Sales Manager

CURRICULUM VITAE

Name: Murilo Renovato

Email: *********@***.***

Phones: 408-***-**** (please leave a message with Juliana Renovato)

QUALIFICATION & EXPERTIZES

• Sales & Marketing Manager/Director

• Experienced on Sales Management focused on results with over quota achievement.

• Directed up to 35 people.

• Many high achievement & recognition awards all over my carrier

• International experience (Latin America)

• Specialized on Business Development (new businesses)

• Consultant & Strategic Selling with 20+ years of experience

• Experienced on Corporate Direct Sales

• Experienced on Channel Partners of computer hardware & software solutions

• Strategic Partnerships Development (system integrators and ISVs)

• Experienced on several vertical markets (industry, finance, retail, ecommerce, etc.)

• Experienced on recruiting, training and developing Sales People

• Trilingual (English/Spanish/Portuguese)

RELEVANT WORK EXPERIENCE

SAP Latin America (Based in São Paulo, Brazil) – Dec 2007 to Jan 2011

Readiness Manager for Latin America (for Small and Medium Enterprises)

* Responsible for Management of all Enablement Program for SAP sales force & pre-sales engineers and for Partners

* Responsible for keeping trained all Readiness Team in the region

* Responsible for customizing and implementing all mandatory trainings from SAP Global (SME)

Achievements:

* Actively participated in the definition & development of the curriculum and all sales training courses for SME Latin America

* Delivered sales training to Small & Medium Enterprise (SME) sales force in the Latin America region

* Increased the performance of the SME sales force performance in 45% (measured by quota achievement of sales force team)

Independent Consultant for Latin America – 4 years

* Made connections between USA and Brazilian companies

* Helped some high tech companies to develop a Channel Business in Brazil and Argentina.

KANA Software, Inc. (Menlo Park, California) – 4 years

Manager for Latin America Operations (reporting to the VP of International Sales in UK)

* Proposed and implemented the Business Plan for the Latin America Region including sales quota, marketing, general expenses and investments for each country (Kana didn’t have any business in the region before me)

* Developed Channel Partnerships with Consulting Companies as IBM, Accenture, Unisys, KPMG, HP

and other local System Integrators in each LatAm Country in the eCRM market

* Launched Kana brand in Argentina, Brazil, Chile and Mexico

* Started Kana Brazil

Achievements:

* Closed many deals in Brazil and Argentina over US$150,000 each with e-Commerce companies

NetManage, Inc. (Cupertino, California) – 3 years and 3 months

Manager for Latin America Sales and Marketing (reporting to the VP of Americas Sales)

* Proposed and implemented the Business Plan for the Latin America Region including sales quota, marketing, general expenses and investments for each country (NetManage didn’t have any business in the region before me)

* Developed of the Resellers Channel in each country

Sales Award for over quota achievement (quota = US$1.5M)

Hewlett-Packard Co. (Cupertino, California)

Different positions as follows:

Sales Development Mgr. for South Latin America & Caribbean Countries & Installed Base Program Mgr. for the Latin America Region - 1 year and 9 months

* Negotiated with HP Manufactories the best deal, case by case, in order to get the best results for the Region

* Created and Implemented an Installed Base Program for the Latin America Region

* Quota: US$ 66.6 M (indirect quota)

Sales Award for wining a Big Deal (US$10+ Million) in Brazil

Sales Development Mgr. for Brazil

& High-Speed Laser Printers Marketing Program Mgr. for Latin America

2 years and 9 months

* Negotiated with HP Manufactories the best deal, case by case, in order to get the best results for Brazil

* Introduced the High-Speed Laser Printers Marketing Program in the Latin America Region

Sales Award for 100% quota Club (115% of the quota achieved)

Hewlett-Packard Brazil (Sao Paulo, Brazil)

Many different positions as follows:

Country Sales Manager for Business Systems – 1 year and 4 months

* Responsible for the Major Accounts Sales and for the Mainframe Replacement Program in Brazil

* Managed 35 Sales Engineers

Sales Award for 100% quota Club

Country Sales Manager for Strategic Accounts – 1 year

* Responsible for Sales of HP Precision Architecture – Risc Architecture Products in Brazil

* Managed 5 Sales Engineers

Sales Award for 100% quota Club and High Achievers Club (168% of quota achieved)

District Sales Manager for Business Systems – 1 year and 3 months

* Responsible for Sao Paulo District Sales

* Managed 7 Sales Engineers

Sales Award for 100% quota Club and for High Achievers Club (159% personal quota / 112% District quota)

Sales Engineer for Business Systems – 1 year and 1 month

* Returned to HP after the Brazilian government allowed Join Ventures between multinational and Brazilian companies in Brazil (the computer market was closed for many years)

Sales Award for 100% quota Club and for High Achievers Club (155% of quota)

Microlab (Rio de Janeiro, Brazil) – 4 years and 9 months

System Manager / Sales Manager of Control Systems Division

* Implemented the new System Department composed of System Engineering, Production, Pre-sales, Sales, System Integration and Maintenance)

* Managed 35 people

Sales Award for closing the biggest sales contract of Control Systems that Microlab had ever signed (US$ 11 Millions)

Hewlett-Packard Brazil (Rio de Janeiro, Brazil) – 4 years and 3 months

District Sales Manager for Desktop Calculators

* Responsible for Sales in the Rio de Janeiro District

Sales Award as 1st place Sales Engineer in Brazil and the 5th in HP Intercontinental

EDUCATION

Graduated in Electrical Engineering (5 years)

Emphasis in Systems Engineering - Pontificia Universidade Catolica - Rio de Janeiro / Brazil

Post Graduated Studies in Marketing (1 year)

Pontificia Universidade Catolica - Rio de Janeiro / Brazil

Master in Business Administration (2 years)

Pontificia Universidade Catolica - Rio de Janeiro / Brazil

Professional Development Courses (HP USA)

* POM - Process of Management

* Fundamentals of Management

* Conceptual & Solution Selling

* Negotiate Selling

* Standard of Business Conduct

* Management Development Program

Languages: Fluent in English, Spanish and Portuguese

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