Marco Pangos

As a country manager and executive credited with positioning energy & telecom companies for market leadership within the Latin American region, I've created multimillion-dollar revenue and delivered results that outpaced forecasts

My achievements as successful negotiator in Latin America who can quickly grasp cultural nuances to attain market entry, create new direct sales & distribution channels, and control costs for global organizations include:

* Held chief executive authority for startup operation, heading new division in Latin America, creating 20 sales channels, and hitting EBITDA target from inception.

* Negotiated $30M Telefonica project, expanding client base to subsidiaries in Latin America & Spain. Guided $100M project based on GPA.

* Fluent in English, Spanish, Portuguese, Italian, and Slovenian, with basic French/German abilities.

* CEO-level responsibility as executive charged with Brazilian market entry and credited with rapid business development by formulating government relations and sales organization strategies.

* Global speaker to International Technology Forums throughout Americas and Spain on topics including leading technologies.

* Improved revenue at Madeco S.A. (now Nexans) to reach 700% increase over 3 years, with 50% operating expense reduction, growing sales 2100% to $70M within 7 years. Transformed firm into #2 market player by negotiating Americas/European ventures leading to market changes.

* Achieved 25%+ compounded annual growth and exceeded sales goals with EBITDA growth each year as Director of Sales at Raychem/Tyco.

* Directed teams of up to 300+, plus large-scale government projects, public bids, and e-purchase programs.

* Created and managed relationships with Ericsson, Nokia, NEC, Lucent, Alcatel, Siemens, Motorola, Nortel, Telefonica, BT, Telecom Italia, Verizon, AT&T, Nextel, and Telmex.

* Competitive edge achieved by taking full control of processes, delivery, pricing, and market analyses

Marco Pangos’s Specialties:

Strategic Planning
Renewable Energy
Market Entry
Leadership
Emerging Markets
Latin American Markets
Startup & Turnaround Situations
Market Position
Revenue Growth
Competitive Analysis
Global Agreements
Customs & Import Regulations
Strategic Alliances
Restructuring
Business Development
Market Dominance
Operations Management
Greenfield Operations
Sales Channels
Risk Assessment
Wireless Technologies
Wire & Cable Systems
Solution Selling
Government Relations
Direct Sales

Marco Pangos’s Experience

Regional Sales Manager

Proxim Wireless

(Public Company; TRBM; Wireless industry)

2009 — Present (less than a year)

Build revenue in South America, identifying and recruiting value added resellers, integrators and distributors, plus uncovering end user opportunities. Create sales for solutions delivering backhaul to video surveillance camera/last-mile access for Service Providers, indoor and outdoor enterprise wireless access, campus connectivity and cellular backhaul. Our end customers are Service Providers, Federal, State, and Local Governments, and Corporate enterprises.

Proxim Wireless Corporation provides high-speed wireless communications equipment and services worldwide. It offers Broadband Wireless Access point-to-multipoint (PMP) systems that enable service providers, businesses, and other enterprises to connect end-users to a central hub or connect multiple facilities within their private networks; Tsunami MP.11 products, which support PMP applications in unlicensed frequency bands; WiMAX products that support PMP applications in licensed frequency bands; Wi-Fi Mesh products, which allow the creation of self-configuring, self-healing wireless networks; and MeshMAX products, that support licensed WiMAX frequencies and unlicensed frequencies for backhaul. Proxim also provides ORiNOCO access point products that offer wired Ethernet networks for enterprises and municipal area networks; and ORiNOCO client card products, which deliver mobile convenience, installation, and a configuration utility. In addition, it offers Point-to-Point (PTP) Lynx products, which are primarily used by wireless cellular operators to connect their base stations to other base stations and to existing wire-line networks; PTP Tsunami products, which enable service providers, businesses, and other enterprises to expand or establish private networks by bridging Internet traffic among multiple facilities; and GigaLink products that enable fiberless transmission of data, voice, and video communication.
Director of Sales - Caribbean & Latin America

Extricom Inc.

(Privately Held; Wireless industry)

2005 — 2009 (4 years )

* Broke down market barriers at Extricom, expanding to generate basis for sustained revenue growth; built greenfield operations, created sales channels, and positioned firm as one of the 4 major industry players while introducing enterprise technologies for corporations allowing triple-play voice, data and video services with secure mobility.

* Aggressively grew sales by presenting product ROI to garner client CFO approvals. Educated sales teams on value proposition/benefit selling techniques.

* Stimulated profitability by launching online, VAR, VAD, OEM, and direct distribution channels throughout markets in Brazil, Andean Countries and Mexico.

