Carmem Costa
Cedar Park,TX
Summary
Over 8 years of experience in SaaS sales with a strong focus on SMB and enterprise- level clients in the LATAM region. Dynamic native Portuguese and Spanish speaker professional with a history of solving IT & business problems by positioning highly technical solutions across multiple industries, including Public Sector and Utilities. Strategic partner to organizations across the globe transforming their business to scale in a digital world.
Overview
9
9
years of professional experience
Work History
Relationship Account Manager
MongoDB
Austin, TX
03.2024 - Current
- Serve as a strategic advisor to customers, aligning MongoDB initiatives with their internal processes, identifying bottlenecks, and contributing to overall corporate strategy.
- Proactively prospect, identify, qualify, and cultivate relationships with key stakeholders across customer accounts, ensuring comprehensive engagement.
- Lead negotiations for renewals and growth opportunities, applying the MongoDB sales process to expand and safeguard MongoDB's client base.
- Advocate for MongoDB feature adoption in customer interactions, leveraging playbooks and product insights to uncover expansion opportunities.
- Utilize data signals and proactive outreach to mitigate risks and enhance portfolio performance.
- Collaborate with MongoDB executives, product managers, and leadership to drive successful customer outcomes.
Emerging Enterprise Account Manager
UiPath
04.2019 - 03.2024
- Consistently exceeded sales targets, achieving over $1.5 million in annual software sales through a combination of strategic prospecting, consultative selling, and relationship building with C-level executives in enterprise-level and small-medium organizations in Latin America
- Developed and executed customized sales plans that aligned with clients' digital transformation objectives, resulting in a 95% customer retention rate and numerous upsell opportunities
- Served as main point of contact throughout the sales cycle, including renewals and upsells
- Best practices champion for the LatAm Sales team, responsible for identifying and prioritizing the most effective practices across the broader Sales organization
- Trained and enabled channel partners through on-boarding, leading the creation of their sales prospecting plan and customer portfolio
Sales Territory Manager - SOLA & Brazil
SolarWinds
07.2018 - 03.2019
- Developed and executed effective sales plans, resulting in achieving over 80% of sales quota within Q3, and 100% within Q4
- Engaged directly with senior IT decision makers, selling SolarWinds' IT management software and observability platform products through a consultative approach
- Managed on-boarding process for new channel partners, including training, prospect planning, sales meetings, and closing new opportunities
- Partnered with Sales Engineering to conduct online product demonstrations that are both technical and non-technical
Education Inside Account Manager
VMware
05.2016 - 05.2018
- Started as Business Development Associate aligned with Latin America and transitioned to Account Management within U.S
- Territory in 2017
- As Inside Account Manager, exceeded sales targets, delivering exceptional results of over 115% of the Q3, Q4, and Q1 sales quota (2017, 2018)
- Managed the sales process end-to-end in assigned U.S
- Territory from prospecting to closing
- Demonstrated expert knowledge of VMware EDU multi cloud solutions and ability to align its products with customer needs
- Articulated the value proposition, using market data to position VMware as a competitive player in the industry
- Collaborated across functions and BUs to attach EDU products and services to additional opportunities, resulting in pipeline growth and added value to customer and organization
Sales Area Manager
Tableau
, Brazil
01.2015 - 01.2016
- Represented Tableau and its product suite in customer accounts of all sizes and industries
- Managed all aspects of the sales process including lead generation, qualification, evaluation, closing and account management
- Developed and managed sales pipeline, assessing sales potential with the ability to move a large number of transactions simultaneously through the pipeline
- Coordinated resources throughout the sales cycle, including sales engineering and product support
- Conducted web-based product demonstration, leveraging product expertise and technical knowledge
Education
B.A. - Psychology, Industrial and Organizational Psychology
University Studies Center of
João Pessoa USCJP (UNIPE)
01.1999
Skills
- Problem Solving
- Salesforce Software
- Relationship Building
- Detail-Oriented
- Enterprise Sales
- Decision Making
- Bid Request Management
- Business Analytics
- Time Management
- Territory Management
- Meddpicc
- Account Management
- Client Relationship Management
- Contract Negotiation
- Account development
- Revenue Generation
Languages
- Spanish
- Portuguese - Native
- English
Timeline
Relationship Account Manager
MongoDB
03.2024 - Current
Emerging Enterprise Account Manager
UiPath
04.2019 - 03.2024
Sales Territory Manager - SOLA & Brazil
SolarWinds
07.2018 - 03.2019
Education Inside Account Manager
VMware
05.2016 - 05.2018
Sales Area Manager
Tableau
01.2015 - 01.2016
B.A. - Psychology, Industrial and Organizational Psychology
University Studies Center of
João Pessoa USCJP (UNIPE)
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