Sales Manager

• Feb 2022 - Present

Email Branding Specialist

• Feb 2021 - Feb 2022

- Your email signature makes you proud of your business?- Does it look sharp and professional in every device?- It gives you more sales, organic traffic and business opportunities?If the answer is "no", you are just wasting valuable space... Black Pearl can transform your signature in a marketing/sales channel, ready to boost your business. Do you want to know more? Send me an email! ;)andreia.alcantara@blackpearlmail.com

Covid retreat

• May 2020 - Dec 2020

It was worth being picky! I couldn't have found a better company to join forces with. Fantastic team, super-innovative SaaS solution and extremely happy customers! It was worth being picky! I couldn't have found a better company to join forces with. Fantastic team, super-innovative SaaS solution and extremely happy customers!

Senior Delivery Consultant (role disestablished due to Covid-19)

• May 2019 - Apr 2020

Qual IT is a company focused on quality assurance (QA) for IT projects. The 200+ team based in Wellington, Auckland and Christchurch deliver independent, integrated QA thorough Consulting, Business Analysis, Testing and Engineering (automation/performance) services. In 2020, Qual IT started also offering information security services integrated with QA via SEQA. My role was an Account Management / Customer Success one. Main mission was to deliver up to client's expectations and make sure we were contributing to their success. Retention and growth were also critical points. I worked renewing contracts and expanding Qual IT services within my accounts. I was responsible for clients like Sky TV, Bank of New Zealand (BNZ), Foodstuffs, Auckland University of Technology (AUT), University of Waikato, Auckland Council and Ministry of Business, Innovation and Employment (MBIE), to name a few. I took real pleasure in building relationships within these clients and contributing to their business success. Foodstuffs and Auckland Council were inactive accounts when I started and when I left we had again a solid relationship with Auckland Council and services already going on in Foodstuffs! Because I cannot stand quiet if I can be helpful, I also supported the consolidation of Sales and Delivery information from Auckland branch into a monthly pipeline/forecast report for the company headquarters in Wellington. I was working with the Auckland General Manager to try and integrate this with HubSpot, in order to improve our sales reporting process.

Microsoft License Verification Consultant

• Mar 2018 - May 2019

Accordo was a call centre supporting Microsoft customers to manage their software assets (process previously known as SAM - Software Asset Management). The company also had a big focus on cloud solutions - many times I raised cloud opportunities through my engagements and referred them to MS partners. My day-to-day involved: - Outbound and inbound calls to the United States market - I was responsible for around 400 accounts, remotely supported through phone and e-mail - Always between the top performance consultants of the team - Experience also with Brazilian and Canadian markets The engagements were 100% remote, and a great exercise of building rapport on the phone. Solution sales was also a constant, as many times I had the opportunity to deal with clients struggling with their on-premises infrastructure and discuss Azure with them, as an alternative for their scalability issues (performance, availability, cost, security, storage, etc).

Office Manager - Accounts Receivable and collection, office administration

• Jan 2017 - Jun 2017

Responsible for accounts receivable and office administration.I worked on the company's accounts receivable process and conducted a campaign for improving receivables with clients that were usually late. Results were:- 63% of the customers involved started paying within the expected dates immediately. - 11% signed for direct debit/credit card payments To get there, I used great negotiation and relationship building skills.

Sales Support - account management, quotations, contracts and feasibility studies

• Sep 2016 - Jan 2017

Solarix (now Plan B) is an ICT company providing connectivity solutions to wholesale, corporate and medium-sized businesses in Australasia market.I prepared quotes, feasibility studies, proposals, contracts and addendums, supporting the sales team and external channels. After a few months I received an invitation to step in accounts receivable and office management.

Sales Executive - hunting role

• Jul 2015 - Aug 2016

System 7 is a websites company. I worked hunting new clients and opportunities through cold calls and networking groups like BNI. Was responsible for raising the opportunity, discussing it with the client, writing the proposal, negotiating and closing the deals. I managed to upsell and cross-sell website add-ons and customisations in every opportunity closed, all of them adding to the success of my clients businesses. System 7 is a websites company. I worked hunting new clients and opportunities through cold calls and networking groups like BNI. Was responsible for raising the opportunity, discussing it with the client, writing the proposal, negotiating and closing the deals. I managed to upsell and cross-sell website add-ons and customisations in every opportunity closed, all of them adding to the success of my clients businesses.

