Carolina Neville-O'Neill Email and Phone Number

Responsibilities:- Identify, prospect, and acquire new customers within the Latin American market.- Develop and execute strategic prospecting plans to penetrate target accounts.- Build and maintain strong relationships with C-level executives and key decision-makers.- Collaborate closely with cross-functional teams to optimize sales processes and increase win rates.

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%

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 Multimedia Department, provided research assistance to graduate and undergraduate students completing theses.• Trained faculty and staff on information literacy, standardization of academic papers, and usage of academic library.• 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 the University's electronic journal portal.• Curated and supplied catalog data and metadata for DSpace, open source software used to manage and develop the 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 Analyst to create and update exhibitions, social media campaigns, web pages, and the university's DSpace and OJS interfaces.• Assisted with implementation of Summon, a SaaS-based information discovery solution.

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