Maria Augusta Trincheira
Head Of Sales And Business Strategy
Summary
Highly organized and detailed oriented Head of Sales with a background developing recommendations that drive strategic growth. Goal-oriented Sales Executive and proven leader with excellent salesmanship, negotiation and closing skills. Offering exemplary collaboration, team oversight and decision-making skills. Demonstrated high client relationship competencies and strong partnership skills. Persuasive negotiator with forward-thinking and performance-oriented nature. Speaks several languages fluently and is a natural communicator.
Overview
27
27
years of professional experience
7
7
years of post-secondary education
5
5
Languages
Work History
Hays Portugal Commercial Director & Strategic Accounts Director
Hays Portugal
8 2023
- Reporting to MD Southern European Enterprise Sales and part of board, responsible for business strategy & enterprise solutions strategy local implementation of new project.
Head of Sales & Business Strategy (Startups)
11.2020 - 08.2023
- Leading global sales strategy and sales organization
- Reporting to CEOs, responsible for implementing the strategies and growth initiatives
- Developing regional go to market strategies and overseeing their deployment and execution; Recruiting and building multi-layered sales organization in all world: training, coaching and improving actual sales teams, including performance management where needed; Assisting in closing large Tier 1 international deals; Developing processes, tools, guidance and for sales organization; Achieve growth and hit sales targets worldwide; Removing blockers, owning projects to deliver growth and testing new ideas to move the business forward; Identify emerging markets and market shifts while being fully aware of new products and competition status; Give market feedback to the product team & CEOs for the business solutions and own the sales complete pipeline process.
LinkedIn Head of EMEA Enterprise Continental (Director & Leadership team member)
LinkedIn
08.2017 - 02.2020
- Leading Continental EMEA Enterprise sales team, within Solutions Sales organization, make part of Leadership team
- Started with a team of 9 Account Executives and actually manage hybrid team of 30 people (AEs and RMs) for Enterprise accounts with 3 Mgrs
- Responsible for overall EMEA Enterprise (except UKI) business management, create and set up vision and strategy for the team
- Since I arrived was always overachieving results finishing 2018 year with 105% overall.
IBM Software Sales and Marketing Business Development Director
IBM
01.2014 - 01.2017
- Responsible to develop Software business cross industries, cross brand/product, based on SMAC capabilities (Social Business, Mobility, Big Data/Analytics, Cloud and Security) and Cognitive area (Deep understanding of Watson, IoT, and Industries served by IBM)
- Define and drive sales go to market strategy, managing sales people and guarantee interlock with necessary pre-sales and technical professionals
- Able to clearly articulate project management methodology by planning logic, execution details, results of programs and propose new ones
- Able to present company and product positioning at executive level and forecast/action plan process by each SMAC solution to develop and maintain contact with top decision makers at key clients/distributors (business partners)
- Drive digital transformation with marketing and sales teams
- Manage marketing and sales go to market strategies to perform a role of counselor and coach
- Actively participate in staff recruitment and retention activities; provide leadership and for delivery teams and staff in local offices.
IBM Sales and Marketing Director (France/Paris)
IBM
01.2010 - 01.2013
- In charge to develop the business for the full IBM portfolio (Services lines, Software and Hardware) for the 800 most important Enterprise/SMB accounts
- Develop and Execute an integrated sales and marketing plan, based on the business goals
- Defining the French sales strategy and go to market alongside the Regional VP/Directors/EMEA and Worldwide management
- Drive results expected in Thought Leadership, Pipe Generation, Pipe Acceleration
- Drive Relationship building between sales and marketing teams
- Route-to-market redefinition with Business Partners in order to enlarge and optimism the coverage versus the matrix.
IBM Southwest Europe HQ, Operations Manager (EMEA HQ)
IBM
01.2007 - 01.2010
- Delegated by the Country General Manager to redesign and simplify the Business Control, Operations and Human Resources processes at the Southwest Europe
- Focal point for operations and human resource divisions to ensure legal documentation and budget related to all operations including Executives and VP's on assignment
- Responsible for BT/IT transformation, Security and office administration.
IBM Customer Fulfillment Manager
IBM
01.2005 - 01.2007
- Define the strategy alongside the Regional VP/Directors to apply “end-to-end“ country process transformation
- In charge of recruitment, educate and retain staff working in the EMEA Customer Fulfillment Centre (Hardware and Software Division) for all EMEA countries
- Definition and validation of the end-to-end fulfillment process implementation
- (Contracts validation, Order Entry, backlog management, Billing, Production, and business control, office assistants).
