Roberto Medina Rivero

Sales Director Latin America

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I am a highly accomplished, incisive, and motivated executive with broad leadership experience within the Latin American telecommunications market utilizing my unique blend of technical and business knowledge to communicate key points to position brand and organization for rapid growth. As a strategic and resourceful leader, I have demonstrated success in revenue generation, reporting, budgeting, and P&L management in startup and growth situations. I am also fluent in Spanish and English. Conversant in Portuguese.

Career Highlights

  • Penetrated new South American market for microwave company brand previously dominated by large manufacturers. Targeted customers and secured contracts from customers in majority of the countries in the region including Argentina, Bolivia, Peru, and Chile totaling $2M.

  • Expanded business in Argentina, Chile, Uruguay, and Paraguay for caching solution. Added new deal in pipeline for $5M in orders from large customers in Latin America. Added 15 new customers to portfolio.

  • Sold $25M microwave network solution to a new Telecom Service Provider in Argentina. Communicated extensively with customer technical staff to demonstrate advantages of technology compared to incumbent vendor.

Core Qualifications

  • Leadership

  • Team Building

  • Sales & Marketing Management

  • New Business Development

  • Revenue Generation

  • P&L Market Development & Expansion

  • Key Account Management

  • Complex Sales Negotiations

  • Distribution Network Development

  • Performance Measurement


  • 2014 - CURRENT
    LATAM Channel Sales Director
    DragonWave Inc.

    Direction of Sales operations establishing a large channel network in South America, including Brazil, with the goal of expanding sales volume in the region, monitoring marketing and sales activities in each territory. Direction of technical and business training.
  • 2012 - 2013
    Regional Sales Director

    Manage Direct Sales initiatives to mobile, MSO, and ISP operators in the region and sales campaigns from initial lead through sales win. Direct development and execution of sales/account plans, recruitment of new partnerships to increase market sales volume, and management of marketing campaigns for ISPs market.
    * Latin American Operations Management
    * Corporate Network Expansion
    * Client Relationship Building
    * Sales Generation & Management
    * New Business Development
    * Sales Pipeline Development
    * Marketing Campaign Development
    * Strategic Partnerships
    * Market Penetration & Growth
  • 2009 - 2011
    Regional Sales Director, South America
    Sonus Networks

    Led consolidation of company’s presence in region by developing local partners and detecting new business within Tier 1/2/3 Telecommunications Service Providers. Focused business development selling solutions to installed base customer as well as acquiring new customers. Built solid sales funnel for future revenue. Recruited, trained, and assisted new channels to represent company locally in territory.
    * New Opportunity Identification
    * Latin American Operations Management
    * Sales Pipeline Development
    * New Business Development
    * Market Penetration & Expansion
    * Customer Relationship Building
  • 2005 - 2009
    Regional Sales & Marketing Director
    Ceragon Networks

    Ensured successful Sales and Marketing operations spanning nine countries in South America. Designed and developed marketing strategy to position products in region. Built wide range of contacts in large customers. Conducted presentations, analyzed projects, and deployed promotional activities.
    * Sales & Marketing Operations Management
    * Latin American Operations Management
    * Marketing Strategy Development & Execution
    * International Marketing Promotions
    * RFP Participation & Management
    * Distribution Network Development
    * Strategic Partnership Development
    * Contract Negotiations
    * Client Relationship Building
  • 2000 - 2005
    Regional Sales & Marketing Manager
    Eastel SAIC

    Created strategic five-year plan to expand business across region. Managed Sales, Technology, and Marketing departments. Selected and established strategic alliances with manufacturers, suppliers, and national and international financing groups. Developed and managed institutional image and advertising. Directed 10 Sales and Pre-Sales team members with full P&L accountability.
    * Latin American Operations Management
    * New Business Development
    * Customer Acquisition
    * Product & Service Development

Education & Skills


1979 - 1985

National Technological University


1969 - 1975

Technical Education National School



Mobile Devices
New Business Development
Sales Operations
Sales Management
Strategic Partnerships
Direct Sales
Market Development & Expansion
Latin America Operations Management
Organizational Growth & Profitability
Corporate Networking
Marketing Campaign Development
International Sales
Staff Development
Large RFP Management
Sales Pipeline Development
Customer Service
Key Account Management
Go-to-market Strategy
Full Lifecycle Project Management
International Business
Budgeting & Cost Control
Customer Relationship Building
Contract & Complex Sales Negotiations
Distribution Network Development