Giuseppe Varalla Email & Phone Number

São Paulo, Brasil

Responsible for growing company revenue by effectively managing new customers and partners, acting over the LATAM territory and working with direct and indirect sales channels for IFS Enterprise Asset Management, Field Service Management and ITSM products, supporting the following segments: Financial Services, Telecom, Agribusiness, Retail, Media & Entertainment, Manufacturing,Utilities and others.Related activities:● Qualify sales opportunities● Build account plans and strategies for each target account● Manage a sales pipeline through prospecting efforts into a above verticals● Negotiate pricing and complex contractual agreements to close the sale.● Effectively leverage internal and external resources (Senior Executives, Presales, Professional Services, Legal, Infrastructure partners, etc.) in Sales Campaigns and Purchaser processes● Work effective with IFS's key partners to deliver joint value propositions● Develop go-to-market and co-selling strategies with partners, secure marketing resources (e.g., go-to-market offers) to support partners with developing marketing plans, and Ensure partner readiness to execute key activities to exceed expectations to drive partner sales goals.● Lead Partner pipeline reviews and coach and challenge partners to transform their plans and strategies around execution, and facilitate collaboration between the partners sales team, channel managers, and other relevant teams.●. Develop and execute capacity plans to assure the partner is well positioned to sell the value of IFS Platform and to deliver successful customer implementations via proper competencies and certifications● Uncover needs and develop relationships with multiple stakeholders within the assigned accounts across the Lines of Business, IT, Operations and Senior Management● Collecting customer feedback to determine product and service shortfalls.

São Paulo E Região, Brasil

Responsible for growing company revenue by effectively managing existing customer accounts and new customers, acting over the Brazilian territory and working with direct and indirect sales channels for Docusign products, supporting the following segments: Financial Services, Insurance, Health, Manufacturing, CPG, Retail, Logistics and others.Related activities:* Qualify sales opportunities based on DocuSign’s sales methodology & metrics, to include customer fit and success criteria* Identify, cultivate and close on net-new business as well asmanage existing relationships to ensure customer renewals andretention* Build account plans and strategies for each target account* Manage a sales pipeline through prospecting efforts into aseveral verticals* Negotiate pricing and complex contractual agreements to closethe sale.* Effectively leverage internal resources (Senior Executives,Presales, Professional Services, Legal etc.) in Sales Campaigns* Work effective with DocuSign’s key partners to deliver joint valuepropositions* Uncover needs and develop relationships with multiplestakeholders within the assigned accounts across the Lines ofBusiness, IT, Procurement and Senior Management* Consistently seek new business opportunities by presenting, recommending and upsell new DocuSign products, services andpartner solutions* Collecting customer feedback to determine product and serviceshortfalls.* Managing existing customer accounts by ensuring that existingcustomers remain satisfied with company products and services.

São Paulo Area, Brazil

Sales manager responsible for São Paulo territory working with indirect sales channels for Oracle´s ERP, Supply Chain and Enterprise Performance Management products on Cloud. Focus on Oracle SaaS applications.

Sao Paulo

Sales Account Executive with focus on executing the strategic business development plan in the Consumer Products Goods, Agribusiness, General Manufacturing, Mining and Financial Services segments, Identifying specific prospects/partners to approach while communicating the specific value proposition of SAP´s products. Related activities: • Fill the business development pipeline by engaging with prospects, partners, and key customers to qualify and close new business.• Work closely with the customer base to ensure they are successful using SAP`s SCM, EAM, Manufacturing and Mobile products• Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory.• Understand the business requirements of our customers and work closely with the internal development teams to guide the direction of SAP´s SCM, EAM, Manufacturing and Mobile products.• Manage complex contract negotiations and liaison with the legal group• Experienced with account management (Enterprise, SMB and startup) and solution selling ability

Bachelor Of Engineering (B.Eng.), Electrical And Electronics Engineering, University

Master Of Business Administration - Mba, Marketing

MBA Executivo na área de Marketing

Bacharelado Em Engenharia, Electrical, Electronics And Communications Engineering

Master Of Business Administration - Mba, Marketing