with 100% accuracy vs. audits.• Launched quote to cash processes with 32 days average lead time.• Led Joint Venture activities between Comware S.A. Colombia and AT&T BCS USA in 1995.

Master, Business Administration; International Business

Bachelor, International Trade