Arnildo Alcara Junior
Sandy,UT
Summary
Sales & Technology Account Leader Accomplished sales and technology sales manager, offering 16+ years of demonstrated experience leading sales of high tech products and services. Ubiquitously known for leading cross-functional teams of technology professionals, ranging from 5 to 30+ employees, to exceed sales target performance and capitalize on new revenue potential. Excels at achieving business results, forging strong customer and peer relationships, developing teams, and managing business transformation. Languages: Portuguese (Native), Spanish (Professional Proficiency), Japanese (Elementary Proficiency). Adept at cultivating and managing portfolios that generate over $27 million in annual revenue by leading and developing pre-sales engineering teams, delivering unparalleled customer satisfaction, managing new client partnerships, and closing multi-million dollar deals in B2B, B2C, and B2G markets. Passion for solving customers’ business needs with technology-based solutions. Experience in working “hands on” with users to strengthen relationships and meet their business needs. Leveraging excellent presentation, negotiation, closing, and follow-through skills with a strong ability to build industry presence. Strong leader and problem-solver dedicated to streamlining operations to decrease costs and promote organizational efficiency. Uses independent decision-making skills and sound judgment to positively impact company success. Encouraging manager and analytical problem-solver with talents for team building, leading and motivating, as well as excellent customer relations aptitude and relationship-building skills. Proficient in using independent decision-making skills and sound judgment to positively impact company success. Dedicated to applying training, monitoring and morale-building abilities to enhance employee engagement and boost performance. Collaborative leader with dedication to partnering with coworkers to promote engaged, empowering work culture. Documented strengths in building and maintaining relationships with diverse range of stakeholders in dynamic, fast-paced settings. Customer-focused professional with successful [Number]-year career in [Industry] sector. Dynamic successful applying [Skill] and [Skill] in busy business environment.
Overview
19
19
years of professional experience
Work History
Industry Segment Manager
LENZE AMERICAS
07.2023 - Current
- Lenze is a global manufacturer of electrical and mechanical drives, motion control and automation technology - offering products, drive solutions, complete automation systems, and engineering services and tools from one single source
- We accommodate customer support throughout the entire machine development process – from the control system to the drive shaft, from the initial idea to after-sales
- Our products can be found in many industries, including automotive, packaging, material handling and logistics, robotics, and commercial equipment (pumps/fans)
- A global network of distributors and representatives makes Lenze Americas perfectly positioned to meet the motion control needs of customers worldwide
- Lenze Americas, the American subsidiary of Lenze SE of Germany, is headquartered in Uxbridge, Massachusetts; corporate global headquarters are in Hamelin, Germany
- I have to lead the strategic growth of our industrial equipment market segment, while working closely with key managers and colleagues throughout Lenze
- Key Responsibilities Include:
- Manage the development and growth of the North American industrial equipment industry segment
- Manage our presence at Industry Associations, monitoring industry trends and networking with key industry leaders
- Build a key target account strategy focused on identifying, penetrating, and growing strategic key accounts for industrial equipment
- Leverage the Lenze Americas sales, applications engineering, product management, marketing, and customer experience resources to build a comprehensive market approach to growth in industrial equipment
- Develop market segment intelligence, marketing material, competitive positioning, and networks to facilitate profitable growth
- Maintain a meaningful KPI dashboard for reporting throughout the organization
- Manage a cadence of value-added activities that strengthen and develop the industry segment focus towards best-in-class performance
- Provide mentoring, coaching, and development to direct reports
- Streamlined processes for increased efficiency, enabling faster response to market changes and customer needs.
- Established performance goals for employees and provided feedback on methods for reaching those milestones.
- Maintained up-to-date knowledge of regulatory requirements affecting respective target segments, ensuring compliance throughout segment management operations.
- Evaluated competitor strategies and adjusted tactics to maintain a competitive edge in the market.
