The University of Texas School of Law

Academic Law University under the Institute of State and Law of Russian Academy of Science

The University of Texas at Austin

Defense Language Institute Foreign Language Center

Creating Innovative Solutions To Accelerate Growth In A Competitive Global Market

Senior leader providing DevSecOps software supply-chain solutions, including AI and MLOps, for enterprise companies wanting to achieve improved efficiency, lowered costs, greater tool integration, increased developer happiness, accelerated time-to-market, and expanded marketshare.

JFrog

Director of Enterprise

Advantary is a full-service, stage-agnositic Management Accelerator™, working with pre-revenue to $1B+ public companies.

•	Advantary provides outsourced CxO services, including CEO, COO, CTO, CMO, CSO, CRO, and CPO.  We augment your management team long-term or short-term, full-time or fractional. 

•	Whether you’re looking to expand, contemplating a fundraise or major transaction, seeing sales stalled, needing help while recruiting, just starting up, or any of many other challenges, we’re here to help. 

•	We’re experienced entrepreneurs who have started dozens of companies, raised hundreds of millions of equity capital, and had numerous exits with returns for our investors.

Advantary Capital Partners

Partner - Digital Disruption | Corporate Growth

Executive leader driving business growth with the strategic alignment of all revenue-generating initiatives for sales, marketing, and product development, with Artificial Intelligence (AI), Internet of Things (IoT), and emerging technology solutions.

•	Served as senior management over sales and marketing teams for the Winjit Americas division, collaborating with fellow senior stakeholders in Operations, Product Management, Engineering and Finance to increase yearly ARR by 25%. 

•	Personally created the software platform, “Internet of Business” (IoB)™, incorporating emerging technologies (IoT, AI, Vision, and Blockchain), along with iPaaS and Composable Apps, to provide modular, and profitable technology solutions.

•	Architected an infrastructure of integrated business productivity tools, including MS Dynamics, VoIP, Sales Navigator, ZoomInfo, MailChimp, Engage, and multiple social media platforms, to increase revenue and data-driven decisions.

•	Empowered international teams with hands-on training, onboarded 30% faster, as well as built a culture of accountability and excellence, while expanding engineering, product development, and operations from 300 to 1000+ persons.

Winjit Inc

General Manager,  Winjit Americas

Accelerated revenue and market share growth of software solutions related to Internet of Things (IoT), Artificial Intelligence (AI), Vision, and Blockchain, in preparation for expanded RIB investment towards the growth of the Winjit Americas division.

•	Grew and coached the national sales team for the Americas division, with direct and strategic partner initiatives across five industry verticals, resulting in 42.6% revenue increase required for Schneider Electric to finalize RIB takeover in July 2020

•	Performed in-depth technology and market analysis of key verticals to improve market strategies for generating 35% higher lead capture rates,  40% improved pipeline expansion, 60% increase in deal size, and 25% higher close rate of deals.

•	Lead all marketing initiatives to improve customer experience and retention rates, using social media, paid digital media, intro videos, content marketing, and PR, including the launch of a new website and a Sales IQ online chat platform.

•	Served as corporate presenter and keynote speaker at technology and marketing events, representative for public relations, and senior delegate at enterprise customer meetings, as well as presenter for corporate videos, voiceovers, and digital ads.

Vice President of Sales and Marketing, Winjit Americas

Launched initial software product solutions into the U.S. and LATAM markets for Indian company, leveraging the Internet of Things (IoT), Artificial Intelligence (AI), and Blockchain technologies, in preparation for strategic investment opportunities.

•	Created Go-To-Market strategies, contracts, and SaaS pricing models for AI/IoT software product and services sales, including the coaching of direct and partner sales teams regarding prospecting, qualification, demos, and negotiations.

•	Achieved new customer acquisition of over 150 companies, 50 government partnerships, and $6.2M in pipeline expansion, with Industry 4.0/5.0 solutions for manufacturing smart construction, smart agriculture, logistics, and healthcare verticals.

•	Positioned company for initial 15% stake by RIB Software, based on 7x expected earnings, to accelerate the integration of AI, IoT, and Blockchain into RIB Software solutions for the Architecture, Engineering and Construction (AEC) industry.

Vice President of Sales and Business Development

Provided business infrastructure for early-stage start-ups, and corporations launching a new product or service for cloud technologies related to Artificial Intelligence (AI), Internet of Things (IoT), SaaS, PaaS, and DevOps.

•	Achieved 115% of corporate revenue target and $20M of pipeline across 10 clients and 5 industry verticals.  Closed $7.2M
ARR new product VoIP platform, as well as improved go-to-market strategy, and new sales methodologies.

•	Achieved 25% revenue growth for event and training management client via strategic market assessment and product marketing, including application integration with strategic partners such as Salesforce.com and Oracle.

•	Supported acquisition and launch of $500M SaaS logistics platform through the recruitment of the 8 core developers and executive team members, while ensuring full onboarding and alignment with corporate vision and culture.

•	Ensured successful market launch of new mobility platform supporting enterprise cloud networking solutions for $160M public technology company competing with Cisco and HPE, through accelerated recruitment of 8-person developer team.

Innovate Global, LLC

Chief Revenue Officer (CRO)

Provided enterprise-grade Artificial Intelligence (AI) and Internet of Things (IoT) software for SaaS enablement of smart home and smart building solutions, for unified connectivity, control, and analytics of mobile and cloud service applications.

•	Managed international sales team to achieve 103% of quota, close $1.1 M in new revenue, and 23% revenue growth.  Grew $8.4M in new pipeline with utility, telco, and health-care clients such as LG, Phillips, RWE, Deutsche Telekom, and Dell.

•	Developed strategic relationships with enterprise partners, including Atmel, Home Depot, RWE, and Tata Consulting.

