Download PDF

Global Markets Business Development ~ Enterprise Solutions Sales ~ Digital Marketing Specialist

Business Development Leader  with 15 year experience and track record of sales, in several countries. As a Sales Director at Sitecore, I am responsible for helping customers and partners transform their digital needs into business opportunities. My mission is to help organizations achieve business success with their  digital ambitions, enabeling tecnology and capabilities  like personalization, profiling, experience automation and experience analytics.

Prior to joining Sitecore, I managed the Finance and Insurance Tier1 Accounts at Xerox Global Services, in Portugal. Before returning to Europe I lived and worked in Mexico, establishing the fast growth of Newhotel Software sales in Latin America.

                                                                 Key Competencies & Offerings

Advising customers on digital transformation, with a solid background and knowledge of the CMS, CXM and Web Technology Space.

A proven track record of Business Development in new Markets with Global Accounts.

Enterprise sales managing direct and indirect channels.

Account Planning and Enablement of Strategic Partnerships

Excellent written and oral communications skills in English

Work History

05/20122016

Sales Director

Sitecore

Sales Director, Sitecore International - Responsible for sales initiatives in Sitecore´ s Emerging Markets EMEA and Emerging Markets Americas.

Responsibility highlights:

From 2015 to today:

  • Managing the sales team in the ROW EMEA region, focusing on the business development of the South of Europe: Portugal, Spain and Greece;
  • Establishing a local sales presence in Spain;
  • Leading Direct Sales in Tier 2 countries: Israel, Turkey, South Africa and ROW EMEA territories;
  • Coordinating Go-to-market with Global, Regional and Local Partners, in close collaboration with Accenture, Deloitte, Everis and Microsoft local subsidiaries.

From 2012 to 2015:

  • Sales Lead of the EMEA and LATAM Emerging Markets focusing on the South of Europe, France, Eastern Europe and Middle East.
  • Hiring and training of sales personnel in the main HQ in Copenhagen and across the Emerging Market region, in EMEA and LATAM;
  • Driving and Closing Strategic Opportunities.

Main Results:

  • Signed Global contracts with accounts like Sanofi and L´Oreal (that generated more than 2M Euro License Sales);
  • Initiated the first Deloitte Partnership in EMEA, based out of Portugal;
  • Signed Major Accounts like TAP Portugal and Benfica (generating 1M Euro in license bookings) and established, in one year, 5 new partners in Portugal, a new market with no previous Sitecore presence;
  • Penetrated the UAE Market, with the company's first contract with a local government account, The Department of Tourism of Dubai;
  • Secured the first Sitecore customers in Brazil;
  • Signed 2 first FSI accounts in Russia, PSB Bank and Tinkof Insurance, establishing a strategic local partnership with Wunderman.
  • Managed all potential sales opportunities in Tier3 markets, including signing of the European Games - Baku 2015 and KFC in 8 countries in EMEA (generating more than 3,5 M Euro License Sales).  
  • Received the Sitecore EMEA Emerging Markets Sales Person of the year Award, in 2015 
02/201105/2012

Business Development Manager

Sitecore

Business Development Manager, Sitecore International - Generating leads for sales, attracting new customers and penetrating new markets

Responsibility highlights:

  • Coordinated sales with Emerging Markets sales in Americas, EMEA and APAC.
  • Driving Lead Generation and Business Development efforts, in coordination with Sales Leads and Field Marketing.
  • Delivered key software presentations for Prospect Customer and Partners, across 3 time zones.

Main Results:

  • Increased sales opportunities and grew pipeline in Tier 2 and Tier 3 Markets;
  • Secured contracts with first key accounts in Italy and Greece;
  • Closed the first contract with a local customer in Spain (Legalitas);
  • Signed the first Sitecore accounts in the LATAM region;
  • Recruited several key new implementation partners across the South of Europe and Eastern Europe.
06/201012/2010

GDO Farmer

Global Document Outsourcing Accounts Management

GDO Farmer Account in Portugal at Xerox Corporation

Managed account renews of existing client base of the Outsorcing Division. Up sold a major contract with Staples for all of the national stores in Portugal and redesigned the service of  the Staples Portugal print center. Supported the roll out of the Office Print Services in the HQ of Jeronimo Martins and upgraded the Managed Print Services of Lusitania Seguros.