* Proven track of successful presence in Healthcare, Education, Hospitality, Retail, Logistics, Industrial and Enterprise markets.

* Leveraged broadcast technology to slash training costs and improve sales efficiency while reaching global customers by establishing U.S.- based webinar training incorporating language localization.
Regional Director Sales & Marketing

L-3 Communications

(Public Company; LLL; Defense & Space industry)

2002 — 2005 (3 years )

* As Director of Sales Americas for L-3 Communications, fueled rapid growth in emerging markets, creating sales channels and top-level relationships and holding authority with direct sales for $25M at solutions developer with 47 divisions and 60,000+ employees.

* Introduced the new technologies to Carriers and Operators like Telefonica, Embratel, Telecom Italia, Telmex, Axtel, Avantel. Alestra, Nextel, Comsat, Telemar, Brasil Telecom, GVT, Telefonica del Sur, MVS, Terra Networks.

* Pioneered strategic plans for WiMax broadband platform, leading trials in Brazil, Chile, Mexico, and U.S.; produced global study favoring emergent market production and assisted in technology market requirements.
Sales & Marketing Manager

Huber+Suhner

(Public Company; Telecommunications industry)

1999 — 2001 (2 years )

The HUBER+SUHNER Group is a leading global supplier of components and systems for electrical and optical connectivity for the markets communication, transportation and industrial.

* Spearheaded startup operations in Brazil, setting stage for eventual growth to $40M through strategic planning, regional expansion, and relations with government agencies.

* Managed relations with Global Key Accounts including Ericsson, Motorola, Nortel, Nokia, Lucent, Alcatel and NEC.

* Build top management relations and achieved sales to key telecommunications operators first locally and then globally with Companies like Telefonica, France Telecom, BellSouth, AT&T, Verizon, Telecom Italia,Telmex and Nextel.

* Cut legal approval time 1200%+ and tariffs 35%+ by cultivating relationships with government/enterprise associations.
VP Sales & Marketing

Madeco

(Privately Held; Building Materials industry)

1992 — 1998 (6 years )

* Brought in to turn around flagging operation, attaining market share growth and saving $3M during first 6 months

* Continually grew exports, direct sales to the electric power industry and creating sales organization in Brazil and creating alliances with cable manufacturers.

* Replaced sales teams with top-performing employees and reformulated key contracts with distributors.

* Won government recognition as 4-time annual Exporter of the Year.

* Managed annual contracts and Global Purchasing Agreements up to 200 million dollars.

* Participated in the Mercosur Commissions to expedite trade in the region.
Sales & Marketing Director

Raychem

(Public Company; RYC; Electrical/Electronic Manufacturing industry)

1980 — 1990 (10 years )

* Influenced 25%+ compounded annual growth and exceeded sales goals with EBITDA growth each year at Raychem/Tyco; led company to attain industry recognition for outstanding performance in sales and business development.

* Converted Raychem in the major player in the region in only 3 years.

* Succeeded in diverse market divisions as Military Electronics, Nuclear Power Plants, Electrical Power Utilities, Petroleum and Gas Industry, Mining, Petrochemical, Food Industry Renewable Energy, Wind Energy, PV Energy, Solar, Cleantech, Marine (Wave & Tidal), Bioenergy ,Biomass and Pulp & Paper.

* Start up greenfield operations including manufacturing in Chile and Venezuela.
Operations Manager

Pirelli Cables

(Public Company; Electrical/Electronic Manufacturing industry)

1978 — 1980 (2 years )

* Directed 300+ team members across all functions and levels of authority.

* Designed and directed deployment of new production lines for HV Cable manufacturing.

* Set special cables manufacturing lines unique in Latin America.

* Experienced negotiator with Labor Unions, Government Officers and peer Industrial Associations.

* Spurred additional 30% capacity increase by identifying and removing process bottlenecks.

Marco Pangos’s Education

Rice University - Jesse H. Jones Graduate School of Management

Business Development in Telecommunication Markets 2003 — 2003
University of Pennsylvania - The Wharton School

Post G , Strategic Marketing , 1996 — 1996
Cornell University - S.C. Johnson Graduate School of Management

Post G , Executive Development Program , 1987 — 1987
Universidad Nacional de Mar del Plata

MS , Electrical Engineering , 1972 — 1978
Universidad Nacional de Mar del Plata

BS , Mechanical Engineering , 1971 — 1977

Additional Information

Marco Pangos’s Websites:

My Website

Marco Pangos’s Interests:

Job opportunities focused in Latin America, professional networking, strategic planning, market studies, organizational development, consulting and contracting opportunities, requests for information or expertise, messages requesting reconnection from friends and colleagues