Paulo Oliveira Email & Phone Number

São Paulo, Brazil

• Managing Customer Base Accounts and Closing Deals with (Revenue: U$ 1B +): AB Inbev (Ambev), Cargill, Aura Minerals, Braskem, Aperam and Ajinomoto.• Winning By Design methods, as SPICED and Recurring revenue operating model.• Using Hubspot as CRM and Sales Pipeline Management.• Negotiation with directors and C-level Executives (COOs, CTOs and CEOs).• Usage of Harvard Negotiation Method, ZOPA, BANT, GPCT BA & CI, SPIN Selling, MEDDPICC, Challenger Sales, PVC Sales, and sales self-hypnosis.• Commercial proposals (B2B) for Advanced Automation Process Control.• Outbound prospecting for Enterprise Accounts.• Structure deals and develop proposals independently, managing customer negotiations, building account planning and ensuring that deals align with shareholder value while driving competitive pricing.• Responsible for the project (a new visualization of the ROI Dashboard) as a strategic plan for the company. To do this, I need to gather customer requirements and work with the product engineering team to iterate and improve the Leaf Control product.

Recife, Pernambuco, Brazil

• Creation of a deal/lost Recovery Process• Managing Accounts (Revenue: U$ 200M +): Atlantic Nickel, Alpek Polyester, General Electric, Natulab, Indorama Ventures.• Creation of a post-meeting sales process for all Account Executives in the Northeast Region, using MEDDIC.• Knowledge on SaaS and On Premise Software• Sales Coaching for SDR’s/BDR’s/AE’s.• Using Microsoft Dynamics as a CRM and Sales Pipeline Management• Negotiation with directors and C-level Executives• Usage of Harvard Negotiation Method, ZOPA, BANT, GPCT BA & CI, SPIN Selling, Challenger Sales, PVC Sales, and sales self-hypnosis.• Commercial proposals (B2B) for Security and Access Software as a Service.• Outbound prospecting for Enterprise Accounts (Hunter and Closer).

Remote

• Commercial proposals (B2B) for IoT sensors in vibration analysis and energy measurements along with electrical and mechanical fault diagnosis software, energy management and efficiency, focused on sustainability and cost reduction.• B2B complex consultative sales (Industrial segment (Mining, Petrochemical, Chemical, Automotive), construction companies and hospitals) and application of SPIN selling, GPCT and BANT.• SaaS and equipment up-sell and cross-sell sales. 44% of all sales as cross-selling.• Negotiation with directors and C-level.• Development of training for teammates.• Follow-up of accounts such as Customer Success.• Using Hubspot as a CRM and feeding the sales funnel.• 108% of annual quota.• New/Upsell/Renew Accounts: Gerdau, Essilor Luxxotica, CIE Automotive, GKN Automotive, Flextronics, Iconic, Technip FMC, Koppert, Ceva Santé Animale, Apex Tools, Alpek Polyester, Bom Futuro, Dagoberto Barcellos, Komatsu, Olam Foods, Atlantic Nickel, KP Films, Mosaic, Iguá, Refrix, Largo Resource, Unigel, Santa Colomba and Pirelli. (Discrete Industry, MMM (Mining&Minerals), Oil&Gas, Food & Beverages and Agrobusiness.

Salvador, Bahia, Brazil

• Creation of budgets and commercial proposals (B2B) for products and services in the company's portfolio.• B2B consultative sales, Industrial segment from Mining, Petrochemical, Chemical, Automotive, Foods & Beverages, Oil &Gas, etc, to construction companies and hospitals.• Presentation of the company and product (solution) to the customer (Demo).• Customer prospecting, BANT, Inbound Sales and SDR (Sales Development Representative).• Up-sell and cross-sell sales of services and equipment.• New/Upsell/Renew Accounts: Largo Resource, Unigel, Santa Colomba and Pirelli. (Discrete Industry, MMM (Mining&Minerals), Oil&Gas and Agrobusiness.Main achievements:128% of the Annual Quota, done in 10 months

Aparecida De Goiânia, Goiás, Brazil

• During the Job Rotation: Performance in the manufacturing line of MV/LV electrical panels, Busbars, E-houses, learning the entire industrial process. • Leading a team of 5 peolle as a construction engineer (after sales), with customer service and solving their needs. • Creation of budgets and commercial proposals (B2B) for products and services in the company's portfolio. • B2B consultative sales Industrial segment from Mining, Petrochemical, Chemical, Automotive, Food&Beverages, Oil&Gas, to construction companies and Buildings. • Presentation of the company and product (solution) to the customer (Demo). • Customer prospecting, BANT, Inbound Sales and SDR (Sales Development Representative). • Up-sell and cross-sell sales of services and equipment.

Jaboatão Dos Guararapes, Pernambuco, Brazil

• Responsible for planning electrical studies related to short circuit, electrical power quality, power flow and electromechanical stability in the SIN transmission network to obtain the Access Opinion from the ONS. And also for processing data from solar and wind measurements, for the certification of electricity generators. • Responsible for the study of pre-discharge of power in the distribution system in the states of Ceará and Rio Grande do Norte. • Programming in matlab and R, acting as a data scientist, filtering and calculating solarimatic and eolic data. (BI)• Main Achievements:• Certification of around 3GW of installed power in the 2019 A-4 auction.

Recife, Pernambuco, Brazil

• Responsible for the innovation and monetization of a new business, through Market Research, competitor analysis, implementation of the Business Canvas and profit from investors, raising capital for project implementation and sales with customers. • Main Achievements: • B2C sales for the platform, through events, social networks and field prospecting, enabling the implementation of the MVP proposal.

Recife, Pernambuco, Brazil

• Responsible for leading internally in the operational activities of the field team, working with the preparation of spreadsheets, making reports and filling out an internal form for the company's margin, working directly with the financial director to reduce operating costs.• Responsible for using PowerBI to make reports and dashboards for the sales team, programming in Matlab.• Assistance in creating the POP (Standard Operating Procedure) for the company's interns.• Main Achievements:• Responsible for reducing the time that employees were unproductive, from 32% to 19.5%.• 3% reduction in the Company's operational costs.

Recife, Pernambuco, Brazil

• Responsible for developing an electronic device that uses a microcontroller connected via Wi-Fi, thus using the Internet of Things, for the development of the project.• Implementation of the agile Scrum method for the company, helping to schedule and manage employees' time.• Usage of Git, as project managing versions.

Master Of Business Administration - Mba, Digital Business

Bacharelado Em Engenharia, Electrical And Electronics Engineering

Durante uma disciplina eletiva, co-fundei uma rede social para jogadres de RPG.