Samuel Souza
Summary
Energetic Sales Representative with 20+ years of experience, offering demonstrated success identifying prospects and converting leads into customers. Superior communication skills to understand client needs and close sales. Recognized for creativity and resourcefulness in meeting and exceeding sales, revenue and profit goals. Able to succeed in a multi-cultural environment and bring value by understanding customer needs, culture, and people.
Overview
23
23
years of professional experience
2
2
Certification
3
3
Languages
Work History
Cloud Sales Executive
SAP
04.2022 - Current
- Responsible for developing relationship with Mid-Market, Regulated Industries accounts
- Fully responsible for their territory coverage, demand generation, forecasting, closing, planning & strategy, and customer/partner satisfaction, he works closely with the different stakeholders to bring business value and innovation to its customers and prospects.
- Established long-term customer relationships through personalized account management for increased retention rates.
- Expanded client base with effective prospecting, lead generation, and cold calling techniques.
- Mentored junior sales team members, sharing insights on best practices and driving overall team performance improvement.
- Managed complex sales cycles skillfully, navigating multiple stakeholder interests to secure successful deal closures.
Cloud Sales Specialist
Oracle
01.2018 - 04.2022
- Secure Oracle solution selection through a preeminent engagement with customers
- Assist Sales Representatives, Sales Consultants and Partners to drive the sales of Oracle Technology Cloud solutions
- Help customers addressing their business challenges by mapping the best Oracle IaaS and PaaS solutions.
- Increased sales revenue by developing and implementing strategic sales plans.
- Collaborated with cross-functional teams to deliver comprehensive solutions for clients'' needs.
- Provided ongoing support to existing clients, maintaining a high level of satisfaction and encouraging repeat business.
- Developed and maintained comprehensive understanding of products, services and competitors to enhance sales presentations.
Sr. Account Executive
Prosys Information Systems
01.2015 - 01.2018
- Accomplished sales professional focused on assisting customers with long term solutions and strategies for Information Technology and infrastructure to meet their business objectives
- Expertise in a broad range of data center solutions (servers, software and storage), hyperconverged solutions, IoT Solutions, Virtualization, Software Defined Solutions (storage, network, data center), cloud computing (private, public and hybrid), cloud solutions, core to edge network infrastructure, unified communications, contact center, telepresence solutions, security, wireless networks, professional services, managed services.
- Negotiated contracts that maximized profit margins while maintaining competitive pricing for clients.
- Established long-lasting partnerships with key industry influencers, generating increased brand awareness and credibility.
- Utilized CRM tools effectively to manage client information and track progress on accounts, leading to more accurate forecasting and pipeline management.
- Resolved escalated customer issues professionally, maintaining client trust while protecting company interests.
Client Executive
Lenovo
01.2014 - 01.2015
- Establish, implement and execute the sales plan for Florida, Georgia, Alabama and Mississippi by effectively aligning with the overall Lenovo sales strategy; account planning, partner alignment, training, sales escalation, marketing, events, etc
- Managed a diverse portfolio of clients, ensuring timely delivery of products and services while maintaining high levels of satisfaction.
- Conducted in-depth market research to identify trends, opportunities, and potential threats for strategic planning purposes.
- Presented compelling sales pitches that demonstrated the value of our offerings in meeting client objectives successfully.
PureSystems Sales Leader
IBM
01.2013 - 01.2014
- With P&L accountability, analyze and define sales strategies for Georgia, Florida and Puerto Rico territories
- Provide leadership in complex deals working closely with team to find solutions, keep customers informed, and manage expectations
- Initiate marketing campaigns aligned with sales strategies.
- Led a high-performing sales team, providing motivation and guidance to exceed targets consistently.
- Enhanced product knowledge within the sales team through continuous training and workshops.
- Expanded market share by identifying potential customers and developing tailored solutions to meet their needs.
- Increased customer engagement to drive interest and boost sales opportunities.
Power Systems and Storage Sales Leader
IBM
01.2008 - 01.2012
- Develop and maintain comprehensive sales knowledge in Infrastructure offerings, along with financial and selling skills, applied to specific industries
- Demonstrate required proficiency levels for technical and sales skills
- Maintain an in-depth knowledge of IBM sales processes, techniques, tools, and advise others on their use.
