Databricks

Sr. Manager, Sales Development - LATAM

Executives as a Service (EaaS)

#OpenTalentEconomy #TaaS, #EaaS, Executive as a Service,Talent as a Service

Insider Founding Member

PipeLovers 💚

Membro

Atlas

Hired and developed a team of business development representatives for the LATAM region. Defined GTM strategy along with sales VP. Created a robust sales machine through new tools and processes. Developed inbound and outbound demand generation strategies, focusing on startups/scaleups, IT/tech companies e EE. Fostered a culture of results, using CRM and data to make decisions. Coached and developed sales teams using methodologies as GROW, Challenger and SPIN. Created and implemented playbooks and frameworks.

Increased productivity per Rep by 340% QoQ on average (# SQOs), delivering QoQ consistent pipeline generation growth (+153% QoQ), achieving 100% of sales target last quarter, with a 52% contribution from business development teams.

Business Development Director - LATAM

Intuit

Led a team of +15 Account Executives and Sales Development Representatives, focusing on selling our SaaS offerings to both new and existing customers. Set go-to-market inbound and outbound strategies and implemented processes and playbooks. Set the foundations of sales teams and fostered an operational excellence sales environment based on the solution selling approach, raising the bar on prospecting, forecasting, cadence, and account management. Managed total sales funnel and maintained strong pipeline management and forecast accuracy. 

Over-delivered 120% of sales quota, doubled ARPC YoY. Increased AEs and SDRs efficiency by 200% YoY (#deals) while maintained high conversion rate levels (>40% full sales funnel)

Sr. Sales Manager

Led Brazil's Service Delivery team to accelerate customer adoption and engagement, driving success by meetings customer’s needs through our platforms;
Ensured an awesome experience in each step of the customer journey, from adoption to expansion;
Developed a highly collaborative and safe environment within a very diverse sales team;          
Fostered a "customer-first" mindset, starting from customer's perspectives and delivering against their business objectives and needs.
Collaborated with multidisciplinary teams (analytics, sales ops, strategy, sales and marketing) on delivering critical projects and processes to enable Sales org in Brazil;
Created and implemented ongoing and retention business units, responsible for increasing BR Active use by 16% and retention rate of 90-days by 12%.
Created account management process, with upsell deals being responsible for 50% of all deals.
Fully implemented 85% of all customers projects, and decreased implementation cycle by 50%.

Value Delivery Manager

Leading a team of Business Development Managers, assigned to a specific piece of Sao Paulo city. defining and executing sales strategies and integrated campaigns to win small business customers through Accountants in Practice.
Team responsibilities include generating leads, managing a sales pipeline, closing new business, retaining and expanding the existing base and providing account management services to top firms in Sao Paulo.

Key attributions:

• Develop, implement and execute a sales strategy including specific stages and actions for pursuing, closing and maintaining large accounting firms on adoption of SaaS;
• Leverage customer and industry data from multiple sources in establishing and maintaining the strategy;
• Establish, monitor and report operational metrics needed to ensure success. Ensure team is delivering on metrics and taking corrective actions when applicable;
• Identify key skill sets needed for success and provide the team with feedback and coaching to master the skills. Recruit, coach, retain and performance manage the team against these key skill sets;
• Maintain a high-quality opportunity pipeline with accurate data on firms, volume potential, sales cycle stage and next actions. Pipeline must provide confidence the team can exceed annual goals. Performance manage personnel not achieving goals;
• Establish and execute on Territory Business Reviews (TBRs) setting strategy and measuring progress for each sales territory.

Sales Manager

Oracle

Oracle is THE information company! We foster an inclusive environment that leverages the diverse backgrounds and perspectives of all our employees, suppliers, customers, and partners to drive a sustainable global competitive advantage.
Oracle is still the only player in the market where you can have it all: hardware and software engineered to work together, and cloud services from basic infrastructure to autonomous and intelligent applications.

Responsible for driving revenue and market share of an assigned territory, selling more than 80 different services and solutions, including Infrastructure, Database, Middleware, Big Data and Analytics.

Key attributions:

• Reach or exceed sales goals;
• Manage and articulate Oracle's sales ecosystem (Partners, VAD`s, ISV`s);
• Manage Oracle's SDRs focusing on pipeline generation;
• Develop account planning strategies;
• Engage multidisciplinary teams aiming to solve customer’s needs, developing
technical architectures and proof of concepts;
• Create and articulate compelling value propositions around Oracle products
and services;
• Connect customers business needs with Oracle products and services;
• Cross-sell and upsell Oracle’s solutions to existing clients;
• Ensure customer satisfaction;
• Build relationship with key decision makers.

