Maria Gabriela B. Zanini Email & Phone Number

Santana De Parnaíba, Sp, Br

Santana De Parnaíba, Sp, Br

São Paulo, São Paulo, Brasil

Independent Contractor Key Account Management to Financial Services Industry. Drive top-line revenue growth by acquiring new Enterprise customers and developing strategies to penetrate top tier accounts.Selling Cyber Security SaaS and HSM with APIs (Data anonymization modules (LGPD); digital signature; PIX transactions management; SPB modules management; EFT Cards product; 2-Factor Authentication; Blockchain Key Management).Negotiate and close complex deals, leveraging a consultative approach, utilizing communication skills to present compelling business cases and value propositions.Establish and maintain C-level executive sponsorship, leveraging my industry expertise to build relationships with decision-makers and champions.Responsible for the top 10 large enterprise financial accounts, farming cross and up-sell and driving renewals in these named accounts. Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships.Align solutions with the customer’s strategic objectives, developing best practice account and territory plans to ensure revenue and bookings target delivery and sustainable growth for financial services industry, being a trust advisor.Proactively identify and pursuing opportunities, prospecting, hunting, product demonstration, driving growth with new logos in LATAM Market. Collaborate effectively with internal teams, partners and leadership to optimize sales strategies and drive sales execution to support pipeline healthy into LATAM territory.

São Paulo, São Paulo, Brasil

Prospecting, qualifying, negotiating, and closing new business to the company's existing and net new enterprise financial customers in LATAM. Negotiate and close complex deals, leveraging a consultative approach, utilizing communication skills to present compelling business cases and value propositions.Proactively identify and pursue opportunities to cross and up sell additional products and services to existing customers to optimize account revenue and profitability.Relationship Management, as well as the account’s Master Services and License Agreements and Annual Contract Revenue (ACV) to achieve / exceed quota. Align solutions with the customer’s strategic objectives, developing best practice account and territory plans to ensure revenue and bookings target delivery. Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals.Develop relationships with decision makers in new and existing enterprise financial customers and leverage to drive strategy through complex organizations. Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of existing clients.Lead LATAM territory, including accounts, account relationships, prospect profiling, and sales cycles for banks and fintech. Create quarterly territory plans, developing strategies and actionable tactics to increase our market share in the Enterprise sector.Utilize value-based selling, and ROI data to support the customer’s decision process. Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue. Collaborate effectively with internal teams, partners and leadership to optimize sales strategies and drive sales execution.

São Paulo, São Paulo, Brasil

Drive top-line revenue growth by acquiring new Enterprise customers and developing strategies to penetrate top tier accounts.Negotiate and close complex deals, leveraging a consultative approach, utilizing exceptional communication skills to present compelling business cases and value propositions. Conducting demonstrations from the B2B Anti-Fraud product, AML, KYC, Risk Management, Credit risk, Cyber security, Financial Crime, Due Dilligence. Negotiation with financial companies, fintechs, techs, e-commerce, telecom and major players. Team leader in the Growth vertical, being responsible for the funnel vision, Goto-Market strategy and definition of scalable conversion strategies. Create quarterly territory plans, developing strategies and actionable tactics to increase our market share in the Enterprise sector. Design of sales processes and assist in the structuring and growth of the team. Training for customers and the entire ClearSale commercial team from outside the Innovation Hub forums. Quota carrying, forecasting, pipeline report.

Sorocaba, São Paulo

New business development, consultative sales in the Information Technology – Cyber Security segment. Responsible for technical sales consulting, focusing on mapping, identification and presentation of solutions aimed at closing deals. Products demonstration and quota carrying.Experience with SaaS. Create quarterly territory plans, developing strategies and actionable tactics to increase our market share.Development of sales solutions with knowledge in Corporate Governance, ITIL processes, Information Security, LGPD, based on security and Cloud Solutions. Presentation of weekly results to the executive team through alignment meetings, as well as with the SDR team, scoring the numbers in customer prospecting, results and deals closed. Always seeking to develop innovative, complete, intuitive and easy-to-integrate solutions with UTM Firewall; End User Control; Management and security of email, websites and internet links; Cloud Backup.

Sorocaba E Região, Brasil

In the new business development chair, my work is based on building relationships with potential customers and structuring bonds, creating loyalty, identifying and monitoring new opportunities. Brasil Notebooks offers managed services, focused on outsourcing.Leasing, Cyber Security hardware and SaaS (Microsoft/ Google/ AWS/ Cisco/ HP/ Lenovo/BluePex) focusing on medium and large companies as well as enterprise accounts.

Sorocaba, São Paulo

Complete sales cycle of Software, Hardware, Cloud Solutions (AWS, Azure and Google Cloud), Cyber ​Security Solutions (Cisco, HP, Microsoft).GTM, growth strategy definiton, KPIs and OKRs management. Negotiation with suppliers and importersNegotiate and sell the service portfolio, acting as Hunter 70% and Farming 30%Coordinate complex technical sales meetings between internal and external teams, project design along with teams for discovery, delivery and deploy.Definition of IT squads in outsourcing services. Analysis of new technologies to be incorporated in line with market expansion, strategy and branding. Prospecting, hunting and farming for B2B corporate clients; Associations with business groups; schools, trade boards, sports leagues, public media.

Campinas, São Paulo, Brasil

Estagiária no Centro de Pesquisas Meteorológicas e Climáticas Aplicadas à Agricultura.

Campinas, São Paulo, Brasil

Novos Negócios na Empresa Júnior do Instituto de Biologia da UNICAMP. emissão de propostas, desenvolvimento de relacionamentos, prospecção.

Campinas, São Paulo, Brasil

Estagiária no laboratório de fitopatologia de sementes.Estudo científico sobre a influência das práticas de melhoramento genético nas sementes de mamona para evitar patologias comuns e recorrentes.Manuseio das sementes de mamona alterando condições climáticas e de cultura de plantio para posterior colheita e análise dos resultados.

Pós-Graduação Lato Sensu - Especialização, Blockchain

Bacharelado Em Administração, Business Administration And Management, General

Bachelor'S Degree, Ciências Biológicas E Físicas

Activities and Societies: Empresa-júnior do Centro de Ciências Biológicas da UNICAMP

Licentiate Degree, Ciências Biológicas E Físicas

Activities and Societies: Empresa-júnior do Centro de Ciências Biológicas da UNICAMP

High School Diploma