Salesforce

Strategic MuleSoft Account Executive

Responsible for the strategy, execution and growth of a Global System Integrator (GSI). Serving customers as a trusted advisor to deliver innovative analytics solutions targeted to their unique challenges and business outcomes.

Demonstrated sales management by managing upwards of 56 Analytics AEs (globally) to create an account strategy to align on messaging, use cases, POVs, and increase international sales into a complex business.

Effective use of LinkedIn and social media marketing to create brand awareness for Tableau and Salesforce.

Global Account Director, Tableau Global Enterprise

Leveraged territory and key account management to developed the overall account strategy, including research, account plans, points of view, forecasting, and business value hypothesis for Fortune 1000 accounts in my assignment. Demonstrated cross-functional team leadership by managing upwards of 30 Salesforce personnel inside each account to collaborate and develop POVs to prove to C-Level and key stakeholders an understanding of their business and provide immediate value at the first meeting. Handled the entire B2B sales process.
Worked with executive stakeholders to solve their strategic initiatives and problems by leveraging Salesforce's full portfolio of value-driven CRM enterprise software cloud solutions: Sales, Service, Platform, Integration, Data, HR, Marketing, Analytics, and Professional Services.

Enterprise Account Executive (Travel, Transportation, Hospitality, and Logistics Vertical)

Developed the overall account strategy, including research, account plans, points of view, and business value hypothesis for Fortune 1000 accounts in my territory. Responsible for managing upwards of 30 Salesforce personnel inside each account team to collaborate on accounts and POVs to prove to C-Level and key stakeholders an understanding of their business and provide immediate value at the first meeting.  Handled the entire B2B sales process.
Worked with executive stakeholders to solve their strategic initiatives and problems by leveraging Salesforce's full portfolio of value-driven Customer Relationship Management (CRM) enterprise software cloud solutions: Sales, Service, Platform, Integration, Data, HR, Marketing, Analytics, and Professional Services.

Client Account Director

Ricoh USA, Inc.

I was in this role because of my customers and the relationships I build with them.  When meeting with customers, I listen to what issues they have while asking the questions that reveal the full landscape and scope of the problem because a complete picture allows us to provide a solution that could solve multiple problems that the customer may not understand one solution can solve.   By bringing my team’s insights, hindsights, and foresights into play, we can bring simplicity to their complexity.

To illustrate our approach, I learned one of my customers was having issues in their Accounts Payable (AP) department.  Through multiple meetings with the customer, we uncovered problems not only in AP, but also in HR with on-boarding and regulatory headaches they had when being audited.  My team brought to the table a solution that streamlined their AP processes, gave immediate access to documents for audits, and would simplify their on-boarding to create a better employee experience.  After the implementation, the customer was amazed at the time that was saved, the better experience their employees had, and the cost savings generated.  In addition, we were able to bring a Digital Transformation in two departments by taking manual paper processes and digitizing them.

In this role, I was accountable for managing and growing market share as a trusted, strategic partner for large accounts with 1,000-10,000+ employees and establishing the Ricoh brand in new accounts. I lead an integrated, collaborative team of experts and engineers to identify and recommend new technology solutions that are scalable and consistent across the enterprise.

✔ Surpassed 100% of quota every year.
✔ Recipient of the Circle of Excellence Award, FY09, FY17, FY18, and FY19, for attaining top 10% in the nation.

Account Manager Enterprise Sales

Selected to take over a challenging territory with the majority of accounts in jeopardy of being lost by the company. Managed accounts with 20-100+ locations around the United States. Rebuilt and solidified relationships with enterprise accounts and large national accounts while securing future revenue producing opportunities.

✔ Ranked #1 highest producing Major Account Executive 5 consecutive years, FY 2011, FY 2012, FY 2013, FY 2014, and FY 2015.
✔ Surpassed 100% of quota every year.
✔ Expanded multiple high-profile accounts which didn't have expansion plans for next 5+ years outside of Florida securing national purchasing agreements for equipment including the addition of other product offerings beyond our core portfolio.
✔ Grew share of wallet opportunities in multiple accounts that previously only considered Ricoh for one type of product.
✔ Recipient of Circle of Excellence Award, FY 2009 for attaining top 10% in the nation.

