Sales Professionals Channel

Joeval Martins

Brazilian & Portuguese Citizenship

Skills & Expertise

oSelf-Starter – Initiative combined with a structured and result- oriented way of work.

oEnterprise, Direct and Indirect Sales Excellence.

oBusiness & Channel Sales Transformation.

oStrategy development, execution and management.

oProven experience selling complex solutions.

oStrong passion for bringing innovative solutions into life.

oLeadership and mentoring of high-performance teams.

oProblem-solving mindset.

oInnovation, startup mentor, disruptive businesses and edtech investor.

oSales Machine (Prospection, Conversion & Retention Motions)

oDemonstrated success in growing businesses in LatAm.

oAn endlessly curious mind.

Professional Experience

LatAm,Enterprise Sales Directorr, Actian– 2023 to present

Develop and execute a comprehensive sales strategy for the Latin American market in alignment with Actian's overall objectives.

Identify and target key enterprise customers in the Latin American region to expand Actian's market presence and drive revenue growth.

Build and maintain strong relationships with C-level executives, decision-makers, and key stakeholders in prospective and existing customers.

Lead and manage a team of sales professionals to achieve individual and team sales targets.

Coordinate with internal departments to ensure seamless execution of sales activities, including pre-sales support, product demonstrations, and post-sales implementation.

Negotiate and finalize sales contracts, pricing agreements, and service level agreements with customers.

Provide accurate sales forecasts and reports to senior management, highlighting key opportunities, challenges, and risks in the Latin American market.

Continuously train and develop the sales team on Actian's products, sales techniques, and industry knowledge.

LatAm, Digital Inside Sales Director, Accenture – 2021 to 2023

Led an outstanding team of 180 professional (Functional Leads, Sales Managers, SDRs, Partner Managers, Account Managers, QA, and Trainers) to support Pinterest Digital Ads Sales Machine and Sales Growth into the SMB segment in Brazil, Argentina, Colombia, Chile and Mexico.

Responsible to hire and onboarding a new wave of sales professionals to cover Argentina, Chile, and Colombia in 2022.

Successfully implemented the “Individual Tracker” methodology to measure the KPIs and OKRs of the sales teams in the regions.

Responsible for a 2022 sales quota of R$ 30M in digital sales for Pinterest in Latam.

Responsible for launching Pinterest digital ads sales operations of SMB segment in Argentina, Colombia, and Chile, expanding the business revenue over 50% within 2 quarters.

Accenture is the Business Process Outsourcing (BPO) partner of Pinterest (SMB) in Latin America.

LatAm, Head of Sales & New Businesses Development, Hispamar Satellites – 2019 - 2021

Successful at launching “Consumer" and VNO (Virtual Network Operator) Services, a Satellite Broadband portfolio designed to Internet Service Providers to connect the unconnected areas in Latin America and increased sales in the segment in 12% in Brazil.

Brokered a successful partnership between Hispamar and Facebook, which deployed the Express Wi-Fi by Facebook platform throughout Brazil. Initiated, cultivated, and built a very successful partnership to drive profitability. The service, in partnership with ISPs will increase sales in 20% in Brazil in 2020/21.

Redesigned the entire portfolio, rules of engagement, and revenue model to attract the most prominent Internet Service Providers from Brazil to become partners in the VNO (Virtual Network Operator) to service segments such as Oil & Gas, Agriculture, Mission Critical Communications, Education, Industry 4.0, Supply Chain and Logistics.

Within six months, successfully attained the largest ISPs to begin testing the Broadband solution to add to their service portfolio the satellite connectivity option to attend the unconnected areas in Brazil.

Responsible for the strategy, execution, and onboarding processes of the first official Internet Services Providers to become partners in the Express Wi-Fi by Facebook platform to deploy the first initial 300 sites in Brazil under Hispamar partnership. The project will bring an increment of 20% of recurring satellite connectivity revenue for Hispamar in the period of 2020-23.

Successfully signed the first PaaS for a Satellite VNO (Virtual Network Operator) in Latin America.

Post-Graduation Course Coordinator, IBE – 2021 - Present

Responsible for coordinating a team of 12 Professors for the Post-Graduation Course of Digital Intelligence for Sales & Marketing and 8 academic support teammates (sales, IT support, logistics, and delivery)

Content curator and mentor for the new educational tracks for sales and marketing.

Post-Graduation Professor, FGV – 2015 -Present

Professor of Marketing, Strategy, Conflicts & Negotiations, and Entrepreneurship for Post-Graduation students at FGV Campinas-SP-Brazil. Also, the creator of Tiger Cage, an event where aspiring post-graduation students/entrepreneurs from FGV, pitch their business models to a panel of investors/mentors and persuade them to invest money in their idea created in the classroom during the postgraduate education journey.

LatAm, Director of Sales, Channels & Marketing, Rajant Corporation – 2017-2019

Drove 10% revenue growth in LatAm by opening new routes of sales, including Transportation, Industry 4.0, Logistics, Oil & Gas, Public Safety, Agriculture, and Mining.

