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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 through direct and indirect channels

Account Planning and Management 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 of Sitecore´ s Emerging Markets EMEA and Emerging Markets Americas.

Responsibility highlights:

  • Managed all sales operations in ROW countries in the South of Europe (from 2015 forward), significantly growing this market. 
  • Supervised performance of company’s Emerging Markets sales unit (staff, account and regional managers) in South of Europe, France, Eastern Europe and Middle East, from 2012 to 2015.
  • Coordinated sales with strategic partners, in close collaboration with technology partners and Microsoft local companies, across different time zones.
  • Supervised sales manpower as well as the hiring and training of sales personnel in the main HQ in Copenhagen and across the Emerging Market region, in EMEA and LATAM, from 2012 to 2015.

Results:

  • Signed Global contracts with accounts like Sanofi and L´Oreal (that represented more than 2M Euro License Sales)
  • Successfully penetrated the UAE Market, with the company's first contract with a local government account, The Department of Tourism of Dubai (+500K Euro license sale)
  • Entered new LATAM market and secured the first Sitecore customers in Brazil, despite highly volatile and risky business climate in Latin America.
  • Signed 2 main financial institutions in Russia, PSB Bank and Tinkof Insurance (+300K Euro license sales), establishing also a local partnership with Wunderman.
  • Managed all potential sales opportunities in Tier3 markets, where the team developed reactive sales, including signing of the European Games - Baku 2015 (+500K Euro license sale) and KFC in 8 countries in EMEA.  
  • Initiated the first Deloitte Partnership in EMEA, based out of Portugal.
  • Signed a major account TAP Portugal (+600K Euro) and established, in one year, 5 new partners in a market with no previous Sitecore presence.
  • 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 other company Emerging Markets sales divisions in Americas, EMEA and APAC.
  • Consistently integrated Lead Generation processes, CRM procedures and Marketing Automation systems.
  • Delivered successful software demonstrations for customer acquisition and implementation partners, across 3 time zones.

Results:

  • Increased sales opportunities 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 all the 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 team, already 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

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.

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