The People Behind the Tech @ ECI (Part 7)
Gabriel Quiroga – Head of Channel Sales LATAM
This week I had the opportunity to talk to one of the nicest guys on our sales team, Mr. Gabriel Quiroga. Gabriel joined ECI less than 2 years ago, and it is already hard to imagine the sales team without him. While Gabriel came to us from an adjacent industry, he has caught on quickly. And lucky for us, I think he is very much enjoying both his role and the company. Read for yourself.
A bird’s eye view
Status: Married + 2 kids
Tenure: Almost 2 years
Q: 4 Things no one knows about you
- I am a happy guy, maybe it’s because I like to spend time with my family, being with them, cooking for them, playing with the kids.
- Love to barbeque, in fact every weekend during the summer I have a BBQ. My friends actually laugh at me, but I believe that you can give a lot to the people you love by cooking.
- I love sports, in fact I have been practicing Aikido for 20 years now.
- I read as much as I possibly can, right now I am reading a book on psychology.
Q: What does your role entail?
My role in fact is coordinating the channel business in Latam. In other words I:
- Prepare, and
I recruit new partners, prepare them so that they can represent ECI and enable them to be an extension of our business, here in Latam. For sure I need to align these efforts with the local sales team, as well as with the extended team in HQ, in order to make sure we are working together as a team.
My role, and our base of partners actually differs by country. In some countries, where we have a smaller presence, we need to find and recruit the appropriate partners. For others, it is more about working with established partners and helping them achieve their goals. This is true, for both our traditional product lines, as well as our newer product families.
And let’s not forget that I need to coordinate all the marketing activities with channels. I am a big believer in that we need to do the right things, but also promote that we are doing the right things. Joint marketing is all about promoting our partnerships, our commitments and our joint activities.
Q: How did you come to work at ECI?
After I left my previous company, a head hunter called me and introduced me to this opportunity. This is the first I heard about ECI, so I searched for information, called colleagues and such. I learned that I knew some of the ECI team in Latam.
What I saw encouraged me. I saw a huge opportunity in the market – but also many challenges. I am a sucker for challenges – I like to help companies penetrate and expand the business, and this looked like the type of position which would enable me to do the things I loved.
As I talked to more of the people at ECI along the way, I learned that teamwork was a big value. I was looking for a career with more teamwork. So I joined, and have not been disappointed, not with the challenges, nor with the teamwork.
Q. What do you like most about working at ECI?I really like the teamwork, it is the basic facet of our success. I mean we have awesome products, and awesome commitment, but the best place to differentiate ourselves is in how we work together as a team. Can’t say for other regions, but here in Latam, we have a great team. Together we have expanded the business in all aspects.
Q: Success Story
One of the countries where ECI had very little presence when I joined, was Peru. Lucky for me I knew a relatively large system integrator in the country from one of my past jobs. I knew that the partner, had very strong business in adjacent categories, but that they had always struggled with the transport. I called them and asked for an opportunity to present ECI and our capabilities to the company.
I began by engaging with the execs and getting exec buy in. Afterwards I presented to the portfolio and even the technical sales folks. Once they were hooked, we started to put together a short list of target customers and prospect. For each we put together possible solution, and a presentation targeting applications like smart cities and cyber security.
Today I can report that key customers in Peru know about ECI and that we are actively engaged on a number of accounts. We have built a strong pipeline, and will likely close our first deal together in the coming months. In retrospect, we have taken the right steps and are going in the right direction.
But it wasn’t just me. It was the entire ECI team, our local team, and even our specialists from HQ. I received all the support I needed, from everyone along the way.
Q. How have your challenges changed over the years?
I know the team is actively engaged with a number of service provider customers, but I’d like to take this opportunity to talk about a different sector – utilities. One of the major factors impacting this sector is ‘digital transformation’. Today, perhaps due to IT/OT convergence, more and more utilities are laying fiber in the ground. They realize that their connectivity needs will only grow over time, and this is something better served by a more robust optical layer.
Using this trend as a starting point, I believe we should promote our solution as the enabler of this digital transformation. I’m not only talking about our transport solution, but also our NFV and cyber solutions. I have been working with our channel partners to position ECI as a trusted advisor in this arena.
Q. In your opinion, how will the telecom industry change over the next 5-10 years?
Again, one of the key changes in Latam is in the utility space. The digital transformation that these utilities want to pursue is actually disrupting the market. And they understand that this will be facilitated by an ever more robust transport network.
I’ll give you an example, a mining company I talked to told me they don’t want to buy more routers and switches. They understand that their requirements overtime will only grow. They would like to be able to ensure better quality transmission for the ever-growing quantity of data stemming from a growing pool of applications. Going forward they need more: bandwidth, speed and connectivity. We are the right vendor to do that, a trusted advisor.
Q. How would your summarize your experience here?
We are working together to be number one. I feel that ECI is a family in almost every respect and that if we work together, we will succeed. Without a doubt!
Let’s finish with the questionnaire, which side of the following terms are you?
|Packet or optical?||Packet|
|Virtualized or software defined?||Software-defined|
|5G or 4G/LTE?||5G|
|Open-source or home-grown||Open-source|
|Service providers or non-service providers (utilities, etc.)?||Non-service provider|
|Disaggregation or integration?||Integration|