Latin America Sales Director

Skills and Expertise

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

oEnterprise, Direct and Indirect Sales Excellence.

oBusiness and Channel Sales Transformation.

oStrategy development, execution, and management.

oProven experience selling complex solutions.

oStrong passion for bringing innovative solutions to life.

oLeadership and mentoring of high-performance teams.

oProblem-solving mindset.

oInnovation, startup mentor, disruptive businesses, and Edtech investor.

oSales Machine (Prospection, Conversion and Retention Motions)

oDemonstrated success in growing businesses in Latin America.

oAn endlessly curious mind.

Professional Experience

Latin America, Enterprise Sales Director, Actian– 2023 to present

-Enhanced Actian's market share significantly by developing and executing a comprehensive sales strategy for the Latin American market, utilizing market analysis tools, Fluency in Spanish and Portuguese, and CRM software proficiency.

-Doubled revenue by strategically analyzing the market to identify and target key enterprise customers in the Latin American region.

-Establish and nurture relationships with C-level executives, decision-makers, and key stakeholders to facilitate new partnerships through CRM tools, personalized communication, and networking events.

-Consistently met sales targets and drove performance by implementing incentive programs.

-Enhanced efficiency of product demonstrations by coordinating with sales, marketing, operations, customer service, and IT teams.

-Finalized sales contracts, pricing agreements, and service level agreements with customers using Salesforce and consulting legal teams.

-Deliver precise sales forecasts and reports to senior management, spotlighting emerging markets, new product launches, and strategic partnerships in the Latin American markets.

-Enhanced sales revenue through targeted training on Actian's products, emphasizing customer relationship building to boost product knowledge.

Latin America, Digital Inside Sales Director, Accenture – 2021 to 2023

-Orchestrated a diverse team of 180 professionals across various functions to drive Pinterest Digital Ads Sales Growth in the SMB segment in Latin America, expanding market share by 40%.

-Tripled sales performance while hiring and onboarding a new wave of sales professionals to cover Argentina, Chile, and Colombia in 2022, introducing tailored training programs.

-Enhanced sales team productivity significantly by implementing the 'Individual Tracker' methodology using CRM software to measure and improve KPIs and OKRs in regional sales teams.

-Achieved R$30M sales quota for Pinterest in Latin America in 2022, meeting exact target through effective digital marketing campaigns.

-Boosted business revenue by more than 50% through strategic implementation of Pinterest digital ads sales operations for the SMB segment in Argentina, Colombia, and Chile.

-Boosted Pinterest's growth in Latin America through Accenture's provision of customer support services as the Business Process Outsourcing (BPO) partner for Pinterest (SMB).

Latin America, Head of Sales and New Businesses Development, Hispamar Satellites – 2019 – 2021

-Championed the successful launch of Consumer and VNO Services, including VNO offerings in Latin America, to connect underserved areas in Latin America and drive a 100% sales increase in the Brazilian market.

-Brokered a successful partnership utilizing platforms like Facebook, Hispamar, and Express Wi-Fi, driving a 20% increase in sales for Brazil in 2020/21 by deploying the Express Wi-Fi by Facebook platform.

-Attracted high-profile partners from prominent Internet Service Providers in Brazil to become partners in the VNO, revolutionizing the portfolio, rules of engagement, and revenue model across various industry segments.

-Successfully collaborated with the largest ISPs in Brazil to introduce satellite connectivity as an additional service option, expanding connectivity opportunities and addressing unconnected areas.

-Utilized satellite connectivity tools to deploy the first 300 sites in Brazil under the Hispamar partnership on the Express Wi-Fi by Facebook platform, driving a 20% increase in recurring satellite connectivity revenue for Hispamar between 2020-2023.

-Expanded market presence by successfully signing the first PaaS for a Satellite VNO in Latin America, overcoming technical complexities.

Post-Graduation Course Coordinator, IBE – 2021 - Present

-Streamlined course delivery process by coordinating a team of 12 Professors and 8 academic support teammates utilizing learning management systems.

