RAFAEL BATISTA DOS SANTOS
Miami,FL
Summary
Successful Territory Manager bringing strong history of exceeding product revenue and customer targets. Versed in Customer Intelligence/Experience, Fraud Prevention and AML, Risk Management and Compliance products and current market trends. I also have been experienced projects in Artificial Intelligence and Analytics Platform Modernization. Over 10 years of sales and business development success.
Motivated individual with experience in customer service and sales. Skilled in building customer relationships and understanding customer needs. Strong communication and interpersonal skills for providing superior customer service. Results-oriented sales worker engages with customers to help establish rapport. Proven track record of building customer relationships and successfully closing sales. Committed to delivering exceptional customer service and exceeding sales goals.
Overview
23
23
years of professional experience
Work History
Territory Manager, Caribbean
SAS Institute Inc
03.2020 - Current
- Exceeded sales quotas through effective sales strategy and business planning.
- Established successful account relationships by building rapport and maintaining consistent communication.
- Analyzed sales data to identify areas for territory improvement and implemented strategies to maximize sales growth.
- I leverage sales opportunities to acquire, grow and retain customers within my assigned territory by considering the customer's business priorities and anticipated business/financial changes
- I systematically identify and evaluate sales opportunities within the account and targets those with the greatest potential for producing positive outcomes
- I follow up with customers to track satisfaction levels and to discover additional revenue opportunities or potential referrals
- I offer insights and explore unmet or unrecognized needs
- I establish a compelling value proposition and persuasively present a new ways to achieve results that resonates with decision makers and motivates them to act promptly on the proposed solution
- Drove sales by developing multi-million dollar contract sales.
Strategic Account Executive, Santander Group
SAS Institute
07.2018 - 03.2020
- Responsible for Santander Brazil (a global account), I had the opportunity to create a winning strategy, orchestrating a multi-disciplinary team of consulting experts, technical managers, customer advisory teams and customer care professionals, to meet the sales corporate goals (Growth revenue and profitability, Secure the future and Shape the Customer Relationship)
- Accomplishments: Quota overachievement (286%), establishing a new performance record for Brazil.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Researched sales opportunities and possible leads to exceed sales goals and increase profits.
- Developed and implemented account management plans to establish customer satisfaction.
- Engaged in friendly conversation with customer to better uncover individual needs.
- Listened to customer needs and desires to identify and recommend optimal products.
- Built and maintained strong client relationships to drive business growth.
- Facilitated strategic meetings with key stakeholders to understand customer needs and develop action plans.
- Generated sales activity to build functional pipeline of qualified opportunities.
Account Executive, Named Accounts
SAS Institute
01.2015 - 07.2018
- Built and strengthened relationships with new and existing accounts to drive revenue growth.
- Qualified leads, built relationships and executed sales strategies to drive new business.
- Resolved issues promptly to drive satisfaction and enhance customer service.
- Managed sales cycle to maintain solid customer base.
- Strengthened customer relationships with proactive and collaborative approach to managing needs.
- Attended networking events to build relationships and identify sales opportunities.
- Serviced accounts and proposed new products and services to maximize revenue.
- Gained understanding of goals, objectives and processes to meet client business needs.
- Collaborated with internal teams to develop account strategy.
- Created and executed account strategies to translate organizational goals into client activities.
Inside Sales Representative, SMB
SAS Institute
01.2013 - 12.2014
- Member of the sales team that tripled the income in Small and Medium Business Brazil
- Projects developed with more than 100 customers in verticals such as Insurance Firms, Healthcare, Retail, Pharmaceutical, Small Banking and Audit Services
- Accomplishments: More than 15 New Logos closed in two years.
- Maintained up-to-date knowledge of available products to best serve customers and maximize sales potential.
- Managed friendly and professional customer interactions.
- Determined needs, delivered solutions, and overcame objections through consultative selling skills.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
- Negotiated prices, terms of sales and service agreements.