FAMILY COMMITMENTS / FREELANCE LECTURES

• Dec 2011 - Jul 2015

Feb 2015 – Jul 2015: SUPERVISOR OF CHILDREN for Kids After School Care (KASC) at Hauraki Primary School (the school my children attend). 2014: family settlement in New Zealand. Dec 2011 - Dec 2013: facilitated training courses in Project Planning and Management for Qualiti Software Processes. Guided students through the PMI PMP and CAPM certification process. - Average trainee satisfaction rating above 85%. - Excellent presentation and communication skills. Feb 2015 – Jul 2015: SUPERVISOR OF CHILDREN for Kids After School Care (KASC) at Hauraki Primary School (the school my children attend). 2014: family settlement in New Zealand. Dec 2011 - Dec 2013: facilitated training courses in Project Planning and Management for Qualiti Software Processes. Guided students through the PMI PMP and CAPM certification process. - Average trainee satisfaction rating above 85%. - Excellent presentation and communication skills.

Board Member

• Apr 2009 - Nov 2011

Qualiti was a training and consultancy company that started as a business unit (startup unit) under C.E.S.A.R (www.cesar.org.br). It was founded by a group of Computer Science academics from a large university centre and subsequently acquired by Pitang (www.pitang.com). As a Board Member, I defined objectives and general guidelines for Qualiti business activities, set operational politics norms and approved company budgets.I also acted as a coach for the directors and senior management and, together with other shareholders, negotiated the company shares with Pitang and other potential buyers.

Fundraiser - relationships with investors and strategic partners

• Mar 2008 - Mar 2009

I secured approximately NZ$ 400k in non-refundable resources, through two research projects financed by Brazilian government economic subvention programs and was responsible for:- Attracting resources for the research and development of new products and services.- Overseeing joint venture and medium / long term institutional and strategic activities.- Representing the company to investors and strategic partners.

Sales/Business Manager - Head of sales / CEO role

• Jan 2002 - Feb 2008

I oversaw all company operation and was the head of sales. 5 direct reports and 60-70 indirect ones. My main achievements during this period include:- Expanded sales reach country-wide and secured 300% revenue growth.- Established an Education and Training division which secured 44% of the total gross revenue in three years and became a reference in IT training in its region.- In less than a year I gained strategic new projects, in a previous unattended region, that secured around 30% of the company's revenue (excellent rapport and relationship building skills).- Managed a team of 5 sales people and was responsible for key accounts and business partners like IBM and Ingram Micro.- Recognized by Ingram Micro for excellence in sales results.

Project Manager - consultancy and training projects focused on software development

• May 2000 - Apr 2003

I planned and managed projects of software development processes definition and/or deployment, leading Consultant and Process Engineer teams, managing conflicts and expectations of the project stakeholders.Great development of communication, negotiation, organisational and planning+management skills.

Process Engineer (Consultant / Trainer / Coach role)

• Sep 1999 - Apr 2003

This was my first position within Qualiti. It was a consultant role with strong technical skills. I also acted as a trainer and coach to software development teams - I developed and delivered a lot of training material and coached teams through the adoption of new technologies, processes and tools. This position also involved many pre-sales activities, like product demonstrations, writing technical proposals and discussing issues and needs with the customers, in order to design the best solution to be offered to them.I guess it was here that I started falling in love with solution sales without even realising it! :)Main responsibilities: - Develop and deploy training about software development processes and project management.- Customize software development processes using RUP (Rational Unified Process).- Deploy software processes and methodologies to clients, acting as a mentor in the adoption of new activities, tools and technologies and facilitating the cultural change associated with the new processes.Even progressing to other positions, I kept acting as a Consultant within specific projects and/or strategic clients.

Member of the Quality team

• Mar 1999 - Sep 1999

Supported the company’s Total Quality project; helped define the first version of a standard development methodology and trained developers in its use.

Software Engineer - development of web systems

• Sep 1997 - Mar 1999

Development and support of web information systems, coordination of a development team.Oracle and PL/SQL, java, HTML and javascript.