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Work Background
DXC TechnologyManager Solutions Sales (LATAM)
Aug. 2023BrazilEssential Job Functions:
• Assist in the development and execution of the sales enablement strategy, focusing on alignment with sales objectives.
• Contribute to the design and delivery of sales training programs, assisting with content development.
• Work closely with sales leadership to assess training needs, prioritize areas for improvement, and implement solutions.
• Analyze sales performance data to identify opportunities for enhancing sales processes and provide recommendations.
• May manage a team of sales enablement professionals, offering guidance and support.
• Participate in the selection and implementation of sales enablement technology solutions.
• Collaborate effectively with cross-functional teams to ensure seamless integration of sales enablement programs.
• Monitor and report on the effectiveness of sales enablement initiatives to senior management.
SurecompGeneral Manager - Americas Ops
May. 2016 - Apr. 2023Chile• 204% target achievment in 2022; • Reorganization of Project Delivery and Support teams in Argentina and Chile, achieving an increase of Customer Satisfaction and reducing employee turnover;
• Managed a consolidated team of +50 employees.
• Transformed financial results from long time loss to sustainable profit (27% in 2022);
• Participated on M&A activities (due diligence and handover) related to business unit in Argentina.
• Responsible for a consolidated revenue of the region, including Software implementation (on premise and on cloud), Production Support and Professional Services supporting +30 banks in 8 countries (Latam and USA).
BRQCountry Manager - Chile
Jan. 2015 - May. 2016Chile• Setup of BRQ operations in Chile, including hiring service providers (accountant, lawyer, office, etc);
• Channel partner management with key IT partners (IBM, Microsoft and Oracle)
• New sales activities including cold calls, marketing events and visits to prospects.
• Commercial focal point to BTG Pactual Chile, responsible for a positive EBITDA in the first year
TycoCountry Manager - Security Products - Brazil
Jul. 2012 - Oct. 2014• Channel Partner management responsible to hire new distributors, resellers, and system integrations in the region.
• Marketing management including media (traditional and social), road-shows and participation (booth) at ISC, EXPOSEC and other important events.
• Increased Tyco Security Products revenue in Brazil in +200% as results of new Channel Partner Program implementation (distributors and resellers)
• Implemented Reverse Logistics program to cover product warranty in Brazil
Tyco InternationalDirector, Business Development - Emerging Markets (Brazil, India & China)
Jul. 2008 - Jun. 2012. Strategic planning and coordination of activities related to business development in the Emerging Markets, including Brazil, India and China. . Identify and document gaps in training, product portfolio, pricing, Sales/marketing tools and others as required. . Promoted Tyco Security Products for key accounts and support partners in complex opportunities, including cross-sell with other Tyco business units.
BRQDirector - Solutions & Partnerships
Jul. 1999 - Jul. 2006• Setup of Channel Partner management program at BRQ responsible for the partnership with key HW and SW providers (IBM, Microsoft, Oracle and others) • New sales activities including cold calls, marketing events, and visits to prospects.
• Commercial focal point to key customers (Universal Music, Michelin, Merck, and others)
• Pre and Pos sales activities including RFI/RFP analysis, commercial proposals, and project management.
• Strong EBITDA year after year.
LZ Consultoria e SistemasPartner, Sales & Technical Executive
Jan. 1982 - Dec. 1995Rio de Janeiro Area, Brazil• Managed a consolidated team of +100 employees;
• Setup of new offices in Belo Horizonte and Campinas;
• Commercial focal point to key customers (IBM, Petrobras, PMERJ and others)
• Pre and Pos sales activities including RFI/RFP analysis, commercial proposals, and project management.
• Revenue over USD 5M per year
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