Major Account Executive

IKON Office Solutions

Promoted, sold and serviced business accounts in the South Florida territory including document management, workflow, equipment, MFPs, and stand-alone solutions for large accounts spending over $100K annually. Identified new customers, built and maintained relationships with existing customer base and focused on long-term customer development. Recognized customer needs, identified new opportunities and translated these into IKON solutions.

✔ Ranked #1 highest producer for Net New Revenue, FY 2008.
✔ Generated 25% of the total revenues for a 10-member team quota, FY 2008.
✔ Surpassed 100% of annual quota in FY 2007 and FY 2008 despite adverse market and economic conditions.				
✔ Closed an average of 5.6 deals per month compared to marketplace average of 1.7.
✔ Recognized as #1 AE in South Florida for FY 2007 and FY 2008.
✔ Circle of Excellence winner for FY 2007 and FY 2008 for attaining top 5% in the nation.
✔ Developed and maintained an opportunity through relationship building with a company who only purchased two machines and turned the account into the #3 revenue producing account in South Florida.

Senior Account Executive

Initially hired as an entry level Sales Representative in the Fort Lauderdale territory accountable for marketing the entire product line from basic Multi-function Printers (MFPs) to high-end production systems. Emphasis on prospecting for new business and developing new clients in the small business sized business market (20 employees or less).

✔ Recognized as the #1 Associate Account Executive in South Florida each quarter and for FY 2006.
✔ Ranked #2 Associate Account Executive in the Nation for FY 2006.
✔ Rookie of Quarter, Q1 FY 2006 attaining 307% to quota.
✔ Recognized as the #1 Ranked Top Associate Account Executive for Q2 FY 2006 attaining 207% to quota.
✔ Achieved quota every quarter of every year.
✔ Circle of Excellence Winner for 2006 for attaining top 5% ranking in the country.

Associate Account Executive  

Vector Marketing

Opened and oversaw day-to-day operations of a district office including recruiting, hiring, training, and mentoring a sales force of 250+ that led to a top performing office. Developed the office business plan and mission statement, conducted weekly sales meetings, and held fiscal accountability for sales materials, advertising, rent, administrative staff, and inventory. 

✔ Awarded Record Breaker Plaques at the District, Office and Personal Sales level during November 2000, becoming the only manager to have accomplished that all in one month during the company’s 56-year history. 
✔ Recognized in 2003 for breaking the all-time Florida sales record for an office during the Summer campaign generating sales approaching $1MM.
✔ Consistently ranked in the Top 3 in office productivity in the Division every campaign.
✔ Developed three sales associates to management positions within the organization. 
✔ Seasoned public speaking / speaker at company conferences and events in front of groups as large as 1000+. 
✔ Increased sales by 24% in 2003, increasing average order size and upsells.
✔ Designed the Home & Garden trade show sales script for the organization implemented company-wide. Increased sales at shows by an average of 750% per rep.

District Sales Manager

Responsible for direct sales of the Cutco product line through pre-set appointments with customers in South Florida. Personally responsible for the creation of the sales program used throughout the Nation at Home & Garden shows, boat shows, and other convention center venues. Effectively leveraged existing customers for lead generation to create a significant referral base of new leads. 

✔ Ranked the #1 representative in the Division out of 10,000 reps, Fall 1996, Spring 1997, Fall 1997, FY 1997, and Spring 1998.
✔ Ranked the #70 representative overall in the company’s 56-year history.
✔ Recognized as the #12 representative in the Southern Zone out of 35,000 reps, 1997.
✔ Personally sold over $301,000 in product sales year-to-date FY2005 through direct customer sales.
✔ Created and networked with a client base of over 1000 customers.
✔ Maintained a 90% closing rate and an average order of $350 (company averages were 50% closing and $200 average order).
✔ Awarded “President’s Club” 15 times out of 15 opportunities.
✔ Awarded “Academy of Champions” in 1997, “Inner Circle” in 2000 and 2001, and “Topper’s Club” in 1998 and 1999.
✔ Awarded the “Malik Cup” 9 times, finishing as one the Top 25 representatives in the country out of 100,000+ reps each time.

