Guilherme Paranhos - Senior Account Executive - SaaS, Process Street

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Marketing

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United Kingdom

Work Background

Process StreetSenior Account Executive

Jan. 2024United States · Remote

PipefySenior Enterprise Account Executive - IT Strategic Accounts

Jul. 2023 - Dec. 2023San Francisco, Califórnia, USA · RemoteHIGHLIGHTS - Increase ACV by 400% compared to the company's average, maintaining profitability, driven by negotiating skills and high-level relationship; - Manage a team of 4 pre-sales reps (BDR) driven by deep skills in active listening, mentoring and problem-solving; - Implement sales playbooks used by over 200 sales professionals within the company; RESPONSIBILITIES - Drive revenue through consultative and customer-first selling; - Track, monitor, and accurately forecast business across the territory; - Create and nurture senior-level client relationships across all stakeholders; - Develop and maintain a strategic sales plan; - Coordinate and partner with global business units to generate profitable sales - Sale of no code software for process automation and management (BPMS) via IT personas; - Provide input into the sales organization strategy to help scale exponentially - Work to define the structure, culture, and playbook of the sales organization - Lead/business portfolio management through Salesforce CRM;

PipefySales Executive - Named Accounts

May. 2022 - Jul. 2023San Francisco, California, USARESPONSIBILITIES - Drive revenue through consultative and customer-first selling; - Track, monitor, and accurately forecast business across the territory; - Create and nurture senior-level client relationships across all stakeholders; - Develop and maintain a strategic sales plan; - Coordinate and partner with global business units to generate profitable sales - Sale of no code software for process automation and management (BPMS) via IT personas; - Provide input into the sales organization strategy to help scale exponentially - Work to define the structure, culture, and playbook of the sales organization - Lead/business portfolio management through Salesforce CRM;

Sigga TechnologiesSenior Sales Executive

Jun. 2020 - May. 2022Belo Horizonte, Minas Gerais, Brazil · On-site- Biggest closed deal in the company's history with a USD 4MM TCV, driven by sales strategy and resource management skills. ; - Management of a global structure of sales reps (BDR) across USA, Europe, and LATAM. Led the global initiative to standardize sales processes and sales enablement to all sales departments; - Most new deals closed by an AE in history and also opened the LATAM market share. RESPONSIBILITIES - Sale of software integrated with SAP ERP for industry; - Management of enterprise leads/business portfolio through CRM Pipedrive and Hubspot; - Development of global accounts; - Alignment of commercial strategies between Brazil, USA and Europe; - Consultative approach; - Responsible for the biggest new deal in the company's history; - Negotiation with high capillarity of stakeholders; - Define closing strategies to optimize the sales cycle; - Creation and global standardization of commercial processes and new entrants to the team; - Sales training (sales enablement) for AE and BDR; - Account mapping and portfolio planning.

Sigga TechnologiesSales Account Executive

Jun. 2019 - Jun. 2020Belo Horizonte, Minas Gerais- Management of enterprise leads/business portfolio; - Consultative approach; - Negotiation with high capillarity of stakeholders; - Define closing strategies to optimize the sales cycle; - Sales training for global standardization of business processes and new team members.

Sigga TechnologiesNew Businnes Development

Oct. 2018 - Jun. 2019Belo Horizonte Area, Brazil- Exceed over 150% achievement in monthly quota, driven by highly developed listening skills and ability to uncover lead`s pains and convert them into financial business impacts; - Closed one deal over USD 500k in TCV even though acting as a BDR, due to proactive approach and ownership behavior; RESPONSIBILITIES - Focus on success and positive customer experience; - Capture and develop new businesses; - Relationship with high hierarchical level (C-level, Managers, Directors) in the B2B environment; - Conduct commercial visits; - Prepare presentations and sales pitch; - Monitoring the productivity of the BDR team; - Training for the BDR team and new hires for the sales team; - Develop strategies for commercial proposals; - Develop business performance strategies at events;

Mercantil do BrasilAgency Clerk

Feb. 2018 - Sep. 2018Belo Horizonte Area, Brazil- Sale of the bank's products and services, with agreed targets; - Excellence in customer service; - Negotiation strategies to resolve each customer's pending issues quickly and satisfactorily;

Ecx Card - Cartões de BenefíciosJunior Account Executive

Mar. 2017 - Feb. 2018Belo Horizonte Area, Brazil- Responsible for the entire sales process; - Prospecting B2B customers; - Make visits and maintain the relationship with the client; - Develop commercial proposals; - Sales follow-up; - Post-sale and cross selling.

DX-3 Máxima PerformanceMarketing & Sales Intern

Nov. 2015 - Dec. 2016Belo Horizonte, Minas Gerais, Brazil- Responsible for restructuring the company's marketing strategies by developing a relationship with the B2C customer; - Inbound marketing and marketing automation strategies; - Management of sponsored athletes; - Promotion policies for the company's online store; - Generate content for Blog DX-3 and social media; - Preparation of fairs and events

Kumon BrasilEnglish Tutor

Mar. 2014 - Nov. 2015Belo Horizonte, Minas Gerais, Brazil- Correct exercises, answer questions from students; - Service to the general public; - Establish and set goals for students; - English-Portuguese translation; - Organize and manage individual folders and goals; - Apply and correct knowledge tests