Marcello Chang
Naples,FL
Summary
Dynamic Enterprise Sales Executive with expertise in developing strategic relationships and driving significant revenue growth through complex software sales. Proven track record of surpassing regional targets and successfully closing high-value deals with Fortune 500 clients. Committed to leveraging technology to deliver impactful solutions that enhance customer success and operational efficiency.
Overview
2
2
Languages
10
10
years of professional experience
Work History
VP of Sales
Celeritas AI
06.2024 - Current
- Directed enterprise sales strategy for AI SaaS platform serving DME/HME market, building executive relationships with CEOs, COOs, and key stakeholders while overseeing full enterprise sales lifecycle to drive customer engagement.
- Led executive discovery workshops to assess revenue cycle operations, translating complex processes into tailored AI automation strategies and enterprise proof-of-concepts to enhance operational efficiencies.
- Delivered consultative technical demonstrations showcasing AI-powered workflow automation, clinical documentation, reimbursement intelligence, EMR/PMS integrations, and revenue cycle optimization, partnering with Product and Engineering to align solutions with customer business objectives.
- Collaborated with Product, Engineering, and Customer Success to influence product strategy, accelerate enterprise adoption, and position AI as an intelligence layer that streamlined operations, improved documentation accuracy, strengthened reimbursement integrity, and reduced preventable claim errors.
GTM Leader – Americas
LARUS Limited
02.2021 - 05.2024
- Drove North American go-to-market strategy for enterprise IP address and infrastructure solutions, surpassing regional revenue targets by 140% in 18 months.
- Managed complete enterprise sales lifecycle, closing complex deals with Fortune 500 firms, cloud providers, and managed service providers.
- Executed consultative solution selling on IPv4 acquisition, cloud infrastructure, and managed services, aligning technical solutions with customers' business and network modernization goals.
- Advised CIOs and CTOs on IPv4 strategy and digital transformation, facilitating technical discussions that informed decision-making.
- Collaborated with executive leadership to create forecasting models and pipeline strategies leveraging Salesforce CRM analytics, enhancing sales visibility.
Enterprise Sales Director
CPoint5 Retail Analytics
01.2017 - 02.2021
- Achieved $1.8 million in first-year revenue through enterprise sales of AI retail analytics platform.
- Closed 40+ enterprise and mid-market accounts annually through consultative value-based selling, enhancing customer relationships.
- Increased pipeline conversion by 40% through implementation of MEDDICC sales methodology.
- Advised C-level executives on predictive analytics and supply chain technology, aligning strategies with business objectives.
- Conducted technical discovery sessions and product demonstrations, aligning AI solutions with operational goals.
- Coached and developed 18-member sales team, establishing scalable processes to drive sustained revenue growth.
Education
MBA - Master of Business Administration
University of Central Florida
Orlando,FL05-2023
BS – Bachelor of Science - Business Management
Florida Gulf Coast University
Fort Myers, FL05-2019
Skills
- Enterprise SaaS sales
- Technical solution selling
- Consultative selling
- New business development
- Sales cycle management
- Pipeline generation
- Account management
- CRM management
- Customer success
- Partnership management
- AI solutions
- Cloud infrastructure expertise
- Sales leadership skills
- Technical sales alignment
Languages
Native/Bilingual, Professional
Languages
Spanish
Native/ Bilingual
Portuguese
Professional
Timeline
VP of Sales
Celeritas AI
06.2024 - Current
GTM Leader – Americas
LARUS Limited
02.2021 - 05.2024
Enterprise Sales Director
CPoint5 Retail Analytics
01.2017 - 02.2021
MBA - Master of Business Administration
University of Central Florida
BS – Bachelor of Science - Business Management
Florida Gulf Coast University