JOHN ROBERT Q. GURAY
itsme@johnroeguray.com
MANAGEMENT & OPERATIONS EXECUTIVE
Uniquely positioned to apply multifaceted technical experience, expertise in all phases of product management and operations lifecycle, strong team-management background, and extensive track record of innovation and success to enhancing your firm’s bottom line and identifying opportunities for accelerated growth.
PROFESSIONAL PROFILE
- Senior entrepreneurial executive with more than 20 years of experience sales, marketing, operations, consulting and personnel management roles for leading companies
- Strong and results-oriented leader with motivational management style, and reputation for building and retaining highly motivated teams resulting to efficient execution of strategic plans
- Solid relationship management background, functional experience in operations management, and expertise in technology and digital solutions and transformation.
AREAS OF EXPERTISE
| General/Operations Management P & L Management Digital Business Transformation Customer Relationship Management Channel Development and Management | Revenue & Profit Growth Strategic Business Planning Artificial Intelligence in Digital Transformation Churn Management & Analytics Contact Center Management |
PROFESSIONAL EXPERIENCE
Sales Business Development Manager/Service Provider as a Channel Lead, Cisco Systems Management B.V., 2019 – 2024
- Responsible for the overall strategic direction, service creation and go-to-market plan for partner service provider as a major Cloud and Service Provider Channel partner for Cisco.
- Spearheaded the expansion of Cisco Managed Services offerings, including Managed Catalyst SDWAN, Managed Meraki SDWAN, Managed SSE/Umbrella SIG, Managed LAN Switch, Managed Smart Cameras, Webex, and ThousandEyes as-a-Service, among Service Provider Partners.
- Led the generation of $43.2 million business over 5 fiscal years resulting to a 145% growth of the Cisco Managed Services business (versus fiscal years 2015 to 2019).
Business Broker, LINK Business Broking Philippines Inc., 2017 – 2019
- Developed a pipeline of $52 million worth of selling price of businesses in less than three weeks from the completion of the Broker Training, almost $18 million of which were acquired in the first three weeks since.
Founder & Chairman, Three Rivers Management Solutions Inc., 2014 – 2019
- Expanded the initial lines of businesses (Consulting, Learning & Development, Start-Up Solutions, and Vendor Management) to include Online Presence Management and partnerships with multiple companies for public learning and development offerings.
- Increased the company’s footprint globally with client engagement and partnership expansions outside of the traditional regions (North America, ANZ, United Kingdom) to include Europe (Switzerland, Lithuania, Turkey, Ukraine) and Asia (Hong Kong, Singapore, Thailand, India).
- Drove the pioneer Online Presence Management projects that led to election of 60% of the candidates and Party-List organizations served and jumpstart the digital transformation of multiple reseller-partners of the leading global software company’s Philippines unit.
Vice President of Operations, TeleDevelopment Services Inc., 2013 – 2013
- Delivered 17% revenue growth and 32% gross profit margin increase versus the same period in the previous year
- Completed rationalization programs for the Recruitment and Training service delivery departments including organizational reconfigurations, functional rationalization and variable compensation schemes.
- Established the Corporate Marketing department across TeleDevelopment and its affiliate BPO Career Hub and conducted the re-organization of the Business Development department including the redefining of roles and functions, recalibration of sales incentives and reconfiguration of the sales organization.
- Jump-started the competency development program review, salary structure reconfiguration and job-leveling structure of the company.
SME Channel Management Head, PLDT Inc., 2011 – 2013
- Led an organization of more than 70 people to execute strategies that deliver more than $180M in billed revenues.
- Increased incremental monthly service revenues by 66% to $100,000/month ($7.8 million in equivalent annualized revenues) from alternative and non-traditional sales and marketing channels nationwide, including 3rd party channels, virtual sales and telesales operation, and the 130 PLDT Business Offices nationwide.
- Maintained churn rate within industry standard at 13% in 2011, decreased churn by 21% year-on-year (retention of $5.14 million in revenues) in 2012.
- Improved accounts receivable collection rate by 9% to 92% in 2012 for those aging more than 90 days through business support activities, managing analytics reports, and the 20-seat contact center operation of the Account Management Desk.
- Kept operating expenses at 7% versus annualized incremental revenues (85% versus budget).
*Previous experiences include various marketing and sales posts in PLDT Inc., Globe Telecom Inc. and ePLDT Inc., and Team Lead post at Yapster e-Trade, Inc.. Started professional career as the Political Affairs Officer III of Representative Nancy R. Cuenco (2nd District of Cebu City) at the House of Representatives in 1999.
EDUCATION & CERTIFICATIONS
- Bachelor of Science in Electronics & Communications Engineering, De La Salle University-Manila, 1999.
- AIM Management Development Program, Asian Institute of Management, 2012.
- Certified Business Consultant, US Institute of Diplomacy and Human Rights, 2024.
- Certification in Digital Business Transformation Management, CXO Transform, 2024.
- Certification in Artificial Intelligence in Digital Transformation, CXO Transform, 2024.
ADDITIONAL INVOLVEMENTS
- Treasurer, Cisco Bureau of Employee Affairs, 2022 – 2024
- Lead, Cisco Health and Wellness, 2020 – 2022
- Pioneer, Cisco Pavelka, 2020 – 2024
- Chief Visionary Councillor, Caribbean ASEAN Council, 2018 – present.
- National Executive Vice President, National Federation of Student Councils, 1999-2000.
- President, De La Salle University Student Council, 1998-1999.
- Student Chairperson, Association of Christian Universities & Colleges in Asia-Pacific, 1998.
- Convenor/Co-Founder, Union of Catholic Student Councils, 1997-1998.
- College Assembly President, DLSU Engineering College Assembly, 1997-1998.