07/200806/2010

XGS Account Manager-Finance and Insurance

Document Outsourcing-Xerox Global Services

XGS Account Manager-Finance and Insurance Sector in Portugal at Xerox Corporation

Hunter Account focused on acquiring new BPO and MPS contracts in the main Financial Groups in Portugal, working on targeted accounts like BES, CGD, Crédito Agricola and Banif. Achieved the highest attainment in the XGS team during the first year. Helped Crédito Agricola roll out the Managed Print Services to all the branches of the Group.

04/200606/2008

Regional Manager

Newhotel Software in Mexico

Regional Manager - Responsible for promoting business of Newhotel Software, in Mexico.

05/200404/2006

Alliance Manager

Newhotel Software

Alliance Manager Newhotel - In charge of the negotiating and implementing new sales and distribution channels in international markets: Madrid(Peninsula), Canaries Islands, Cape Verde and Cyprus.

01/200205/2004

Account Manager

Informarca Hotel Systems

Account Manager - Sales representative covering several Areas of Portugal: Algarve, Madeira Island, Azores Islands and Lisbon.

Education

19962000

Communication Bachelor 

Universidade Autónoma de Lisboa College

Theoretical and practical knowledge in core areas within communication science.

Certifications and Training

20172017

Negotiation Skills Training/Getting to Yes

Sitecore

Getting to Yes is a universal method for negotiating personal and professional disputes. Developed by Program on Negotiation co-founders Roger Fisher, Bruce Patton, and William Ury, Getting to Yes tells you how to separate the people from the problem, Focus on interests rather than positions, and work together towards an outcome that will satisfy both parties.

20162016

Sitecore XP 8 Experience Marketing Fundamentals (SMF)

Sitecore

Sitecore 8 Experience Marketing. How to analyze the effectiveness of digital campaigns and websites by using Sitecore Experience Analytics, Experience Profile, and Path Analyzer. How to identify most valuable marketing spends and increase the relevance of web content.

20152015

CEB Challenger Selling™ model, training

CEB a Gartner Company

ChallengerTM sellers use disruptive insights to challenge customers’ assumptions and force them to think differently. They take back control of the purchase conversation in a way that leads customers back to the unique strengths of their organization.

20122012

Sitecore Digital Marketing System (DMS)

Sitecore

Advanced concepts and techniques for building effective website solutions with the Sitecore® Experience Platform™. 

20102010

Lean Six Sigma Yellow Belt

Xerox Portugal

The basics of the Lean Six Sigma Methodology to support improvement projects.

Language Skills

portuguese

Native 

English

Full professional proficiency 

Spanish

Full professional proficiency 

Danish

Elementary understanding

Recent Speaking ENGAGEMENTS

25 May 2017/Xamarin Experience/Microsoft Lisboa: ”Customer Insights with Sitecore” 

11 of May 2017/ IDC CXO Forum, Lisboa Portugal: ”A oportunidade em context marketing e customer experience para a transformação digital” 

27 of May 2017/Omexpo 2017, Madrid Digital Congress: ”¿Cómo puede el marketing de contenido moldear la experiencia del cliente de las empresas?” 

16 of March 2017/ IDC Digital Transformation 2017, Madrid Spain: ”Cómo utilizar la transformación digital para impulsar la ventaja competitiva?” 

8 March 2017/Global Sports Innovation Center (GSIC) ”El Santo Grial del Marketing”

7 March 2017/Microsoft Kabel and Sitecore: Cómo ganarse al cliente del mañana?”