Norbert Lamenca

Developed and managed customer account plans consistent with Sales and Marketing Department objectives and goals for the # 1 PC supplier to small and medium businesses in the United States. Managed a team of four sales professionals. Established solid relationships with Dell’s largest corporate customers. Drafted and implemented strategic action plans to develop new business; designed/delivered sales presentations and built proposals for products and services. Developed and maintained required pipeline to e

Led a team of six sales representatives in expanding Dell’s Caribbean region territory. Created competitive market expansion strategies around the direct model using enterprise products and services. Managed the company’s regionally based global accounts; acted as spokesperson and liaison to the global sales teams to develop detailed understanding of in-country accounts. Planned, organized and facilitated customer events to introduce new products and services; prospected for new business opportunities. Esta

Developed new areas of business in countries lacking Enterasys local presence throughout Central America and Caribbean. Recruited, trained, and supported new sales channel partners to ensure long-term sales growth and self-reliance. Supported channel partners in direct sales engagements with enterprise customers at the CxO level. Implemented direct-to-customer marketing strategies to identify new prospects and increase revenue. Negotiated pricing and commercial conditions for business in the region.

Managed a territory producing $110 million in annual revenue with customers consisting of VARs, integrators, e-commerce consultants, and wholesale exporters. Directed a sales team of 14 representatives. Used consultative selling approach for accounts with revenue potential of $10 million, targeting long-term growth opportunities. Developed new markets that included government and e-business services outsourcing. Secured vendor funding to organize territory marketing events to promote vendor brands/products