Championed successful plans that triggered an 80% increase in sales within Latin America; generated the direct sale of a railroad monitoring project to Rumo Logistica-Brazil within twelve months.

Responsible for the strategy, design, and execution of Rajant market launching in the Enterprise, Public Safety, Agriculture, and Transportation verticals in LatAm.

Captured and retained businesses with industry-leading, multi-billion-dollar companies, including BT, IBM, Caterpillar, Claro, Rumo Logistics, and Mitsui by leveraging the cross-selling of mobility, connectivity, and data collection for individuals and assets.

Director of Sales & Marketing, Zyxel – 2016-2017

Triggered 80% in the sales of Enterprise solutions in Brazil and led the successful re-launch of the portfolio in Brazil, solidifying the brand as the leader for SMB vertical.

Launched the first Cloud IaaS for the SMB market in Brazil, facilitated by acquiring 150 SMB new resellers within six months.

Positioned Zyxel among the three best IaaS solution providers for the SMB space in Brazil.

As a player in one of the fastest-growing markets in Brazil, I was accountable for developing the SMB Commercial Segment’s go-to-market strategies, as well as redefining and transforming how SMB customers are serviced through distributors and resellers.

Director of Channel Sales, Unify (Former Siemens Enterprise) – 2015-2016

Led the team to close the largest Upgrade for Communication Service (UCC) for the Government of Espirito Santo State - Brazil, generating revenue of 4,5M Euros to Unify.

Led the team to close the biggest UCaaS deal with Azul Airlines in Brazil in a new license service model generating more than 1M Euro in recurrent revenue for Unify.

Responsible for delivering Unify Brasil's annual sales budget as Channel Director of 45M Euros. The channel business generates revenue through a Channel model (Systems Integrators and Value-Added Re-Sellers), Distribution, High Touch sales, Cloud Business, Direct Accounts, and a Service Business.

Sourced, recruited, and trained a new squad of partners in Brazil and developed a new category of products & services allowing partners to sell Telecommunications as a Service (TaaS).

Regional Senior Sales Manager, Cambium Networks – 2015-2015

Achieved an increase in Cambium’s Sell-In to Distributors revenue by 30% in the Latin American Region.

Ripped out Motorola Solutions WiMax platform from Embratel by replacing it with Cambium Networks 3,5 GHz Point-to-Multipoint solutions

generating over $2M in new sales.

Director of Channel Sales, D-Link - 2014-2015

Generated the biggest sales of the year 2014 of $11.8M with 9,000 Edge Switches across Latin America to Banco do Brasil (The biggest public Brazilian financial institution).

Senior Channel Sales Manager, Motorola Solutions – 2012-2013

Generated sales for the biggest WLAN Network to Walmart Mexico, which adopted Motorola solutions WLAN platform in the world. The project

drove a 100% increase in revenue within 18 months (about 1 and a half years) of business operations.

Successful at reinventing and refocusing channel partners and customers to managed services offerings, carriers, government, retail, public safety, oil & gas, education, and hospitality/smart cities verticals.

Senior Business Development Manager, Motorola Solutions – 2010-2012

Spearheaded innovative and successful strategies to meet and exceed sales goals Achieved sales goals by ensuring the direct sales of the most significant Public Safety Solution to the Brazilian government with a value of $33M.

Sold & Managed the Mission Critical Radio Communication Solution for Major Events (Olympics & World Cup) valued at $18M.

Senior Sales Manager, Motorola Solutions – 1999-2010

Generated $25M+ in sales and received the award for the 2nd most significant worldwide sales result of Wireless Broadband Solutions (Canopy) for two consecutive years.

Trigged $14M+ in direct sales across 300 public schools in 19 Brazilian states, which became the biggest sale of Motorola Solutions WLAN Platform for FNDE (Brazilian Ministry of Education) in Brazil.

EDUCATION, TRAINING, & DEVELOPMENT

Mathematics – Graduation in Sciences – PUCC Brazil

Conceptual Selling – Miller & Heiman USA

Marketing – Executive master's in business administration – ESPM Brazil

Satellite Digital Communication – Unisat Brazil

Integrating Finance & Marketing: A Strategic Framework – Wharton School USA

Design Thinking – WeMe Brazil

Strategic Selling – Miller & Heiman USA

Executive Focused Selling, Distribution Channels – Miller & Heiman USA

Partner Planning – Miller & Heiman USA

PBL – Problem Based Learning – FGV Brazil

Large Account Management – Miller & Heiman USA

Growth Agro Brazil – FIA Brazil

Storytelling – FGV Brazil

AgroTech 2022 – Disruptive technologies for agribusiness – FIA Brazil

The new way to work (NW2W) - FGV Brazil

Management for the New Economy – IBE Brazil

Trends 2020 – 2025 – Building the future observing the present – FIA Brazil

Masters in digital businesses & Innovation – Be.Academy Brazil

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