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manuel martinez iv


sales. small biz. enterprise. government relations.

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manuel martinez iv


sales. small biz. enterprise. government relations.

driving values


Why. How. What.

driving values


Why. How. What.

driven or driving

What would you rather be?

One is reactive - the other is intentional. One adds value - the other is a cost. This is why I'd rather be driving. Below are the core values that I drive. Driving these values equalizes the playing field, changes the way others play their game, and elevates The Game at the same time.

include

Equalize the Playing Field. Round the Table.

Inclusion solves the toughest problems. Go fast alone or go far together. Start by convening, connecting, then catalyzing creativity. Go beyond ethnicity and gender - introduce cognitive diversity - diversity of mind. Ask questions, wait your turn to speak, be respectful. Fight for underdogs. Equalize the playing field. Round the table.

EDUCATe

Learn what you love. Add Value. Level Up.

Education is vital to any success. From nonprofits to startups, government to public companies, sales leadership to product marketing. Analyzing the political terrain to current and future competitors. Learn constantly. Seek proof. Learn what you love. Venture the unknown. Add value. Level up - earn the cap.

ADVOCAte

Listen Carefully. Unite and Amplify Voices.

Advocacy means a lot of different things to a lot of different people. To me it's simple - the Latin roots of the word literally translate as 'add voice'. Activate corporate and individual citizenship. Collect and relay feedback about value delivered. Study customer behavior. Listen carefully. Unite and amplify voices.

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CHALLENGE

Challenge Status Quo. Offer Unique Insights.

Challenging is critical to navigating complex sales and negotiations. Learn deeply about customer experience, reframe their perspective of the world outside, and direct their success through custom-tailored solutions. Unique insights rule. No more thinking outside the box - feel outside their heart - think outside their brain. 

 

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experience


sales. small biz. enterprise. government relations.

experience


sales. small biz. enterprise. government relations.

Forever curious

 

"An ambitious, well-informed, and astute professional."

- Mountain View Chamber of Commerce, Executive Search Committee
 

From managing award-winning multi-million dollar sales teams to selling government relations as a service to tech executives - my career impact is the result of a relentless quest for learning and self challenge. The efficacy with which I carry out my objectives and achieve my goals is possible by being intentional, focused, and discerning about how I build on my experiences and how I leverage my talent and skills.

 

Ambassador - cyberThreat Intel

May 2017 to Present

Mission: Secure our way of life in the digital age by democratizing cybersecurity and preventing successful cyberattacks.

Cyberattacks are increasing in their sophistication. Modern attacks are highly-targeted, automated, and persistent - pursuing both small and large targets. These attacks can generate hundreds of millions of dollars in revenue (ransoms) for their authors, but cost businesses and their customers even more. Plus, the efficacy with which attackers carry out their objectives is also increasing because they collectively pool their resources - driving the cost structure of their business model downward.

At the same time, consumers and organizations are creating exponentially growing digital footprints - increasing the surface that an attacker can target. This relationship between our expanding civic attack surface and the increasing scalability of delivering modern cyberthreats means that our way of life in the digital age needs to be secured more today than ever before.

To deliver protection at civic scale, we need to drive the price of cybersecurity downward - we need to democratize its access. When my mission is achieved, small businesses and homes will have access to enterprise-grade next-generation cybersecurity.

This is my first foray into tech. My objectives: Command the language. Exceed expectations. Scale quality metrics through operational excellence.

125% attainment Q1FY18. 100% attainment Q2FY18.

Word Nerd

2004 to Present

Small business, nonprofit, and personal branding consultancy named after my own professional story. Inspired by challenging the status quo through an intentional combination of hard work and smart work. Creator of The RaaW Résumé - dynamic and experiential next-generation résumés that command attention.

Client Services Director

December 2016 - March 2017

Commissioned for experimental inside sales and marketing role in boutique Silicon Valley law firm. Converted process-centric client conversion cycle into human-dynamic sales and service cultures. Creatively incorporated Challenger Sale® and cinematic storytelling techniques into formal sales process. Co-developed founder’s statement, modeled after Simon Sinek’s Golden Circle® from ‘what’ to ‘why’. Accelerated conversion rate across lead qualification and buying cycle stages - delivered 200% ROI.