-Mentored 50+ individuals in curating educational tracks for sales and marketing utilizing learning management systems.

Post-Graduation Professor, FGV – 2015 -Present

-Professor of Marketing, Strategy, Conflicts and 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.

Latin America, Director of Sales, Channels and Marketing, Rajant Corporation – 2017-2019

-Drove 100% market growth in Latin America by opening new routes of sales, including Transportation, Industry 4.0, Logistics, Oil and Gas, Public Safety, Agriculture, and Mining.

-Achieved an 80% increase in sales within Latin America through strategic client relationship management, directly selling a railroad monitoring project to Rumo Logistica-Brazil within twelve months.

-Orchestrated the strategy, design, and execution of Rajant market launching across Latin America's Enterprise, Public Safety, Agriculture, and Transportation verticals, leveraging strategic planning expertise.

-Captured and retained businesses with top-tier multi-billion-dollar companies in the tech, logistics, and telecom industries, such as BT, IBM, Caterpillar, Claro, Rumo Logistics, and Mitsui, through strategic cross-selling of mobility, connectivity, data collection services for individuals and assets.

Director of Sales and Marketing, Zyxel – 2016-2017

-Achieved an 80% increase in the sales of Enterprise solutions in Brazil and successfully re-launched the portfolio with a focus on product positioning, 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.

-Revolutionized SMB customer service by implementing new distribution channels, resulting in improved efficiency in client servicing.

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

-Led team to close largest Upgrade for Communication Service (UCC) for the Government of Espirito Santo State - Brazil, generating 4.5M Euros revenue for Unify.

-Achieved the largest UCaaS deal with Azul Airlines in Brazil, generating over 1M Euro in recurrent revenue through a new license service model for Unify.

-Achieved 100% of the 45M Euros target in delivering Unify Brazil’s annual sales budget as Channel Director.

-Led sourcing, recruitment, and training of a new squad of partners in Brazil, pioneering a category of Telecommunications as a Service (TaaS) products and services, resulting in a 30% revenue increase; utilized training programs and communication tools for partner development.

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.

-Replaced Motorola Solutions WiMax platform at Embratel with Cambium Networks 3,5 GHz Point-to-Multipoint solutions, driving $1M in new sales.

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

-Achieved record-breaking sales of $11.8M to Banco do Brasil, driving significant revenue growth and sales boost by networking effectively.

Senior Channel Sales Manager, Motorola Solutions – 2012-2013

-Achieved a twofold increase in revenue within 18 months by implementing successful sales strategies for the adoption of Motorola solutions WLAN platform by Walmart Mexico.

-Revitalized channel partners and customers to drive a 30% revenue increase through innovative marketing strategies.

Senior Business Development Manager, Motorola Solutions – 2010-2012

-Exceeded sales goals by 25% through innovative strategies securing a $33M deal for a Public Safety Solution with the Brazilian government.

-Strategically leveraged partnerships and advanced communication software to sell and manage the $18M Mission Critical Radio Communication Solution for Major Events like the Olympics and World Cup.

Senior Sales Manager, Motorola Solutions – 1999-2010

-Achieved recognition for generating $25M+ in sales, securing the award for the 2nd most significant worldwide sales result of Wireless Broadband Solutions (Canopy) in consecutive years through key strategic approaches and advanced tools/skills.

-Achieved $14M+ in direct sales across 300 public schools in 19 Brazilian states for Motorola Solutions WLAN Platform, the largest sale for FNDE in Brazil.

EDUCATION, TRAINING, DEVELOPMENT

Mathematics – Graduation in Sciences – PUCC Brazil

Conceptual Selling – Miller and Heiman USA

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

Satellite Digital Communication – Unisat Brazil

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

Design Thinking – WeMe Brazil

Strategic Selling – Miller and Heiman USA

Executive Focused Selling, Distribution Channels – Miller and Heiman USA

Partner Planning – Miller and Heiman USA

PBL – Problem-Based Learning – FGV Brazil

Large Account Management – Miller and 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

Master’s in digital businesses and Innovation – Be. Academy Brazil

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