Territory Account Manager

Responsible for MW, BI and Cloud sales to an assigned territory

Key attributions: 

- Build relationship with key decision makers;
- Reach or exceed quarterly sales goals;
- Manage and articulate Oracle's sales ecosystem (Partners, VAD`s, ISV`s) and develop sales strategies to cover the territory;
- Account planning for strategic accounts;
- Build and develop new leads generation strategies within Oracle's inside sales and marketing teams;
- Connect customers business needs with Oracle products and services;
- Cross-sell and upsell other Oracle solutions to existing clients.

Territory Manager - Middleware, BI & Cloud solutions

Understanding key business drivers and individual stakeholders needs from initial enquiry and market research stages through to solution proposal and negotiation. Responsible for understanding prospect's issues in order to develop solutions that help them deliver value to their organizations.

As a hunter, my goal was to close deals with new customers, selling the whole ADP local Portfolio - payroll and HCM solutions:

• Responsible for products and service sales to an assigned territory;
• Generated sales leads as well as closed new sales - always;
• Developed account planning strategies;
• Implemented sales strategies focused on customer's needs;
• Established and maintained strong relationships with both internal partners and customers;
• Cross-sell other ADP solutions to existing clients;
• Build relationship with key decision makers;
• Reached 110% of sales quota in last year.

District Manager

Stefanini

• Managing a business unit in RJ 
• Responsible for sales planning/strategy and delivery with P&L 
 • Hunt and farm new business across multiple industry verticals. 
 • Own the entire relationship cycle with targets and clients, from early prospecting stages through service delivery. 
• Sell and deliver a wide range of IT services
 • Lead large multidisciplinary teams in developing complex solutions to meet specific client needs. 
• Managed over R$10.000.000+ business with 60+ professionals and 7 major clients
• Responsible for creating the Business plan and strategy and ensuring implementation
• Own the end-to-end execution of the sales process (farming and hunting): team management, costs, profitability, pipeline, forecast, sales, planning, prospect new customers and strengthen the clients relationship

Ability to work collaboratively with both internal areas and partners to develop complex solutions. 
KPI's management through Salesforce CRM.
 
Consultative selling for AMS, Application Development, CSC, MSS, ITO, BPO, Security and infrastructure solutions. 

Extensive IT background, developing complex sales and working with partners like SAP, Oracle, Cisco, IBM, Microsoft, Red Hat, Thomson Reuters.

Great Results: 

2013 - 120% quota achievement
2014 - 6.5 M in forecast - Sales champion first quarter

Business Manager

Selling (prospecting, cross-selling, and up-selling) and delivering (recruiting, managing and retaining people, and managing the service) Consulting Services (Software Implementation and Integration), Infrastructure and Application Outsourcing, Business Process Outsourcing, Training, Development Delivery Center, and Business Consulting (industry-specific consulting) to ensure proper and sustainable cash flow and profitability of the whole deal and business unit.

Global Trainee

Multirede

Responsible for designing and architecturing security solutions to customers. Technical proposal writing, review and presentation. 
POCs and assessments of security solutions (Cisco ASA, IronPort, ArcSight, Sourcefire, Fortinet). 
Deep knowledge of routing and switching,  VPN site-to-site and SSL, TCP/IP, AD. 
Working collaboratively with senior security consultants to design complex solutions such as security solution assessments, vulnerability analysis, penetration testing, customer’s architecture assessments and risk analysis.

Pre-sales engineer

CIPHER

Monitoring of all customer's environment, including the network, assets and links. Elaborate daily technical and analytical reports. Use of SIEM tools as Arcsight, SSIM and Envision. Netwok monitoring using Nagios, Opsview. Security incidents fast response. Configure SIEM tools, check and filtrate false positives. VPN Site-to-site and SSL, Incident troubleshooting and resolution.

Information security analyst

AI & ML | Sales & Growth Leader | Open Talent | Ex-Oracle

Experienced Sales Leader with +15 years of experience in IT and Sales, with expertise in consultative selling focused on cloud solutions.

Hiring, developing and retaining top-notch sales talents and coaching sales teams to thrive and succeed on a fast-paced environment. 

Excellent communication and relationship development at all levels;

Strategic thinker with a hands-on approach. Planning and implementation of go-to-market initiatives;

Strong pipeline management and forecast accuracy; 
Fluent in Portuguese, English and Spanish; 
Availability to travel.


Areas of expertise: B2B Account management | Account planning | Forecast and pipeline management | Cloud solutions | SaaS| PaaS | IaaS | Global Expansion | Growth | business development | Sales | Marketing | Generative AI

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