Otto Rivera Email & Phone Number

United States

Principally direct this global outsource sales provider, which leverages international experience in high-level business development and complex technology sales, to help corporate customers sell integrated end-to-end AI, cloud, cybersecurity, and XaaS solutions. Provide strategic guidance and consultancy so clients can quickly tap into active sales opportunities and reach decision makers at government agencies, small businesses, and Fortune 500 companies globally.► Provide key sales leadership across multiple industry sectors, including communications, retail, and safety.► Consistently deliver and exceed sales targets in tightly-competitive market sectors in Latin America and the US.► Demonstrate particular talent for leveraging clients’ existing resources to amplify their ability to sell their core solutions.

Boca Raton, Florida, United States

Recruited to lead complete commercial activity, pipeline management, and sales training for the North America market. Steered a complete sales transformation, in order to drive revenue growth, direct and through business partners across multiple markets. Provided coaching and mentoring to uplevel subordinates from a transactional approach to a consultative strategy.► Increased annual revenue $300K for each of 3 consecutive years, by optimizing partner relationships and leveraging those partners who truly drove the business to identify and capture 4 new opportunities.► Optimized strategic utilization of CRM, which proved key to achieving a 6% increase in sales effectiveness in just the 1st 4 months.

Boca Raton

Optimized the business transformation of the Sensormatic business unit across 35+ countries in Latin America. Directed an 18-member sales team offering a cutting-edge portfolio of IoT, cloud, XaaS, and AI solutions. Scope encompassed articulating and executing growth strategy, defining challenging but realistic KPIs, and defining strategic complex deals objectives in the retail sector. Managed P&L. Instituted the right go-to-market strategy, sales strategy, territory plans, quarterly reviews, and account plans, in collaboration with sales leaders, product management, professional services, and strategic partners.► Drove $2M, $2M, and $5M in new revenue in FY ’19, ’21, and ‘22 by accelerating the sales of IoT, Cloud, and AI solutions.► Generated an additional $7M in revenue over 2021 and 2022, by creating fresh opportunities for global alliances that offered revenue sharing opportunities and new revenue streams for both partners.► Improved sales productivity across the entire sales team in Latin America, which directly, positively impacted the financial performance of LATAM by 3%.

Boca Raton

Orchestrated complete digital sales transformation, evolving the organization from selling commodities to consultatively offering digital solutions, cloud capabilities, AI, SaaS, and IoT. Lead and coached 25-member team of LATAM sales executives, territory managers, and country managers on generating revenue from new accounts, increasing share of wallet, and leveraging strategic partners.► Increased sales 6% and improved forecast accuracy 15%, by directing Salesforce implementation, eliminating manual procedures, and providing across-the-board transparency.► Led 3-year initiative that enhanced customer satisfaction rates by 10%, resulting in a 6% year-over-year increase in sales volume.► Captured 4% savings by designing and implementing streamlined business processes, precise capacitymodeling, and strategic territory planning.

Mexico

Hand-selected by corporate for special assignment to lead a full-scale turnaround of the Sensormatic Business Unit in Mexico, the company’s 2nd -largest region. Owned P&L. Led a 110-member team, including 2 territory managers, 1 business partner director, and 25 sales account managers.► Reversed Mexico’s year-over-year sales decline into a positive 7% EBIT and 15% sales improvement, by implementing strategic sales initiatives and driving operational efficiencies.► Delivered $4M in new revenue by instituting customer-centric approach: meeting with key customers,understanding their pain points, and providing the right solutions.► Evangelized new dedication to customer satisfaction, and transformed the sales team’s mindset, which proved instrumental to achieving an 11% increase in customer satisfaction survey results.► Skyrocketed Mexico's total sales through GSIs to $1.8M, constituting a record 60% increase, by leading the consolidation of the Mexico partner organization.

Weston, Florida, United States

Directed GTM, sales, revenue growth, and P&L for clients, and identified strategic partners to extend market and customer reach.► Identified and captured new business opportunities for Newsat to sell end-to-end public safety solutions to military in Central America and the Caribbean, generating $1.5M in incremental revenue over 3 years.► In Outreach’s 1st year of operation, guided investment dollars into new, profitable markets, and from there delivered bottom line growth of at least 7% every year.

Plantation, Fl

Principally guided 18-member sales force executing direct and partner sales and marketing of public safety and mission critical solutions to government entities. Managed P&L.► Exceeded revenue target by $1M and profitability target by 6%.► Sold the 1st ever public safety CAD SaaS software application outside the US, executing the deal around an OPEX proposal, generating an incremental $6M.► Secured a win-back deal by changing the customer mindset, acquiring a new line of business: managed services, an expansion over a standard software solution, generating an incremental $4.5M.

Miami-Fort Lauderdale Area

Orchestrated complete sales transformation, impacting business development, go-to-market, direct sales, and partner engagement strategies, in order to accelerate revenue and market share growth within the Americas Region.► Generated $2M+ in revenue growth across the Americas, largely by cultivating new alliances and public-private partnerships.► Forged alliance with USAID to sell satellite services to underserved communities in Colombia, generating $600K in year 1, in an agreement that remains in place today.► Captured $1.5M over 3 years by selling the 1st satellite solution to the Minister of Education for the Rural Schools Colombia Project.

Miramar, Fl

Advanced to this role and sold the 1st WiMAX solution to a government entity (Panama Canal), generating $1.5M in incremental revenue. Also executed a regional marketing campaign showcasing public safety SaaS for government agencies, which delivered $6M over 4 years. Led direct and indirect in-country sales force comprised of Nokia sales specialists, systems integrators, and business partners.

Miramar, Fl

Delivered 7%, 10%, 11%, and 12% revenue growth each year selling leading-edge solutions to strategic accounts. Recruited partners, systems integrators, and VARs to sell $3.5M in new products and software. Increased average deal size and customer lifetime value 20%.

Master Of Business Administration (M.B.A.), Finance, Marketing, And Management

Master Of Science (M.S.), Telecommunications Engineering

Activities and Societies: IEEE Member

Bachelor Of Science (B.S.), Electronic Engineering

Activities and Societies: IEEENote: B.S. degrees at Colombian universities consist of focused and intensive five years studies.