Sales Representative

Strategic Account Executive at MuleSoft, A Salesforce Company

𝗔𝘄𝗮𝗿𝗱-𝗪𝗶𝗻𝗻𝗶𝗻𝗴 𝗦𝗮𝗹𝗲𝘀 𝗣𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹 with 15+ years experience in technology sales with a focus on Enterprise consultative selling in addition to 7+ years as a People Leader in Sales.  I help companies grow revenue through my versatile business growth experience and a deep-rooted passion for analytical problem-solving with a proven track record of delivering $300 million+ in cumulative revenue generation through multi-year contracts, across multiple industries by focusing first on my clients’ success.

𝗦𝗼𝗺𝗲 𝗲𝘅𝗮𝗺𝗽𝗹𝗲𝘀 𝗼𝗳 𝗺𝘆 𝗿𝗲𝘀𝘂𝗹𝘁𝘀 𝗶𝗻𝗰𝗹𝘂𝗱𝗲:

๏ Created a POV following extensive research/discovery that resulted in a digital transformation of a client’s business across Sales, Service, Marketing, Integration, and Analytics with a multi-year contract and 400% ARR growth.
๏ Won new logo account against six competitors by understanding customer and their problems and then grew the account from $0 to over $50M in revenue.
๏ Surpassed quota 94% of my sales career
๏ Led, coached, and mentored 250+ sales executives resulting in the #1 Sales Office (out of 40).

Additionally, when not focused on helping my customers, you can find me doing the thing I consider the most important part of my life and my driving force to be the best version of myself…spending quality time being a husband to my wife of 13 years and a father to my two amazing kids ( 8yo boy & 6yo girl.) 

I get excited about opportunities where I am able to collaborate with a team in the enterprise technology space that involves strategic planning, executive relationships, and consultative selling.

𝗖𝗼𝗿𝗲 𝗖𝗼𝗺𝗽𝗲𝘁𝗲𝗻𝗰𝗶𝗲𝘀
Strategic Planning & Execution | Sales Strategy Development | Market Research | New Business Development Strategy | Enterprise & SaaS Sales | Platform as a Service (PaaS) | C-Level Communication & Negotiations | Executive Relationship Management | Go-To-Market Strategies | Consultative & Solution Selling | Sales Team Building, Development, & Mentoring | Account Management | Revenue Growth | Contract Negotiations | Client Retention | Artificial Intelligence (AI) | eCommerce | Customer Service | Digital Experience | Marketing Automation | Big Data | Digital Transformation | Data Analytics

Marco Montecchi

Google

Head of Sales, Google Cloud East Region

Google Cloud Senior Account Executive

Supported the Google Cloud for Startups (GC4S) team, acting as the Southeast pod leader for VC and Startup engagement programs in the Southeast region, helping work across various orgs at Google and across different types of Googlers.

Startup & Venture Capital Engagement Manager

Focused on Enterprise Accounts in the Southeast

Previous Roles:
Sr. Account Executive - Commercial Sales - General Business, Sr. Account Executive - Commercial Sales - Mid Commercial, SMB Account Executive

Enterprise Account Director

Function Point

Achievement: 41% sales growth from 2013 to 2014 and 37% from 2012 to 2013 
• Direct the sales team by providing strategic planning and coaching
• Managed the entire sales process for both sales team and own accounts including RFPs
• Created yearly and monthly sales plans based on sales KPIs (CAC, LTV, sales conversion rates and churn) 
• Acted as a key member of the senior leadership team and directly responsible for making strategic business decisions related to all functions of the organization

Director of Sales

Function Point is a world leader in online timesheet, project management and invoicing software for the creative industries. The product is a multi-process solution that integrates operations by supporting client prospecting, project planning and management, staff time tracking and utilization, as well as invoicing with full integration to most common accounting packages.