Senior Technology Sales Consultant
EQUIFAX
02.2022 - 07.2023
- 4.1B sales
- Achieved 115% over my 2022 sales quota ($27m quota in 2022 and $136m in 2023)
- Quota increase due to an excellent first year and increase in the group supported
- Received Summit Award 2023
- Received Sales Leadership Award 2023
- Played an instrumental role in consulting on technology solutions and projecting the value of Equifax data assets with Auto customers – leveraging understanding of the prevailing technology environment and its key drivers, along with the changing business needs of companies and industry trends
- Drove enhancement of the client relationship by driving innovative solutions, increasing Equifax mindshare with the customer always focused on revenue growth
- Coached and developed a team of 12+ representatives to consistently meet and exceed monthly sales objectives
- Trusted technology advisor responsible for demonstrating the value of Equifax technology solutions and assets
- Resolved customer issues and escalations while maintaining a positive and professional attitude to ensure customer retention and increase the rate of win-back customers
- In collaboration with the account teams, co-develop and execute a sales plan that leverages Equifax technology solutions to drive revenue growth and market share at the target accounts
- Proactively mined and analyzed both industry and client’s legacy environment in order to drive meaningful client dialogue and tangible sales opportunities
- Established, maintained, and managed key customer relationships in tandem with the sales account teams.
- Maintained sales tracking reports to support operational enhancements and implement corrective actions.
- Furnished customers with exemplary service, helping build lasting, lucrative partnerships.
- Managed sales plan activities, promotions and product launches resulting in expanded revenues and branding.
- Collaborated closely with technical support teams throughout implementation processes ensuring smooth transitions for clients while establishing trust in our services.
Senior Solutions Consultant
INFOR
05.2021 - 02.2022
- Liaised with customers to understand and navigate the process of adopting the Infor Cloudsuite ERP within different segments
- Supported customers with efforts in digitalization promoting AI/ML solutions and SaaS, working successfully in a matrixed environment
- Support the Go-To-Market team with sales content creation
- Provided insights to help customers redefine their current processes and the benefits of using Infor moving forward
- Provided technical assistance for 10+ sales representatives, which included performing technical interpreting, delivering white board presentations to customers, and performing performance testing on customer websites.
- Contributed to the development of a knowledge-sharing culture within the organization through active participation in workshops, conferences, and other professional events.
- Managed multiple large-scale projects simultaneously, ensuring timely completion and meeting clients'' expectations.
- Conducted comprehensive market research and analysis to identify emerging trends and technologies for potential integration into existing solutions.
- Drafted integration plans to ease assimilation of products into customers' business infrastructure.
Sales Engineer
FESTO CORPORATION
12.2009 - 05.2021
- Developed joint solutions with different internal teams (Sales, Product Development/Engineering, Marketing and Services)
- Developed processes to better qualify new opportunities and prioritize them with the development team
- Generated service requests for the professional services team and developed statements of work
- Joined the digital strategy team to create a new process to streamline new ideas
- Trained and mentored new hires on sales strategies, white boarding presentations, and industry, competitor, and product knowledge
- Articulated engineering solutions at all levels of our clients’ organizations
- Strong research methods and analytical skills lead to the ability to close sales by responding to inquiries regarding product features, performance, product application, product substitution and special application requests
- 1 Sales Engineer in US for double rod actuators in 2019 and 2020; Territory growth from $750K to $4M
- Coached new employees in how to recognize and approach prospective customers; trained 15 employees went on to promotions from seasonal to full time and leadership positions
- Effectively maintained and strengthened vendor relationships
- Focus on high value-added solutions development (30% of the sales were "solution quotes" not only catalog products)
- Achieved sales goals in multiple segments (157% of sales target achieved with margin improvement in 2019).
- Created product training plans centered on customer success and satisfaction.
- Captured opportunities for additional sales during project implementation and rollout with existing accounts.
- Supported market research, metrics and requirements development and risk management.
- Wrote and updated sales and service contracts for $2.4m sales.
