Cristian Jonathan Ortega Zurita

Account Director / Account Manager / Sales Manager / Customer Success Manager

VIAVI SOLUTIONS

Account Manager / Business Developer Manager / Channel Partner Manager Jan 2019 – 

1. Responsible for the development and implementation of commercial strategies, to search, attract and develop new accounts, sales planning, marketing plans and funds, prices and negotiation of commercial contracts with main Service Providers as AT&T, Telcel and Altan Redes. Reporting to Regional Sales Manager. 
2.  
3. Achievements:

• Improved and enhanced previously damaged relationship with key customer recovering $1M USD in lost sales.
• Maintain the communication with final customers to improve their experience and perception solving problems on time
• Attract new customers creating branding strategies as well organize seminars explaining a detail solution benefits of Viavi Products.
• Create together with Marketing department new branding plans.
• Monthly sales forecast based on annual quota and previous sales, worked with Sales Management to achieve targets.
• Managed all aspects of country's account business i.e., contract negotiation, orders collection, prepare quotes, support, and maintenance, working closely with business managers, directors and operations to achieve goals.

Act as Partner Manager orchestrating sales strategies, business plans, relationships between different partners areas as sales, technical areas, delivery, services, support and marketing within our products solutions.

GLOBAL HITSS

Senior Commercial Manager                                                                                                          Jul 2018 – Dec 2018

Digital Solutions and IT Services Company with 30 years of experience in the market and more than 8 thousand collaborators in Latin America, the United States and Europe.

Responsible for the implementation of commercial strategies, for the growth of billing in current accounts, as well as the follow-up of projects in the implementation and collection management, creation of bonds of trust with clients at a managerial level. Responsible of financial and consumer companies. Reporting to the Country manager.

FREELANCE

Sales Consultant                                                                                                                                 Sep 2017 – Jun 2018

VIAVI SOLUTIONS

Senior Account Manager                                                                                                                 Apr/2016 – Jun/2017

1. Leading company in measurement equipment and monitoring platforms for strategic clients of the Telecom sector. With more than 3000 workers globally, with sales over 21 MDD annually in Mexico.
2.  
3. Responsible for the development and implementation of commercial strategies, to search, attract and develop new accounts, sales planning, prices, and review of commercial contracts. Reporting to the Country Manager, with 2 collaborators in my position directly and 5 indirectly.
4.  
5. Achievements:

• Developed the strategy commercial/technical to the strategic Accounts Telefónica Movistar and Total Play, to know their needs. Generating a 10% increase in annual sales, with a positioning on the competition,
• Developed, along with General Management, the strategy and sales targets for all monitoring products and platforms within the region.
• Negotiate with channel managers, major customers, and special cases in each region, generating an impact of 5% annual profit.

HUAWEI TECHNOLOGIES                                                                                         Feb/2006 – Mar/2016

Key Account Manager                                                                       Jan/2010 – Mar/2016

1.  
2. Responsible for the definition and implementation of sales strategies for the entire portfolio of products for mobile networks, data, transport and services for strategic customers such as AT&T (Iusacell / Nextel), Total Play / Enlace, IZZI, Marcatel. Generation of sales forecast on product lines, as well as services, by analysing market trends and mapping end customers.
3.  
4. Active collaboration with different business units such as product lines, services, implementation, PMO, legal, logistics, purchasing, support and other sales streams. Reporting to account director, with 5 employees directly and 60 indirectly.
5.  
6. Achievements:

• Established a work plan with AT&T during the merger of Iusacell and Nextel, to position a solution, generating added values ​​to the proposal to restore customer confidence. Positioning the brand on the competition of European and American companies, with sales over 15 Million USD
• Identified business opportunities and developed a new business model focused on services, securing contracts with key customers, covering budget and network capacity needs, with a 35% increase over annual sales in managed services business unit.
• Collaborated in the development of the commercial strategy of the "Costumer experience" platform, which was innovative in Mexico, aimed at ensuring the quality levels in the service (Key Quality Indicators KQI) of end users. With a sale of USD 25 Million and a 40% increase in sales in the service area.
• I proposed a work plan to improve the processes of the operation, a model that was implemented in the 4 services sales areas, reducing operating times from 12% to 25%, guaranteeing the delivery of commercial technical-economic proposals based on the time plan established with customer.
• Participated in the bidding of suppliers, negotiating prices catalogue by activity and by region, scope of work, commercial contract, and responsibility matrix, culminating in the collaboration of the 5 largest contractors in the industry, generating savings of 5% on purchase orders and a reduction in operating times.

Wireless Team Leader                                                                       Jan/2008 – Dec/2009

Caribbean Wireless Engineer                                                          Feb/2006 – Dec/2007

Bachelor’s in engineering in Communications and Electronics - National Polytechnic Institute, 2004