• Led the international sales initiatives for web based technology CRM and workflow management system targeted to the creative industry 
• Employed consultative sales approach to identify prospects pain points and ROI
• Built rapport and product awareness through inbound marketing activities through Hubspot and various social media initiatives such as LinkedIn Group, Quora and web discussions

Infosys

• Produced competitive intelligence and analysis report on the transportation industry in order to assess competition, narrow scope of target client market, and understand rival products

• Conducted comprehensive industry and market research analysis to produce sales strategy as well as identified and recommended potential clients for North America and Europe

Summer MBA Associate

• Supported the sales force to accelerate growth of targeted international opportunities in the West Canada division
• Managed successfully a CDN $20 million export air portfolio 
• Coordinated the implementation of export conversion and penetration accounts in the district 
• Educated and mentored the sales force to improve the International Business acumen
• Analyzed competitor strategies, capabilities and pricing patterns in order to position UPS products more advantageously   
• Developed partnerships with US and Canada Customs and organized export seminars

Senior Account Executive / Western Canada Export Accounts

•Managed CDN $ 3.5 million sales territory and outperformed sales target by over 12% in six months 
•Developed sales and service strategies to maintain and expand UPS’ business in assigned district key accounts
•Established strong relationships with key decision makers and negotiate contract pricing
•Responsible for the involvement of UPS resources in the key account sales process

Key Account Executive

Delco Elevator Products

• Negotiated sale terms with manufacturers and suppliers in the Americas, Europe and Asia
• Managed all customer relationships, sales and logistics (including physical inventory and drop-shipments)
• Sole partner responsible for all sales developed in the Latin America region
2003-2004     Account Manager
• Performed international market research for technological trends, new products and suppliers
• Responsible for trade shows in U.S., China and Germany that resulted in new relationships with customers
• Spearheaded sales in Canada, U.S. and Europe to elevator contractors such as Otis, Schindler and Kone

Business Development Manager

Swatch Group

• Transacted all sales to 35 retail stores in 9 major cities in Northeastern Brazil 
• Won “Best Salesman in Brazil” award for growing annual Northeast region sales by 30%
• Selected to analyze sales data for all of Brazil and recommend strategies to Swatch Latin America CEO
• Monitored retail stores’ product presentation and sales techniques; educated stores when necessary
• Projected demand by SKU and location and maintained detailed database of historical transactions

Account Executive

Hamburg Sud

• Grew annualized logistics services revenues for state of Bahia from US$9.1m to US$11.2m (23%)
• Managed relationships with key customers and supervised ongoing shipments worldwide

Sales Executive

Credicard

Analista de Planejamento

Intern

Global Enterprise Software Sales Leader with 20+ years of experience in closing complex deals with C-level executives across a variety of industries, including Media, Retail, Real Estate, Professional Services, and High Tech. Proven track record of success at notable companies like Google Cloud, Salesforce, Infosys Technologies, UPS Canada, the Swatch Group and Hamburg Sud.

I am passionate about helping digital native organizations and startups succeed. I have extensive experience working with these types of companies and understand their unique challenges and opportunities. I am also a strong advocate for innovation and disruption, and I believe that digital native organizations are the key to driving change in the world.

Specialties

Enterprise Software Sales
Complex Sales Cycles and Presentations to C-Level Executives
High Tech
Media & Entertainment
Retail & CPG
Supply Chain and Logistics

International Experience

Worked in the US, Canada, Brazil, and India, and also spent time in Europe and Asia.
Fluent in English and Portuguese.

Twitter: https://twitter.com/lwfmaia

Leonardo Maia

Fantastic to see our customer, Qencode, at Web Summit this week in Lisbon! 

Their AI-powered transcoding is a massive win: 60% smaller video files = better performance, lower costs and a greener footprint.

 Game-changer for video at scale.

 #WebSummit #GoogleCloud

Looking forward to seeing everyone in Lisbon. If youre in town, let's meet!

taplio

The Battle

Marco Montecchi

Leonardo Maia

Followers

Posts

Engagements

Likes

Performance ScoreLeonardo Maia's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Marco Montecchi

Leonardo Maia

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Leonardo Maia's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreLeonardo Maia's LinkedIn Performance