- Increased sales revenue by implementing strategic sales plans and monitoring market trends.
- Developed strong client relationships for sustained business growth and customer satisfaction.
- Exceeded quarterly goals consistently, driving aggressive business development initiatives.
- Managed key accounts effectively, maintaining long-term partnerships and maximizing revenue opportunities.
- Increased customer engagement to drive interest and boost sales opportunities.
Account Manager
IBM
01.2007 - 01.2008
- Built and extended relationships with public sector customers
- Defined sales strategies and introduced IBM to key decision makers and influencers
- Presented solutions for hardware, software, services, and industry-specific issues
- Led complex negotiations.
- Conducted regular account reviews to identify areas for improvement and ensure continued success.
- Monitored industry trends to provide informed recommendations on new products or services that could benefit clients'' businesses.
Territory Manager
G PLUS INFORMATICA
01.2004 - 01.2007
- As head of local company, served as IT consultant guiding customers to find technology solutions and identifying new business opportunities.
- Expanded territory coverage by strategically identifying and targeting high-potential accounts.
- Implemented successful sales strategies to drive revenue growth and exceed quarterly quotas consistently.
- Demonstrated exceptional presentation skills during client meetings, showcasing product benefits and value propositions effectively.
- Delivered customized solutions tailored to individual client needs, increasing overall customer satisfaction levels significantly.
- Managed a diverse portfolio of accounts within the territory, adeptly balancing resource allocation and prioritization to maximize overall business success.
- Developed and monitored sales representative goals and performance to drive territory goals.
- Trained and mentored sales representatives in sales techniques and strategies.
Web Sales Manager
IBM
01.2003 - 01.2004
- Generated demand and managed web sales
- Initiated promotions of products for sets of customers and regions
- Supported internal structure.
- Increased web sales revenue by developing and implementing effective online marketing strategies.
- Optimized website layout and design for enhanced user experience, leading to higher conversion rates.
Power Systems Sales Specialist
IBM
01.2001 - 01.2003
- Analyzed and managed strategies of sales to Unix servers in most significant IBM sector in Brazil.
- Increased sales revenue by developing and implementing strategic sales plans.
- Organized and participated in trade shows, conferences, and networking events to increase brand exposure and generate leads.
- Built diverse and consistent sales portfolio.
- Identified new business opportunities through cold calling, networking, marketing and prospective database leads.
- Monitored service after sale and implemented quick and effective problem resolutions.
Education
B.S.―Economics -
Pontificia Universidade Catolica de Minas Gerais
Belo Horizonte, MG01.2007
Skills
- Salesforce Proficiency
- Competitive Analysis
- Pipeline Management
- Territory Management
- Sales Presentations
- Deal Closing
- Solution Development
- Upselling Strategies
- Cross-functional Collaboration
- Problem Solving
- Contract Negotiation
- Industry Knowledge
Certification
- Negotiation Mastery – Harvard Business School
- Introduction to Data Analytics for Managers – University of Michigan
- Veeam Availability Suite v9.5. VMSP, Veeam
- Selling Business Outcomes, Cisco
- Nutanix Platform Sales Representative (NPSR), Nutanix
- IT Project Management, University of South Florida, Tampa, FL
- Effective Project Management, University of South Florida, Tampa, FL
- White Space” Strategy, IBM
- Cloud Computing, IBM
- Smarter Computing Strategy, IBM
Timeline
Cloud Sales Executive
SAP
04.2022 - Current
Cloud Sales Specialist
Oracle
01.2018 - 04.2022
Sr. Account Executive
Prosys Information Systems
01.2015 - 01.2018
Client Executive
Lenovo
01.2014 - 01.2015
PureSystems Sales Leader
IBM
01.2013 - 01.2014
Power Systems and Storage Sales Leader
IBM
01.2008 - 01.2012
Account Manager
IBM
01.2007 - 01.2008
Territory Manager
G PLUS INFORMATICA
01.2004 - 01.2007
Web Sales Manager
IBM
01.2003 - 01.2004
Power Systems Sales Specialist
IBM
01.2001 - 01.2003
B.S.―Economics -
Pontificia Universidade Catolica de Minas Gerais
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