Facilities & Travel Manager
SAS Institute
01.2009 - 01.2013
- Built relationships with vendors and contractors to support timely and cost-effective services.
- It is worth mentioning that I was part of the administration that led the company to reach the 3rd place of “The Best place to Work” in IT companies (Great Place to Work Magazine).
- Served as point of contact for internal and external customers seeking support and information.
- Developed and oversaw budgets for facilities and worked within cost restraints.
- Negotiated contracts with vendors to obtain favorable and cost-effective terms and conditions.
- Created and implemented operational policies, processes and procedures to keep facilities running smoothly.
- Collaborated with contractors, vendors and stakeholders to support on-time projects completion.
- Directed vendors, facilities staff, and service providers as required to create efficient and non-disruptive work environment.
Facilities & Travel Supervisor
Oracle
09.2003 - 01.2009
- Built relationships with vendors and contractors to support timely and cost-effective services.
- Maintained physical condition of facilities, applying available resources and personnel to achieve safe, clean, and functional environment.
- Managed and coordinated all facilities maintenance and repair projects within time and budget constraints.
- Directed vendors, facilities staff, and service providers as required to create efficient and non-disruptive work environment.
- Negotiated contracts with vendors to obtain favorable and cost-effective terms and conditions.
- Created and implemented operational policies, processes and procedures to keep facilities running smoothly.
- Enforced compliance with applicable health, safety and environmental regulations to reduce risks.
- Collaborated with other departments to foster efficient use of facility space and resources.
Sr. Electronic Technician
Picolli Services
04.2000 - 09.2003
- Starting my career as trainee, I was hired one year later as Junior Electronic Technician and then promoted to a Senior Electronic Technician
- Fixed circuit boards and wire harness problems using schematics, wiring diagrams, and testing instruments.
- Troubleshot and resolved equipment failures to reduce operational disruption.
- Most of that time working for brands like Motorola and Nokia.
Education
MBA - Project Management
Fundação Getúlio Vargas
São Paulo12.2010
Bachelor's degree - Business Administration
Universidade Presbiteriana Mackenzie
São Paulo12.2005
Skills
- Revenue Target Achievement
- Territory Expansion
- Partner Relationship Management
- Client Rapport-Building
- Account and Territory Management
- Client Base Retention
- Client Needs Assessment
- Customer Acquisition
- Verbal and Written Communication
- Quote and Proposal Management
- Competitor Research
Accomplishments
2015 Top Sales Performance
2016 Top Sales Performance
2017 Top Sales Performance, SAS President´s Club and Million Dollar Deal
2018 Top Sales Performance, SAS President´s Club and Million Dollar Deal
2019 Top Sales Performance, SAS President´s Club and Million Dollar Deal
2020 Top Sales Performance, SAS President´s Club and Million Dollar Deal
2021 Top Sales Performance, SAS President´s Club and Million Dollar Deal
2022 Accomplished 53% growth in New Revenue and a 32% growth ARR.
Languages
Portuguese
Native or Bilingual
Spanish
Native or Bilingual
English
Full Professional
Hobbies
Soccer, video game, and fishing ignite my passion. On the field, I feel alive and competitive. In virtual worlds, I embark on thrilling adventures. And by the waters, fishing brings serenity and joy. These hobbies fulfill me, providing excitement and tranquility in equal measure.
Timeline
Territory Manager, Caribbean
SAS Institute Inc
03.2020 - Current
Strategic Account Executive, Santander Group
SAS Institute
07.2018 - 03.2020
Account Executive, Named Accounts
SAS Institute
01.2015 - 07.2018
Inside Sales Representative, SMB
SAS Institute
01.2013 - 12.2014
Facilities & Travel Manager
SAS Institute
01.2009 - 01.2013
Facilities & Travel Supervisor
Oracle
09.2003 - 01.2009
Sr. Electronic Technician
Picolli Services
04.2000 - 09.2003
MBA - Project Management
Fundação Getúlio Vargas
Bachelor's degree - Business Administration
Universidade Presbiteriana Mackenzie
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