Rafael Garcia Pando Email & Phone Number

Sydney, New South Wales, Australia

Australia

Reston, Virginia

In this role, I directed the direct sales channel to expand our client base by identifying new sales opportunities and cross-selling to existing clients our cloud hosted SaaS Data solution product portfolio. One of my key responsibilities was to develop and implement the sales strategy and forecast for our product suite. Based on my progressive industry-related experience, I hold responsibility for account management, strategic solutions and customer service for tier 1,2 and 3 carriers and high-tech corporations. Moreover, I collaborated with the product team to execute in our product roadmap, pricing and promotion strategy.Some key accomplishments associated with this job role include:• Achieved Sales quota annually for our product suite, as well as quota for signing new Authorized Distributors and OEM partners. (Reached 156% of quota for our main product and 210% for a recently launched product).• Developed and closed a new High-Tech Account with potential to become a multi-million-dollar operation due to their size and volume with a high-tech corporation (one of the FANG) in the US for Global products.• Developed Strategic Alliances and Partnerships focused in enabling additional services and coverage for existing products.• Maximized revenue for one of our products in 4X during initial stage of job.• Managed account of Tier 1, 2 and 3 carriers in the US and Canada, as well as the top high-tech corporations in the US.

Miami/Fort Lauderdale Area

Agent licensed to sell insurance through New York Life Insurance Company.

Miami, Florida, United States

During my tenure, I delivered strategic leadership in improving the bottom-line revenue by revising marketing, sales, business operations, customer service, finance and HR processes. One of my key roles was to conduct financial forecasts and created a KPI dashboard to improve overall operations and define action plans with corrective and enhancement measures. Besides that, I interviewed the managing director on a regular basis to acquire data for the purpose of developing, updating, and predicting financial models.A small section of my achievements is stated as follows:• Delivered an updated cash flow model and P&L with a five-year forecast based on productivity going rate statistics.• Improved the processes for digital marketing campaigns, related marketing collateral materials, and SEO action plan including keyword enhancement focused on increasing the site's traffic.• Increased website student enrollment by 20% after digital marketing / SEO actions. (Overall actions reduced redundant costs by 11% and increased revenues by 14%).

Through comprehensive support, I engaged as strategic account manager and new business development manager for key clients across the Latin American region (Colombia, Brazil, Argentina, Chile, Peru, Ecuador, and Guatemala). Additionally, I oversaw product launches and marketing campaigns across the digital channel, and Mobile carriers Marketing Channels.Some of my contribution to the organization includes:• Grew total subscriptions per market by 20-30% by implementing digital marketing campaigns.• Accomplished annual goals resulting in Multi-Million Dollars per year in revenue. (Achieved on average 120% of Sales Quota).

Reston, Virginia, United States

At NII Holdings, Inc, I managed Corporate and MNA across the company's operations, representing 1M+ subscribers valued at $360M in annual revenue, Facilitated MNA client relations, New Business Development in emerging markets, RFP responses, Account conflict resolution ,and strategic solution implementation via partnerships based on market research trends.A small section of my achievements comprises:• MNA Accounts valued at $39M in revenue. Grew revenue of MNA by 4% (1.56M) and decreased MNA churn by implementation of Data Solutions, and by developing and implementing MNA program across US and Latin American markets.• Directed Direct Sales Force Transformation Assessment in coordination with Mckinsey Consulting focused in segmenting the channel to boost productivity, decrease costs, and achieve additional savings through headcount reduction and operational expenses.• Decreased churn by directing weekly reviews with each market team regarding account's status, red flags and implementation of engaging loyalty programs.

Washington D.C. Metro Area

Go-to-Market, New Business Development and Strategic Partnerships: Managed the Nextel and Third-Party Developer Program. Created and executed “go to market” strategies that achieved year-to-year data sales growth. Served as key liaison between vendors, engineering, marketing, local market data sales teams and the international developer community across six Latin-American markets. Designed and managed the certification process for outsourced developers that ensured consistency in application’s delivery, significantly minimizing troubleshooting and decreasing application rejection by 20%. Developed a strategic partnership with Blackberry (RIM) to enhance our developer’s knowledge in their OS.Partner Program Channel Management: Achieved the recruitment and successful launch of developers and partners with packaged business solutions, achieving combined revenues of $29M in 2011 between Nextel and partner-owned applications. (105% over budget)Directed the launch of a website that decreased response time for technical questions to developers; response time dropped from five to one business day.Leadership: member of the Data Acceleration implementation program alongside with Accenture Consulting group aiming at launching a playbook for all NII properties to implement and launch successful Data solutions in each market. Business Solutions Go to Market execution, implementation and Sales Team training: Launched in each NII market a suite of applications which increased the market’s portfolio of business apps, which contributed in achieving revenue goal for 2011 (http://www.youtube.com/watch?v=haiEEqAkqWQ - http://www.youtube.com/watch?v=6O2kvhyYuiY). Successfully trained all the Data Sales Team in each one of the operations.

Sales & Distribution Channel Strategy - 3G Core Team Member (2008-2009)Marketing Manager, Retail Channel (2007-2008)Prepaid Product Manager (2005-2007)Senior Sales Executive (2002-2005)

Executive Certificate, Strategy And Innovation

Mastering Design Thinking Executive Program, Mastering Design Thinking

Bachelor Of Business Administration (B.B.A.), Business Management And Finances, 3.76/4.00