PABLO FUCHS

• Developed and executed strategic partner engagement initiatives, leading to improved pipeline conversion rates (35%) and enhancing deal velocity through optimized partner collaboration
• Secured a 3-year, $3 million contract with CN Rail, leveraging strategic negotiation and sales expertise to drive significant revenue growth and establish a lasting partnership with a key industry leader.
• Successfully accelerated customer adoption by 25% through targeted sales strategies, product positioning, and effective communication of value propositions.
• Maintained a robust sales pipeline with a 35% conversion rate, ensuring a continuous flow of opportunities and consistent revenue generation.
• Implemented customer feedback mechanisms resulting in a 20% improvement in customer satisfaction scores, enhancing overall customer loyalty and retention.
• Applied a comprehensive understanding of the sector to identify opportunities for business growth and implemented tailored solutions to address client needs.
• Collaborated cross-functionally with internal teams to ensure seamless communication, optimize service delivery, and align product offerings with client expectations.
• Regularly monitored industry trends, competitor activities, and market dynamics to provide valuable insights for continuous improvement.
• Prepared and delivered comprehensive reports to the management team, highlighting key achievements, challenges, and recommendations for ongoing sales enhancement.

Company Overview: RADCOM is a worldwide provider of quality monitoring and service assurance software for telecom carriers. Originally approached by RADCOM’s SVP of Sales to identify and pursue new sales opportunities as well as current upsell potential, resulting in significant new and add-on business.

• Provided ongoing partner support through sales enablement programs, ensuring mutual success and product adoption through structured training and joint business planning.
• Established and maintained strong relationships with key decision-makers at major Canadian telecom carriers such as Rogers, TELUS, Bell Canada and Videotron.
• Worked closely with customers to understand business needs and provide effective software solutions.
• Coordinated with internal teams to ensure customer satisfaction and timely delivery.

Company Overview: TOMIA is a Software company leader in innovation services such as Cloud Solutions, Big Data Analytics, Virtualization Technologies, Blockchain, Internet of Things and Settlement among others.

• Developed and implemented strategies, conducted forecasting, and provided training and education to assigned customers.
• Accomplished quota during 2021 / 2020 and exceeded expected quota by 12% in 2019; 10% in 2018; 20% in 2017 and met quota from 2014 to 2016.
• Awarded by company’s CEO “The best Global Account Team – 2017”.
• Led contract negotiations, ensuring mutually beneficial terms for TOMIA and its partners, while maintaining compliance with regulatory frameworks and industry best practices
• Lead the account team of sales, pre-sales, technical account managers and worked closely with system architects and R&D development teams.
• Developed and executed effective business development strategies to generate leads, close multimillion-dollar deals, and win new business.
• Managed key accounts with Tier-1 / Tier-2 operators across North America (Canada / USA) and LATAM.
• Cultivated strong relationships with clients, including major telecom companies such as Sprint USA, T-Mobile, Altice US, AT&T, Rogers, TELUS, Bell Canada, Videotron, Telefonica, Claro Group, and Vivo.
• Lead sales activities to prospective clients and customers; develop and deliver outstanding presentations and demonstrations.
• Commercial lead responsible for RFP/RFI responses, commercial proposal, sizing and capacity estimation, cost benefit analysis derivation.
• Developed comprehensive account plan for key accounts included sales, ongoing customer support, training on software and custom solutions resulting in major up-sell opportunities.
• Reported results and trends and assessed output of clients' support team.
• Proposed improvements to achieve annual revenue targets successfully.
• Participated and represented the company at major regional and global industry events.

• Provided leadership, roadmap, and strategic direction for the Unified Communication Suite products.
• Responsible for the entire Messaging portfolio – $805M+ portfolio.
• Work directly with third party service providers such as Comverse (Israel), Amdocs (Israel), Hark (Israel), Yahoo! (Canada), Adaptive Mobile (Ireland), SAS (USA) and Syniverse (USA) among others.
• Ensured awareness of and alignment to business objectives with technical plans and directions.
• Evaluated, and selected appropriate service providers through RFP process, technologies, and services.
• Decision-making, contracted, negotiated and oversight related to strategic vendors.
• Leveraged governance models and related processes such as financial management, service level agreements, issues and risk management to ensure vendor performance fulfills business needs and satisfies obligations, commitments and responsibilities.
• Responsible for monitoring competitive technical and business activity in the marketplace.
• Developed and managed complex projects and product requirements, business rules and use cases with cross-functional teams – development, engineering, TO, marketing operations among others.
• Worked with external vendors – understanding and defining product roadmaps.
• Produced periodic project and product reviews, presented findings and recommendations to Exec. teams.
• Coached and supported direct reports – Messaging Analysts and Campaign Analysts.

