BS, Electrical Engineering @
Stevens Institute of Technology
Customer focused and results oriented Sales Professional with a record of building high performance teams to achieve business success. Leader with diverse technology, services and business experience in the telecommunication industry meeting the challenges of revenue attainment, profitability, growing market segment and share and product portfolio definition and design by building the business through motivation and taking
Customer focused and results oriented Sales Professional with a record of building high performance teams to achieve business success. Leader with diverse technology, services and business experience in the telecommunication industry meeting the challenges of revenue attainment, profitability, growing market segment and share and product portfolio definition and design by building the business through motivation and taking charge of critical situations.
Specialties:Sales Management; Market Management; Product Development; Business Development; P&L; Contract Negotiations; Engineering and Installation; Product Certification; First Office Applications
Senior Regional Sales Manager, Major Accounts @ Responsible for positioning and selling Spirent's Service Assurance product portfolio and CEM (Customer Experience Management) solutions to AT&T in the Americas Region.
Spirent is a global leader in developing software, hardware and cloud based test & measurement solutions for Ethernet, SDN, NFV, OpenFlow, virtualization, Layer 4–7 and cloud applications, cyber security, wireless - 3G, 4G LTE, backhaul, packet core and satellite navigation technologies. From November 2014 to Present (1 year) Sales Director, AT&T Account Team @ Responsible for Metro and Ethernet sales (Layer 1 and Layer 2) and associated OS systems, this includes positioning and selling Ciena’s Carrier Ethernet products and the metro DWDM products. Manage all aspects of International and Subsea Optical Transport business. Was also responsible for Federal Systems sales. From August 2010 to October 2014 (4 years 3 months) Sales Director @ Led sales of all Lucent Technologies Optical and Access products (Digital Cross-Connects, Next generation Optical equipment, Multi-Service Platforms, DWDM, Optical Cross-Connects, 40Gb and 100Gb technology, Security, Routers and associated OS systems) to AT&T. Managed four direct reports and all aspects of revenue, profitability, expense and customer satisfaction attainment with annual sales or $200M+. Interfaced with AT&T Labs, Architecture, Current and Fundamental Planning organizations. Built key customer relationships at all levels of the organizations. Signed 3-year $100M contract for MSP equipment and maintenance agreement. Signed $30M one year deal for DMX equipment for AT&T’s Core network and generated $15M+ in annual sales. From November 1999 to January 2010 (10 years 3 months) Account Executive @ Primary account executive supporting all AT&T product evaluation activities including product positioning, proposal development and product requirement negotiations, pricing strategy, pricing proposals and contract negotiations with $1B in annual sales.Negotiated and signed a 3-year contract for next generation DWDM equipment. Led the OC192 time to market project; sold and deployed first OC192 DWDM network. Exceeded sales quota every year and won the Lucent Achievement Award every year From April 1997 to November 1999 (2 years 8 months) Market Manager @ Managed team and positioned SONET and Optical products to all Canadian telephone companies. Led cross-functional team to penetrate Canada’s Business Access market. Developed competitive offers and recommended business terms. Formulated strategy to win back cross-connect business in Canada. From March 1995 to April 1997 (2 years 2 months) Software Engineer @ Key member of team that formulated the strategy and organizational structure to improve SW development across the company. Team defined a common HW and SW platform for multiplexer, access and transport products. Served as the liaison across all international SW development organizations (Spain, England, Ireland, Belgium and the Netherlands) From April 1992 to February 1995 (2 years 11 months) Software Engineer @ Project manager for SW development and integration testing of two parallel releases of the DACS IV-2000 product. Managed three direct reports, assigned testing responsibilities and decided content of software loads. Lead Sw developer for the Remote Multiplexer feature in the DACS 3/1 cross-connect system. From July 1988 to February 1992 (3 years 8 months) Hardware Engineer @ Key member of the Digital cross-connect (DACS II) and DACS-SRDC architecture team. Designed and implemented two communications interface packs, two interface circuit packs and two custom VLSI device. Interfaced with manufacturing and set up test procedures. Designed and implemented circuit packs for the Digital Data System (DDS) From July 1981 to June 1988 (7 years)
MS, Electrical Engineering @ New York University - Polytechnic School of Engineering From 1981 to 1982 BS, Electrical Engineering @ Stevens Institute of Technology From 1977 to 1981 Luis A. Zambrano is skilled in: Telecommunications, New Business Development, Team Building, Team Leadership, Sales Management, Cross-functional Team..., DWDM, Sales Operations, Product Management, Strategy, Business Development, Product Development, Wireless, SDH, IP, Program Management, Networking, Testing, Cloud Computing, CRM, Vendor Management, Ethernet, Management, Integration, Optical Fiber, Managed Services, Mobile Devices, Carrier Ethernet, VoIP, SIP, Unified Communications, Solution Selling, Go-to-market Strategy, Selling, Professional Services
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