Sales Engineer
ELETRONOR
05.2007 - 12.2009
- Porto Alegre/RS –, Oversaw projects and assist customer’s purchase the best solution for automation equipment available
- Organized and implemented conferences to introduce proposals with a variety of industry associates
- Increased revenue by adding 2 new clients a month
- Defined potential customer base, made business and consumer sales calls, and monitored customer needs and increased customer base
- Created accountability measures and tracked monthly progress
- Evaluated and made improvements to customer service programs, improved communication processes, built referral programs and increased appointment ratios
- Certified LAACS - Latin American Component School
- Honor with the 3º place as best participant (80 total)
- Provided solutions on automation and control equipment such as PLCs, HMIs, Vision Systems, and sensors.
- Created product training plans centered on customer success and satisfaction.
- Captured opportunities for additional sales during project implementation and rollout with existing accounts.
- Supported market research, metrics and requirements development and risk management.
- Recommended changes, improvements, or enhancements in products to product development team based on customer feedback.
Sales Engineer Intern
MECHSYS
08.2006 - 05.2007
- Gathered valuable feedback from clients on product performance, sharing insights with engineering teams for continuous improvement efforts.
- Used effective data analysis and sales strategies to increase win prospect buy-in and demonstrate system benefits.
- Enhanced company visibility by delivering engaging presentations at trade shows, conferences, and other networking events.
- Utilized advanced technical knowledge to gain a competitive edge in the market by effectively showcasing product capabilities in comparison to competitor offerings.
Product Engineer Intern
DHB
10.2005 - 07.2006
- Interpreted blueprints, technical drawings, schematics and computer-generated reports for new product development.
- Tested newly installed systems, closely monitoring functionality and adherence to operating specifications.
- Assisted in patent applications for innovative product features, protecting intellectual property and maintaining a competitive edge in the market.
- Participated actively in project meetings, contributing valuable insights that guided critical decisions in product development phases.
- Presented findings from research projects to stakeholders, driving informed decision-making processes within the organization.
- Evaluated supplier capabilities and quality systems, ensuring reliable components for product manufacturing.
- Developed internal processes and plans for mechanical verification, product development and factory processes.
- Eliminated ineffective product line materials to resolve performance challenges and mitigate corrosion.
- Performed engineering calculations as needed during the design process, optimizing designs while maintaining safety standards.
Product & Process Engineer Intern
EPCOS
04.2005 - 10.2005
- Participated in capacity planning efforts, ensuring adequate resources were available for sustained productivity levels.
- Supported continuous improvement initiatives by participating in Lean Six Sigma projects, leading to waste reduction and cost savings.
- Performed regular audits of manufacturing processes to ensure adherence to quality standards, resulting in fewer customer complaints related to product quality issues.
- Liaised with internal teams to complete design, production, research, process flows and documentation.
Education
MBA - Business Management
FGV - FUNDACAO GETULIO VARGAS
Porto Alegre, RS, Brazil12.2011
Bachelor of Science - Automation & Control Engineering
PUCRS - PONTIFICIA UNIVERSIDADE CATOLICA DO RIO GRANDE DO SUL
Porto Alegre, RS, Brazil08.2008
Skills
- Strategic Planning & Execution
- Manufacturing
- Consultative Selling
- New Business Development
- Automotive
- Cross-Functional Team Leadership
- Cloud Computing
- Automation
- Forecast/Budget Control
- Business Continuity
- Continuous Process Improvement
- Resource Brokering / Allocation
- Operational Excellence
- Staff Training & Development
Timeline
Industry Segment Manager
LENZE AMERICAS
07.2023 - Current
Senior Technology Sales Consultant
EQUIFAX
02.2022 - 07.2023
Senior Solutions Consultant
INFOR
05.2021 - 02.2022
Sales Engineer
FESTO CORPORATION
12.2009 - 05.2021
Sales Engineer
ELETRONOR
05.2007 - 12.2009
Sales Engineer Intern
MECHSYS
08.2006 - 05.2007
Product Engineer Intern
DHB
10.2005 - 07.2006
Product & Process Engineer Intern
EPCOS
04.2005 - 10.2005
MBA - Business Management
FGV - FUNDACAO GETULIO VARGAS
Bachelor of Science - Automation & Control Engineering
PUCRS - PONTIFICIA UNIVERSIDADE CATOLICA DO RIO GRANDE DO SUL
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