Frederico Martins
Alcabideche
Summary
Dynamic Sales Manager in the Information Technology market, recognized for a proven track record in driving P&L and leading diverse, high-performing teams within matrix and cross-functional organizations.
Expertise includes a comprehensive understanding of market dynamics, along with end-to-end experience in IT solutions and consulting services.
Strong leadership capabilities, exceptional negotiation skills, and strategic thinking facilitate effective business development and management of complex stakeholder relationships.
Committed to fostering collaboration and leveraging digital tools for growth while maintaining a results-oriented approach that prioritizes organizational success and adaptability in changing market contexts.
Known for delivering results and ensuring organizational success.
Overview
25
25
years of professional experience
1
1
Certification
Work History
Country Sales Manager
CM Advanced Printing Iberia S.A.
03.2023 - 09.2025
- Responsible for national commercial management, sales team leadership, business development and expanding the company’s presence in the country
- Main KPI and results:
- Total sales and revenue growth - Crow 40% yoy
- Market penetration and national market share - 22% increase in channel
- Number of new customers/lead conversion
- Customer retention and duration of business relationships
- Profit margin and profitability by area/segment
- Fulfillment of proposed objectives and business plans
- Sales team effectiveness (productivity, training)
Customer Success Manager
Evonic
06.2022 - 02.2023
- Managed client relationships as the primary point of contact, efficiently resolving inquiries and coordinating service delivery using project management and spreadsheet analysis skills.
- Served as the primary liaison between clients and internal support teams, utilizing structured communication channels to address inquiries, monitor service progress, and drive continual improvement.
- Identified sales opportunities by continuously engaging with customers, leveraging spreadsheet analysis to recommend services that align with client goals.
- Fostered a collaborative environment by guiding cross-functional teams to deliver tailored client solutions and enhance project outcomes.
Pointnext Indirect Sales Manager
Hewlett-Packard enterprise
11.2016 - 12.2021
- Drove partner and customer engagement by leveraging technical presentations and data-driven consultations to raise awareness of 'Everything as a Service' offerings within competitive cloud landscapes.
- Consistently ranked in the top 5% of the sales organization, achieving 130% of sales quota each year, by building and maintaining a team of highly productive sales representatives.
Indirect Sales Manager
Hewlett-Packard
11.2012 - 10.2016
- Enhanced the HPE partner ecosystem through the implementation of an integrated partner management system leveraging CRM and spreadsheet tools, supporting measurable growth in product and service sales.
- Consistently surpassed sales quotas by implementing effective sales strategies and equipping partners with powerful product knowledge.
- Successfully managed a sales team of several people to meet and achieve sales goals:
- Portugal #1 Servers
- Portugal #2 Storage
- 20% Grow YoY
ProCurve Country Business Manager
Hewlett-Packard
02.2001 - 10.2012
- Directed the ProCurve sales operations and managed financial performance, elevating quarterly sales leadership through targeted channel collaboration, partner negotiations, and recruitment of skilled team members while utilizing CRM systems.
- Collaborated with distribution channels and commercial partners, leveraging advanced negotiation techniques and channel management systems to drive consistent achievement of company objectives.
- Developed innovative strategies to identify and capture new opportunities, enabling growth in sales by 11% and market share by 3% Y/Y while increasing customer retention and satisfaction.
Education
Master - International Marketing
Universidade Moderna de Lisboa
01.1996
Bachelor - Business Management
Universidade Moderna de Lisboa
01.1994
Skills
- Strategic sales development
- Problem-solving abilities
- Collaborative team management
- Decision-making
- Public speaking expertise
- Effective sales presentations
- Skilled in conflict resolution through negotiation
- New territory penetration
- Proficient in Microsoft 365 and Salesforce
Languages
Portuguese
Native or Bilingual
English
Full Professional
Spanish
Full Professional
French
Limited Working
Other pleasures
Sports - Playing Padel, Pilatos and running
Reading
Food and Wine
Certification
- Certify trainer by the Instituto de Emprego e Formação Profissional.
- HP Certifications:
Building Proactive Networking
Routing Switch Essencials
ASP – Accredited Sales Professional
HP Networking
ASC - Accredited Sales Consultant HP
Networking
ASC - HP Converged Infrastructure
ASP - HP Enterprise Solutions
HP ASP – BladeSystems
HP ASC - Storage Solutions - Cisco certifications:
CCNA Certification - Microsoft certifications:
Microsoft Certified Systems Engineer
ASE Server Integration on Windows
2000 - 42 Lisboa - Piscine completed
- VMware
VSP - Mobility Management
VSP - Carbon Black
Timeline
Country Sales Manager
CM Advanced Printing Iberia S.A.
03.2023 - 09.2025
Customer Success Manager
Evonic
06.2022 - 02.2023
Pointnext Indirect Sales Manager
Hewlett-Packard enterprise
11.2016 - 12.2021
Indirect Sales Manager
Hewlett-Packard
11.2012 - 10.2016
ProCurve Country Business Manager
Hewlett-Packard
02.2001 - 10.2012
Bachelor - Business Management
Universidade Moderna de Lisboa
Master - International Marketing
Universidade Moderna de Lisboa
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