Carolina Neville-O'Neill

• Territory: LATAM.
• Build, manage and cultivate a healthy pipeline of customers interested in partnering with Figma
• Generate new contacts through networking and cold calling, keeping an average of 100 to 150 touches per week
• Demonstrate products, respond to questions, redirect concerns, and overcome objections to close sales.

Territory: Brazil.

Territory: Brazil and NoLA

As Commercial Sales Manager my responsibilities were to:

• Manage the entire Commercial Sales Teams (8 AEs) covering LATAM, out of Boston, MA and Denver, CO;
• Develop the relationship with institutional partners, currently 6 partners in LATAM;
• Onboard new hires, and support new partners (sales operations, sales methodologies, internal sales process, prospecting efforts, time management, product, pricing models...);
• Support my team members to create outbound strategies, conduct qualification calls, direct sales, and negotiations;
• Establish new processes for LATAM market with cross-team collaboration, with the support of pre and post sales business units;
• Develop templates (business decks, emails and LinkedIn messages, cold call scripts, discovery calls scripts...) for new hires, AEs, SDRs and partners;

Trained on CoM and MEDDICC frameworks.
From June 2020 to June 2021: US$+1.4M ARR across +150 new logos.

Covering Brazil, and, as a backup, LATAM, responsibilities were to:

• Follow-up on new leads and trials;
• Source new companies, +60, and acquire new logos, +70 (US$+780K ARR);
• Develop the relationship with institutional partners, 3 partners in LATAM;
• Onboard new hires (mentoring 6 AEs and 3 SDRs) and support new partners (sales operations, sales methodologies, internal sales process, prospecting efforts, time management, product, pricing models...);
• Conduct direct sales and negotiations, executed an average of 6 deals monthly;
• Conduct cold calls, discovery calls and prospect qualification;
• Prospect on a portfolio of +100 accounts;
• Establish new processes for LATAM market;
• Develop templates (business decks, emails and LinkedIn messages, cold call scripts, discovery calls scripts...) for new hires and partners;
• Demonstrate product to partners, prospects, and on technology conferences;
• Develop weekly email campaigns;
  

Trained on CoM and MEDDICC frameworks.
President's Club - 2020 - 128%

• Territory: LATAM
• President's Club - Top10 Commercial rep. 2019 - 119%

• Managed product training logistics, budget, and curricula for EBSCO's largest accounts in 8 South American countries (Argentina, Bolivia, Brazil, Chile, Ecuador, Paraguay, Peru, and Uruguay).
• Ran over 240 trainings each year for customers in Academic, Corporate, Government, and Medical markets.
• Promoted trainings via social media and creating marketing and tutorial materials to be distributed at the client site.
• Recommended, obtained, and validated product customization requirements from clients in presales.
• Collaborated with Sales Engineers, clients, and Project Managers to verify implementation of requested customizations.
• Designed and delivered training plans for custom implementation of products.
• Shaped product development by communicating feature requests to Product Management and Engineering team. Continuously advocated for critical features requested by key accounts.
• Mentored and trained junior team members in time management and use of tools such as NetCRM and WebEx.

• Served as Manager of the Multimedia Department and provided research assistance to graduate and undergraduate students completing theses.
• Trained faculty and staff on information literacy, standardization of academic papers, and academic library usage.
• Responsible for the management and training of three direct reports.
• Reviewed and edited material submitted for publication in the university's academic journals. Ensured journal content was formatted in compliance with ABNT (Brazilian Association of Technical Standards) guidelines.

• Managed University's electronic journal portal.
• Curated and supplied catalog data and metadata for DSpace, open source software used to manage and develop university's electronic institutional repository.
• Provided support for Open Journal Systems (OJS). Helped professors create and maintain editorial projects.Trained professors on platform use and best practices.
• Coordinated with Web Analysts to create and update exhibitions, social media campaigns, web pages, and the university's DSpace and OJS interfaces.
• Assisted with the implementation of Summon, a SaaS-based information discovery solution.

• Provided user experience feedback on the first touchscreen ATM user interface in Brazil.
• Evaluated user journey and reported findings to management.
• Created, reformulated, and developed wireframes, sitemaps, and UX for Banco do Brasil.