•	Closely collaborated with CMO on Go-to-Market strategy, as well as on development of new products, positioning, and launch of SaaS IoT services related to energy efficiency, smart-home, health-care, and Industrial 4.0 solutions.

•	Globally expanded company into 12 countries, including legal and Salesforce.com infrastructure needed for scalability.

People Power Company

Vice President – Worldwide Sales and Business Development

B2B cloud-based (SaaS) platform, integrating Salesforce.com and middleware applications, to create a Virtual Gateway™ to manage specialized supply-chain solutions for high-value, time-sensitive, or oversized cargo.

•	Achieved 120% of yearly quota.  Closed over $35M in recurring revenue with 31% yearly growth.

•	Directly managed and lead sales, customer service, marketing, and business development team of over 20 individuals.

•	Acquired and managed over 100 enterprise customers for expedited logistics services to over 150 destinations.

•	Negotiated carrier contracts with multi-national airline carriers for international supply-chain across 50 countries.

•	Architected global recruitment strategy and collaborated with hiring managers to scale organization by 45%, including COO, Territory Managers, channel sales representatives, and administrative staff.

AEGIS Cargo Services, LLC

Vice President of Sales and Marketing

C-level and organizational consulting for rapid revenue growth and maket expansion through implementation of cloud-based technologies, sales methodologies, and go-to-market initiatives. 

•	Achieved 108% of quota.  Closed $28M in recurring revenue for clients across technology, medical device, and manufacturing verticals. Improved pipeline close ratio by 23% with SPIN/sales training.

•	Collaborated with executive stakeholders to drive full-cycle recruitment process timeframes for attracting top talent aligned with business goals, including CMO, VP of Sales, software developers, marketing, and manufacturing engineers. 

•	Responsible for executive-level talent negotiations, including salary negotiations and closing high-value candidates.

•	Implemented C-Level go-to-market strategy for revenue growth via new product development, product marketing, website development, and creation of targeted marketing campaigns.

Vice President - Sales and Marketing

Business-class VoIP solutions for small and mid-sized businesses, including data and networking, voice, security and MPLS, and Hosted IT offerings required for B-to-B needs.

•	Closed $21M in recurring revenue from VoIP sales to new customers.  Generated and managed ~$50M of pipeline, managing 20 account executives across multiple teams and sales channels.  
    
•	Increased Productivity-Per-Head by 150% and improved Close Rates by 40%, through coaching on value and solution-selling techniques, pipeline management, customer qualification, C-Level presentations, and ROI-based business cases.

•	Advised C-level and product management on Go-To-Market launch of 4 VoIP products for multi-channel revenue goals.  

•	Member of Sales Advisory Council, Executive Sales Planning Committee, and Executive Operations Planning Committees.

Covad Communications

National Sales Manager 

Carrier-grade internet solutions for global Communication Service Providers (CSPs), including Domain Name Server (DNS) engine and application infrastructure for network challenges of security, anti-virus, cache poisoning, and scalability.

• Generated and managed ~$11M of global pipeline. Closed $3.5M in revenue from DNS-network sales to new customers.

• Reported directly to VP of Sales to supervise sales operations; including Salesforce.com development, sales methodologies, deal qualification, and pipeline development. 

• Strategized with senior management and country sales reps on specific goals and priorities for new offerings by territories.

• C-level contribution for enhanced product management, marketing and business development for new lines of business. 

• Developed strategic and tactical planning with executive team to identify market trends and create solution-sales oriented value propositions aimed at increasing rapid penetration in global markets with ROI-based engagements.

Nominum

Sales and Business Development Manager

Service-oriented Architecture (SOA) business solutions providing integration, scalability, and improved end-user experience for companies with mission-critical data on legacy systems.

• Generated and managed ~$3.5M of pipeline. Closed $1.1M in revenue from direct solution sales to new customers.

• Experience with customer-centric solutions on platforms including IBM mainframe, AS/400, Hewlett-Packard and UNIX.

• Coached sales team on value-selling, including use of ROI and TCO spreadsheet for closing deals with higher close rates.

• Leveraged solution-sales techniques with business-oriented values such as increased employee productivity, improved customer satisfactions and streamlined infrastructure management.

• Interfaced directly with marketing and upper management for market analysis, and improved VAR/reseller relationships.

Micro Focus (formerly NetManage, Inc.)

Senior Territory Manager

Executive-level business growth consulting for small-to-medium sized businesses to achieve rapid revenue growth through cloud-based technologies, improved sales methodologies, solution-sales training, and outbound marketing campaigns. 

• Increased revenue by 125% with development of three new lines of customer business. Improved profit margins by 30%.

• Strategically identified market trends and expanded customer base via business development with new partners.  

• Recruited and trained 5 new sales persons to increase revenue with solution-selling and presentation skills via telesales.

• Implemented and instructed on lean business processes and web technology to achieve increased profit margins, improve service response and maximized productivity.

ROMA Business Solutions LLC

Business Growth Consultant (SMB)

Enterprise software solutions to address big data, business intelligence/analytics, ERP, CRM, and application integration needs of state-and-local government entities.

• Generated and managed ~$12M of pipeline. Closed $4.1M in revenue from solution sales over 7-state territory. 

• Awarded “Oracle Direct Sales Rep of the Month” in May 2002. 1st place winner of Oracle Global Call Blitz competition.

• 1st place winner of nationwide Oracle Direct sales presentation competition on 9iAS. 

• Keynote speaker for Oracle Q4 Sales Kickoff 2003. 3-Time winner of “Best Speaker” Oracle Toastmasters Award. 

• Negotiated state contract amendments for Wyoming, Utah, and Idaho, for addition of new licensing and partners.

Tony Loaiza