Javier Martinez Esparza

Senior exec with +15 yrs experience in Sales, Business Development, Business Operations and General Management in the IT&Telco industry in fast-growing start-ups and multinational companies. Expertise in new company setup and launch / growth of existing operations. Virtual / cross-functional teams management. International background.

Business Development Director
Madrid, ES
[email protected]


 Lived for 5 years in a foreign country

 And spent 3 months in Antarctica during my military service

 Learned 3 languages

...before the age of 24 

 Backpacked across 30 different countries in Europe, Asia, Africa and South America


Senior Sales Director 2016 - Present

Asurion is the biggest handheld protection service provider to mobile operators across the world. It has +14,000 employees, 6b U$ annual revenue, supporting over 280 million consumers across America, Europe, Asia and Australia.

  • I am in charge of introducing into the european market a brand new Premium Support Service to the ecosystem of smart devices connected to the operator broadband service.

Experiences 00 00@2x 504900dc09d82f711fdb54cf5763251cab5193a844856da978b2b8f3907ecd5a

Managing Director, South Europe 2013 - 2016

Managed a team of 10 people and annual revenue of €18m. I started the company from scratch establishing a significant market share in the market and a relevant presence in Tier-1 carriers very quickly. Also managed the Global Relationship with Telefonica Group.

  • 1% Smartphone market share target for 2014 achieved already in June (6 months before yr end)
  • 12% market share in MVNO segment in Aug 2014. #1 non-traditional brand
  • 5% market share in Telefonica Spain in June 2015. #1 non-traditional brand

Experiences 00 01@2x 6daa47d1df70d315f129dcecdd562003831581c4cdd8f9c819aa22d4a24ae150

Regional Sales & Operations Manager, Spain, Portugal & Greece

Country Business Manager, Spain

Business Manager, Vodafone Spain 2008 - 2013

Leading a Sales & Operations team of 7 and annual revenue of +U$500m. Ownership and execution of Regional business plan. P&L Control. Strategic planning including target definition and marketing budget allocation. Leader of monthly/quarterly business plan reviews. Cross- functional coordination with Marketing, Finance, Product Management to achieve targets. Pricing control.

  • FY11 revenue target 115% achievement
  • FY12 units YoY growth 165%
  • BB Spain enjoyed a 3yr hypergrowth period in units shipped: 500k FY10 to 2.5m FY12
  • I reduced Opex by 39% during 2012 and established marketing budget optimization procedures
  • BB grew from 5% to record 22% Smartphone market share in just 3 years
  • Vodafone Spain was the first carrier to launch a Consumer BB tariff in Spain 

Experiences 00 02@2x d08cb731546334ac3e784c5845e368719bba256a127be86e720a634d798b8bb9

Head of Business Development, B2B

Sales Manager 2004 - 2008

Leading a team of 25 account managers and sales execs, 6 sales managers, nationwide. Accountable for 50% of total revenue in the Enterprise Business Unit coming from voice services by establishing sales strategies designed to increase ARPU and voice sales, defining specific campaigns focused on products/services, proposing specific incentive models, identifying new business opportunities, closing strategic alliances with industry partners.

  • 2007 revenue target achieved 122%
  • Increased by 60% YoY value of voice sales per Account Manager in the Enterprise Business Unit
  • Increased 151% YoY ARPU of voice deals

Experiences 00 02@2x d08cb731546334ac3e784c5845e368719bba256a127be86e720a634d798b8bb9

Country Manager, Spain

Sales Director 2002 - 2004

Managed a team of 15 people. Meeting and exceeding company objectives in terms of sales, EBITDA and % growth. Definition of organizational structure. Closing deals with major Key customers and service providers. Meeting regularly with the board of Directors in Milan for reporting activities. Transmission of corporate values to Spain subsidiary.

  • Creation of 2 of the 3 Business Units, Carriers and Channel Partners
  • 2002 revenue target achievement 120%
  • 2003 revenue YoY growth 36%
  • Consolidation of revenue coming from Carrier BU through a 400k EUR deal closed with a major spanish carrier

Experiences 00 02@2x d08cb731546334ac3e784c5845e368719bba256a127be86e720a634d798b8bb9

Key Account Manager, B2B 2000 - 2002

Experiences 00 02@2x d08cb731546334ac3e784c5845e368719bba256a127be86e720a634d798b8bb9

Account Manager, B2B 1998 - 2000

Experiences 00 02@2x d08cb731546334ac3e784c5845e368719bba256a127be86e720a634d798b8bb9



 Value Creator







Education EU Business School - Bachelor Business Administration 1991-1995

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