IBM South Region, Channel Marketing Manager
IBM
01.2002 - 01.2005
- Senior Marketing role to develop strategy in Southwest countries both in all direct and Indirect sales, Channels and Alliances, Communications and Demand Generation
- Implementation of the marketing plan, budget and resource allocation
- In charge of the 'Routes to Market', including partners' recruitment, enablement, engagement, business plans, education and assistance
- Partner with business leaders to align people strategies with IBM EMEA/WW business strategies.
INFORMIX South Region, Marketing Manager
INFORMIX
01.2000 - 01.2002
- Responsible for South Region marketing plan, including resources, budget allocation and other strategical activities (public relations activities, advertising management, demand generation campaigns/events, sales and technical education)
- Drive Pipe Coverage and Marketing contribution to the sales pipeline and business objectives achievement
- Hire, Retain, Motivate and Develop the Members of the Southwest marketing team
- Part of the EMEA management team, defining the Southwest strategy and go to market
- Manage and optimize ROI budget assigned to Southwest region
- Execute programs and build relations for: Media, Partners, Customers, Executives.
Sales and Marketing Manager for Editorial Group LUSOMUNDO
Editorial Group LUSOMUNDO
01.1997 - 01.2000
- Responsible for the commercial and marketing strategy reporting to the CEO
- Management of several media (radio, Call Centre, internet project, newspaper at Venezuela and a Portuguese newspaper) including programs, resources and budget allocation.
Education
BBA -
Lusofona/INP
Lisbon, Portugal 1987.01 - 1991.01
Master's in finance, European University - Finance
European University
Lisbon, Portugal 1998.01 -
Certificated European Professional Teacher - EU Professional Teacher
IEFP
Lisbon, Portugal 01.1999 -
Informix MBA Marketing - Marketing
Informix University
San Francisco, USA 01.2001 -
IBM internal courses (sales, marketing and management) -
IBM
Different Locations 01.2001 - 2017.01
Community Manager Certified – IBM - Community Manager
IBM
Madrid 01.2014 -
Project Management Bachelor (PMI) - Project Management
IBM
Madrid 01.2017 -
Several LinkedIn internal courses (management, sales, coaching, leadership) -
LinkedIn
Dublin 01.2017 - Current
Certified Yoga Teacher - Yoga Therapy And Teacher Training
Yoga Alliance
Dublin 2019.01 -
Skills
Proven International Sales/Marketing Experience
Timeline
Head of Sales & Business Strategy (Startups)
11.2020 - 08.2023
LinkedIn Head of EMEA Enterprise Continental (Director & Leadership team member)
LinkedIn
08.2017 - 02.2020
Project Management Bachelor (PMI) - Project Management
IBM
01.2017 -
Several LinkedIn internal courses (management, sales, coaching, leadership) -
LinkedIn
01.2017 - Current
IBM Software Sales and Marketing Business Development Director
IBM
01.2014 - 01.2017
Community Manager Certified – IBM - Community Manager
IBM
01.2014 -
IBM Sales and Marketing Director (France/Paris)
IBM
01.2010 - 01.2013
IBM Southwest Europe HQ, Operations Manager (EMEA HQ)
IBM
01.2007 - 01.2010
IBM Customer Fulfillment Manager
IBM
01.2005 - 01.2007
IBM South Region, Channel Marketing Manager
IBM
01.2002 - 01.2005
Informix MBA Marketing - Marketing
Informix University
01.2001 -
IBM internal courses (sales, marketing and management) -
IBM
01.2001 - 2017.01
INFORMIX South Region, Marketing Manager
INFORMIX
01.2000 - 01.2002
Certificated European Professional Teacher - EU Professional Teacher
IEFP
01.1999 -
Sales and Marketing Manager for Editorial Group LUSOMUNDO
Editorial Group LUSOMUNDO
01.1997 - 01.2000
Hays Portugal Commercial Director & Strategic Accounts Director
Hays Portugal
8 2023
BBA -
Lusofona/INP
1987.01 - 1991.01
Master's in finance, European University - Finance
European University
1998.01 -
Certified Yoga Teacher - Yoga Therapy And Teacher Training
Yoga Alliance
2019.01 -
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