Marcelo Mazzotti Email & Phone Number

São Paulo, Brazil

São Paulo, Brazil

• Managed a team of 10 enterprise business development representatives (BDRs).• Delivered 190% of the 2023 sales quota and achieved 88% year-over-year growth while impacting $18M in ARR/sales.• Developed a cross-functional sales management strategy, leading to a 4% increase in the conversion rate.• Implemented generative artificial intelligence (AI) tools into the team's workflow, enhancing productivity by 15%.

São Paulo, Brazil

São Paulo, Brazil

• Managed a team of 11 mid-market and enterprise business development representatives (BDRs).• Delivered 116% of the 2021 sales quota and 109% of the 2022 while impacting $12M in ARR/sales.• Coached and developed the team by conducting weekly meetings and creating individual development plans (IDPs). Over 18 months, 5 achieved their next career step as Account Executives (AE).• Created an onboarding process that reduced the adaptation period from 3 months to 2 months by using videos and hands-on exercises.

São Paulo, Brazil

• Impacted $2M in ARR/sales by conducting customer discovery sessions, uncovering their needs, and using the Salesforce platform to meet the customer's business requirements.• Developed a regional program to centralize several reusable assets (demos, micro demos, and presentations). Used over 3,000 times by account executives and influenced over 60 sales opportunities.• Led training sessions on the latest products and features for partners and the sales team.

São Paulo, Brazil

São Paulo, Brazil

São Paulo, Brazil

• Managed a team of 2 interns.• Launched the new product Glyxambi in the Brazilian market. Recognized as one of the best product launches worldwide.• Led the cross-functional team which developed and delivered the launch plan, achieving 180% of the sales quota.• Achieved category (SGLT2i) market share leadership with Empagliflozin by developing and implementing a $5M marketing strategy encompassing competitive analysis, market research, face-to-face events, webinars, external stakeholder management, promotional materials, free samples, and sales enablement.• Implemented marketing automation campaigns using Salesforce Marketing Cloud to improve engagement with doctors.

Indianapolis, United States

• Short-term assignment in the corporate headquarters sponsored by the global COO to increase company's profitability by 3%.• Led the development of a global pricing and portfolio optimization framework.• Trained sales executives on how to improve customer offerings using the new framework.

São Paulo, Brazil

• Managed a team of 2 analysts, 1 project manager, and 2 developers.• Impacted $4M in sales by working with account executives to include services as part of the offer.• Developed a process to improve sales operations across the region by creating a customer 360 view using SQL and Tableau.• Reduced the infrastructure maintenance costs by 72% through optimizations of internal resources while achieving a 200% increase in the number of projects delivered by the innovation squad.

São Paulo, Brazil

• Managed a team of 1 analyst, 2 developers, and 1 project manager.• Led the regional product development process for the Knowledge Solutions division. Conducted workshops with internal and external stakeholders to define and prioritize ideas.• Expanded the services division by increasing the number of active customers by 37% in 1 year.

São Paulo, Brazil

• Founded a startup that offered software development services and technology solutions.• Generated revenue of R$150k during the first 2 years of operations.• Closed 8 deals with enterprise customers.

São Paulo, Brazil

• Delivered presentations to enterprise clients, highlighting how implementing Google Workspace can boost productivity by 23% and reduce costs by 15%.• Developed and implemented an incentive program that resulted in a 25% increase in success stories reported by partners over a 6-month period.• Trained partners on Google Workspace features and functions.

Certificate

Master Of Business Administration - Mba

Certificate

Certificate

Certificate

Certificate

Bachelor Of Engineering (B.E.)

Bachelor Of Engineering (B.E.)

High School