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 01.1987 - 01.1991
Master's in finance, European University - Finance
European University
Lisbon, Portugal 01.1998 -
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 - 01.2017
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 01.2019 -
Skills
Proven International Sales/Marketing Experience
Strong analytical skills, ability to analyse problems and drive corrective actions
Strong international experience in multinational environment (also remotely)
Experience in managing top level relationships and complex business matrix, partnerships and deals
Experience in senior management and talent identification, development and coaching
Strong knowledge of Project Management methodology, Design Thinking and Agile
Flexible and open minded
Creative, dynamic and autonomous
Strong communication skills
Speak 5 languages : Portuguese (native), English, French, Spanish and Italian
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 - 01.2017
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
01.1987 - 01.1991
Master's in finance, European University - Finance
European University
01.1998 -
Certified Yoga Teacher - Yoga Therapy And Teacher Training
Yoga Alliance
01.2019 -