PROFILE 
Sixteen (16) years in international business including sales, marketing and
account management with major technology companies, multilateral and
international agencies worldwide with positions based in the United States,
Mexico, and Brazil. Interacted with customers and management at all levels within
multi-project and multicultural environments. Extensive leadership experience in
project management and delivering presentations with customers to achieve
organizational objectives. M.B.A. Bilingual: English and Spanish. Additional
areas of expertise include:
 ‚  Sales Forecasting  ‚  Sales Management  ‚  International Business
 ‚  Strategic Planning  ‚  Account Acquisition/Retention  ‚  Account/Territory
Development
 ‚  Budgeting  ‚  Relationship Selling  ‚  Client Relations
 ‚  Project Management  ‚  Contract Negotiation/Risk Mitigation  ‚  Team
Leadership
HIGHLIGHTS 

 *  Met fiscal year 2007-2008 goals for 148% revenue growth, 221% margin growth,
and 82% enterprise growth at Dell Inc.
 *  Negotiated three long-term procurement contracts after strategically
reassessing Dell  's sales strategy to the United Nations, fueling a 175% sales
increase with GAAP margins of 19%.
 *  Substantially improved the customer experience for a complex set of Dell
customers with global business requirements by refocusing the support
organizations from a reactive mode to a proactive, services-oriented approach,
including identifying and aligning skilled resources.
 *  Consistently exceeded sales quota at Nortel Networks, ranking as a Top
Talent, receiving annual performance ratings of    Exceeded,    and earning
promotions into international expatriate assignments in Brazil and Mexico.
 *  Regionalized strategic account models to better align the Latin America and
Caribbean territories with Nortel  's best practices, attaining 100% forecasting
accuracy for 21 of 24 quarters.

CAREER TRACK 
MICHELPIERSON/STEELCASE, http://www.michelpierson.com 2009 
Description: Company sells products related to interior office architecture,
furniture and technology.
Sales Leader (Consultant)- Miami                                                
                                   Present
Responsible for managing, organizing, motivating and leading the sales team to
reach or exceed sales targets throughout Central America. 

DELL INC. 2005  *  2008 (S NASDAQ: DELL)

Account Executive  *  Washington, DC 2005-2008
Managed accounts with major multilateral organizations in Washington, DC, New
York, Latin America, EMEA (Europe, Middle East, and Africa), and APAC (Asia
Pacific and Australia and China), including the United Nations (UN), World Bank,
International Finance Corporation (IFC), Inter-American Development Bank (IADB),
Pan American Health Organization (PAHO), and International Monetary Fund (IMF).

 *  Coordinated sales, contracts, technical support teams, and internal sales to
develop partnerships with customers.
 *  Designed account strategies, prepared long-range plans, and drove efforts to
increase account penetration, customer satisfaction, and sales growth.
 *  Displaced an incumbent competitor that had held the World Bank account for
15 years, winning a four-year, x86-compatible enterprise contract.
 *  Won VMware PAHO contract. 
 *  Won a four-year, multimillion-dollar contract to provide IADB with laptops,
desktops, accessories, peripherals, software and professional services.
 *  Managed multiple procurement contracts with UN, IADB, and World Bank, which
included limited liability clauses and payment terms designed to improve DSO and
protect margins throughout the life of the contracts. Mitigated a potential $18
million penalty on a $40 million contract with one of the company  's largest
multilateral customers while maintaining revenue pace.
 *  Received the Dell Federal Fiscal Year 2006 Customer Experience Award and the
Promoting a Winning Culture in Public Award.

NORTEL NETWORKS  *  1996  *  2004 (S&P/TSX 300, NYSE: NT)

Senior Account Manager - Mexico 1999-2004
Managed the UNEFON (a major mobile phone company) and Tel  fonos de M  xico
S.A.B. de C.V. (Telmex) (a major telecommunications company) accounts in Mexico,
identifying sales opportunities and developing solutions and strategies to
fulfill corporate objectives. Interfaced with customer personnel to sell
wireless, data, optical, and enterprise products as well as project management,
system application engineering, site-specific engineering, installation and
commissioning, network integration, and extended support plan services.
Spearheaded all negotiations and actions to achieve delivery of targets along
with corresponding cash collection and revenue recognition. Worked with
customers, contract management, project management, and business planning to
prepare sales forecasts. Planned and executed marketing events. Responsible for
capital expenditure (CAPEX) forecasting and budget planning and control.

 *  Generated $27M in revenues in 2003, meeting 105% of quota and earning the
Honor Circle Award (presented to the top 15% of corporate sales achievers).
 *  Produced $91M in revenues in 2001, fulfilling 115% of quota and earning the
Honor Circle Award as well as the Ambassador Award.
 *  Delivered $152M in revenues in 2000, achieving 149% of quota and earning the
Honor Circle Award as well as the Gold Pride Award.
 *  Recognized by the finance department with a Diploma for Outstanding Cash
Collection in Mesoamerica in 2001.
 *  Participated in the 12-month, accelerated Leadership Edge 2002-2003 Program
as well as the 1999 Strategic Management Program for the Americas, an intensive
program focusing on the latest developments in business processes, strategies,
and technologies.
 *  Mentored the Sales Leadership Development Program Class of 1999, winning the
Leadership and Development Core Award.

Account Manager  *  Miami/Brazil 1996-1999
Partnered with regional account management teams in Brazil to provide Lines of
Business (LOB) initiatives as well as secure orders, revenues, standard margins,
and customer satisfaction for all wireless business in the Caribbean and Latin
America. Designed and implemented account management initiatives to enhance sales
and resource management. Held responsibility for CAPEX forecasting and budget
planning/control.

 *  Yielded $110M in revenues in 1998, reaching 155% of quota and earning the
Circle of Excellence Award (presented to the top 8% of corporate sales
achievers).

THE INTERNATIONAL BANK OF MIAMI

International Credit Analyst/Consultant 1996
Performed analyses of quarterly and fiscal year financial data for banks
throughout Latin America to establish and renew lines of credit. Assessed
economic conditions and banking industry sectors in Latin American countries.
Prepared and presented bank credit, economic country, and banking industry
analysis reports, complete with analyst recommendations, to the credit
committee.

THE WORLD BANK AND INTERNATIONAL FINANCE CORP.

Research Assistant  *  Washington, DC 1990-1994
Researched, collected, and compiled economic, financial, and statistical data.
Evaluated economic, financial, and statistical relationships in databases.
Prepared and presented reports with recommendations to loan officers.

EDUCATION 
Master of Business Administration in Finance, University of Miami, Coral Gables,
Florida
Bachelor of Science in Business Administration/International Business/Marketing,
American University, Washington, DC
Strategic Management Program Certificate, University of Florida/Nortel Networks,
Miami, Florida