Raul Fraile

About Raul Fraile

Commercially driven and versatile leader, repeatedly chosen to head complex, high-stakes initiatives that require innovative thinking and cross-organizational collaboration. Proven expertise in strategic marketing, outcome-based sales, product management, technology strategy, economic modeling, business analysis, and sales operations.Strong quantitative and analytical skills, with a track record of developing tools and calculators that quantify Total Cost of Ownership (TCO), Return on Investment (ROI), and other key benefits such as cost savings, time efficiency, risk reduction, and competitive analysis, delivering measurable value to customers and partners.Action-oriented, results-driven strategic thinker with a hands-on approach, recognized as a change agent for driving impactful transformations. Known for team building, negotiation, and communication skills, I lead by example, bringing influence, collaboration, and problem-solving abilities to each project. I’m flexible, enthusiastic, and driven by a natural curiosity to learn and excel.Extensive knowledge of networking portfolios from Cisco, Arista, HPE, Palo Alto Networks, Fortinet, Dell, Nokia, Ciena, and Juniper. Currently leading competitive analysis for all products and services at Juniper Networks.Expert in evangelizing and articulating strategies, products and solutions to customers and partners, with experience coaching teams on outcome-based selling and the MEDDPICC methodology.Broad international experience in Latin America, the USA, and Europe, across global, regional, and domestic roles. Bilingual in English and Spanish, with intermediate proficiency in Portuguese. Dual US and EU citizenship. Educational background includes a Master’s in Telecommunications Engineering and Computer Science, a Master’s in Business Management, and a Bachelor’s in Economics.Areas of expertise: Outcome-Based Sales Competitive Analysis Strategic Marketing Products and Services Alliances and Partnerships Business Development Sales Operations Go-To-Market Media and Analysts Relations Positioning, Branding, and Messaging Latin America Avid networker, open to all relevant conversations at r•••@raulfraile.com.

Experience

1. Director of Value Consulting and Sales Operations

   Hewlett Packard Enterprise

   Jul 2021 — Present · Miami, FL, US

   I lead a dynamic global organization that collaborates closely with account teams worldwide, generating revenue and delivering competitive and total cost of ownership (TCO) analysis while addressing customer pain points across all segments and regions.Focused on Outcome and Value-Based Selling, we combine deep technology understanding, financial analysis, and marketing expertise to drive quantifiable value for our customers and partners. As a customer-facing team, we manage the entire Juniper Networks portfolio, including Mist AI Campus and Branch IT management, Data Center & Cloud, Security, and WAN.Our efforts extend beyond Sales, supporting departments such as Product Development, Engineering, Sustainability, and Marketing.Supported over $1.5B in new sales over the past three years, managing more than 1,500 sales opportunities worldwide (Americas, EMEA, and APAC) across the entire networking portfolio. Currently overseeing 600 sales opportunities. These achievements underscore our commitment to delivering tangible results and driving business growth.I thrive in multicultural environments that demand diverse skill sets and foster collaboration across teams.

Education

• Universitas Telefonica

  Effective Negotiations

  2009 — 2009

• Digital Marketing Institute

  Certified Digital Marketing Professional, Digital Marketing

  2018 — 2018

• Universidad Nacional de Educación a Distancia - U.N.E.D.

  Master’s Degree, Business Administration and Management

  1998 — 2004

• Florida International University

  Senior Management Development Program

  2013 — 2014

• American Management Association (AMA)

  Leadership & Team Development for Managerial Success

  2013 — 2013

• Universitas Telefonica

  Customer Focus

  2011 — 2011

• Universidad Carlos III de Madrid

  Master’s Degree, Science, Technology Analysis and Management

  1998 — 1999

• Juniper Networks Programs

  LEAD Program for Director and Senior Directors, Business

• Universitas Telefonica

  Innovation and Creativity

  2013 — 2013

• Universidad Nacional de Educación a Distancia - U.N.E.D.

  Bachelor's degree, Economics

  1998 — 2005

• Florida International University

  Senior Management Development Program , Business Administration and Management, General

• Universitas Telefonica

  Leading Self

  2012 — 2012

Skills

• Business Strategy
• Wireless
• Wireless Technologies
• Mobile Technology
• Mobile Devices
• Telecommunications
• Fintech / Mobile Payments
• Strategy
• Latin American Business
• Voice Over Ip (Voip)
• International Business Management
• Strategic Marketing
• Ip
• Business Development
• Go-to-Market Strategy
• Internet Protocol (Ip)
• Marketing
• Value-Added Services (Vas)
• Product Marketing
• Mpls
• Global Business Management
• Product Management
• Strategic Negotiations
• Voip
• Channel Partners
• Start-Ups
• Managed Services
• Telco
• Marketing Communications
• Vas
• Mobile Communications