Opportunity Director

August 2011 - November 2016

Business-to-government relations. Sold Government Relations-as-a-Service (GRaaS), driving the local economy. Convened, connected, and catalyzed business community stakeholders and leaders - unifying and amplifying their voice to local and regional policy makers and administrative staff. Collaborated with public-sector stakeholders to meet the goals of their administration and the needs of the constituencies they represent.

Identified business goals and challenges for Silicon Valley organizations all sizes and industries. Directed them toward the opportunities within or outside of our organization to help them best achieve those goals and overcome those challenges. Advised the launch and growth of economic and workforce development initiative Mountain View Working Scholars.

Increased top-line membership revenue portfolio by 20% throughout career. Increased new member acquisition by 50% YOY and overall membership base by 23% (2016). 137% career on-target-earnings.

2017 W.A.C.E Conference planner and speaker. 2016 W.A.C.E Academy Graduate.

 
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Sales Manager

July 2010 - July 2011

Set the tempo on a fast-paced sales floor generating $3.5MM in annual revenues by upholding and executing exceptional service standards. Promoted six months in.

Local business enterprise certification unit intern

May 2009 - June 2009

Now a part of the Contract Monitoring Division, San Francisco's Local Business Enterprise Certification Unit was a Human Rights Commission agency responsible for administering The City and Count of San Francisco's Administrative Code Chapter 14B. The letter of the Code was designed to give SF-based businesses a competitive advantage in bidding for government contracts by granting them Local Business Enterprise status and a 10% discount on their bids. In the spirit of the law, local tax dollars are be spent locally - strengthening the local economy.

Government-to-business relations. Collected and confirmed completion of applications in adherence to the Code, certifying over 30 LBEs. Workflow included reception of current application, initial review for completion, email and phone follow up to request more information or confirm completion, site visit, written recommendation to Executive Director, close application with notification of decision.

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Sales Manager

June 2004 - March 2009

#1 Nationally ranked sales team in revenue and units volume. AT&T West Region Summit. Three time West Region President's Club. 175%+ attainment.

Nurtured and developed diverse sales teams in Palo Alto, San Mateo, and San Bruno. Palo Alto team cooperatively generated approximately $7MM in annual revenues.

Co-launched the West Coast's first signature Experience Store in San Bruno,CA - lead team to the highest customer satisfaction rating in the San Francisco Bay Area.

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education


political theory. comparative politics. public administration.

education


political theory. comparative politics. public administration.

 
 

Bachelor of arts, political science

2011

dean's list. volunteer. mentor

 

references


it's not about who you know...

references


it's not about who you know...

...it's all about who's willing to put their name on you...

..and they do it because of what you know, how you acquire that knowledge, and what you do with it. These executives and professionals span industries ranging from tech to healthcare and city government to small business. They have worked with me first hand and can attest to my leadership and abilities.

KEN ROSENBERG  Council Member / Financial Advisor  City of Mountain View / Morgan Stanley

KEN ROSENBERG

Council Member / Financial Advisor

City of Mountain View / Morgan Stanley

CECILE CURRIER  CEO/VP Community Benefit  CONCERN EAP/ El Camino Hospital

CECILE CURRIER

CEO/VP Community Benefit

CONCERN EAP/ El Camino Hospital

TONY SIRESS  CEO  Mountain View Chamber of Commerce

TONY SIRESS

CEO

Mountain View Chamber of Commerce

CYNTHIA RUST GREAVES  Communications Manager  Mountain View-Los Altos Union High School District

CYNTHIA RUST GREAVES

Communications Manager

Mountain View-Los Altos Union High School District

OSCAR GARCIA  Founder & Chief Engagement Officer  Aspira

OSCAR GARCIA

Founder & Chief Engagement Officer

Aspira

DIANA BAUTISTA  Government and Community Relations  Packard Children's Hospital at Stanford

DIANA BAUTISTA

Government and Community Relations

Packard Children's Hospital at Stanford

SOPHIE ALCORN  Founder and Owner  Alcorn Immigration Law, PC

SOPHIE ALCORN

Founder and Owner

Alcorn Immigration Law, PC

TIM BIESER  VP of Finance and Operations  Study.com

TIM BIESER

VP of Finance and Operations

Study.com