• Successfully launched Globally new BlackBerry Instant Messaging and Email services.
• Established the direction for a more favorable agreement with Microsoft and Yahoo!, resulting in cost reductions of approx. $20M per quarter.
• Played a vital role in the launch of iMode Email with DoCoMo Japan.
• Worked with the heads of each department to identify system requirements, specifications, timelines, and costs that supported business goals.
• Roadmap, planning and strategic direction for BlackBerry’s Messaging Portal Communications suite and Mobile Applications for consumers, SMB and enterprise users.
• Owned the Technical and Product Management relationship (Worldwide) with companies such as Microsoft, Google, Yahoo! and AOL among others.
• Analyzed needs and defined system specifications, prepared gap analysis, documented and defined business requirements with functional specifications.
• Developed use cases, workflows, data models and data migration, and design concepts, interacting with teams to ensure successful development of requirements.
• Analyzed new Messaging technologies for commercialization and market distribution.
• Implemented “Unified Communications Single Sign-on” – Email & Instant Messaging for BlackBerry OS 6.0+.
• Worked closely with Legal and Strategic Alliances Teams on contract creations and re-negotiations.
• Coordinated monthly, weekly and daily communications with principal global partners.
• Worked with Channel Team in presenting Carriers new Messaging feature introductions.
• Administered contractual royalty reporting requirements related to Microsoft, AOL and Yahoo! – Email and Instant Messaging services.
• Participated in Royalty Reporting Analysis – payments dispute for royalty fees.
• Member of the Global Messaging Congress – participating and representing the company in different global industry events.
• Hired, coached and supported direct reports from the Messaging team.

• Formulated and owned the overall Messaging and data strategy roadmap for designated product portfolio – Social Networking, Instant Messaging, Email and Chat Rooms.
• Drove the lifecycle of mobile Messaging applications from initial concept through production launch and ongoing feature enhancement.
• Increased revenue in target segments using a phased/parallel delivery approach.
• Focused on immediate revenue opportunities and identified longer-term development and strategy requirements.
• Executed marketing plans including segment-based initiatives, channel campaigns, the development of marketing collateral, advertising, and other related deliverables.
• Planed, measured, and tracked success and financial performance by product and market segment – identify ongoing gaps and recommendations.
• Managed large cross-functional project teams from Engineering, BT Business Transformation, IT, Marketing, Training, Client Operations, and Sales Channels to launch wireless messaging and rich media services.
• Worked closely with vendors to deliver a high value product that meets the needs of customers – Microsoft, Yahoo, Facebook, Oz Communications among others.
• Generated complex business cases and defined detailed business requirements for new product initiatives. Reported project milestones and issues to the Executive team.

• Company Overview: Originally approached by the CEO of Yak Communications – a leading provider of discount international long-distance services - to manage the newly created Latin America Division.
• Recruited, coached and mentored a team of 12 direct reports.
• Developed a high-impact marketing strategy that propelled the company to the forefront of an intensely competitive and dynamic discount telecom market, positioning Yak as one of Canada’s fastest growing companies as identified by Profit Magazine.
• Established distinct B2B and B2C brand identities for product lines that included YAK VoIP, YAK Dial Around, YAK 1 Plus, YAK for Free and YAK for Business.
• Developed and routinized best practice approach and strategies for CRM implementations.
• Strategized with the corporate executive team on business planning and new business development, providing key input into tactics for maximizing market share and helping grow the company’s revenues from $20 million to $100 million over five years.
• Planned and administered a $10 million annual marketing budget.
• Continuously monitored product performance against marketing objectives and competitor performance to ensure that critical targets were being achieved, adjusting pricing schedules & marketing strategies as needed to remain a competitive leader.