Patricia França

I spearhead a dynamic and championing South EMEA, MiddleEast and LATAM BDR team, fostering teamwork to drive the long-term vision, proven efficiency, and rhythm for Denodo's growth while closely collaborating with our Executive Sales Team, looking for overachieving results, leading by excellence and for our customers' satisfaction. FY25 overachievement 144% SQO and 104% IQM results.

Team Leader for the Business Development Team for Brazil, Iberia and LATAM. As a team leader, my mission is to inspire and guide talented professionals, conduct a high-performance team to foster a collaborative culture, and deliver the best-in-class data virtualization solution for our clients. In addition to strategic leadership, I link the company's vision and effective execution. I conduct KPI analyses, performance evaluations, and review reports, proposing innovative ideas near the Sales and Marketing team to tackle dynamic market challenges, always prioritizing customer satisfaction. Our goal is to drive the collective success of Iberia and Latam, establishing Denodo as a benchmark in data virtualization technology in these regions, thereby creating the best connections with our clients.

Denodo is the leader in data virtualization providing agile, high-performance data integration and data abstraction across the broadest range of enterprise, cloud, BIG DATA and unstructured data sources, and real-time data services at half the cost of traditional approaches. Denodo's customers across every major industry have gained significant business agility and ROI. • Denodo is Named as Leader in the 2020/2021 Gartner Magic Quadrant for Data Integration Tools; • Denodo Recognized as a Leader in The Enterprise Data Fabric Evaluation by Forrester; • Denodo receives the prize “Peer Insights - Voice of the Customer 2021 Data Integration tools” I'm responsible for helping companies understand the benefits of Data Virtualization for those working in this fascinating data world. Prospecting, engaging, qualifying, and developing prospective opportunities with all prospects, from C-level to end user, understanding their business needs and their challenges related to the Data Management, Integration, and Digital Transformation Strategy for LATAM and Iberia Markets. I'm also acting as Team Cordinator for the BDR Iberia+LATAM Team, leading a team of 4 people. **FY21 Award: Superior Business Development Achievement **FY23 Award: Superior Business Development Achievement

Corporate Account - Spanish Market - Responsible for B2B management of corporate accounts portfolio across several industries such as Manufacturing, Logistical, Professional Services and others . - Leading clients to digital transformation through Vodafone's Portfolio Solutions: Mobility, Internet, Cloud, IoT solutions; facilitating growth, results and reducing costs. - Growing sales and profitability and laying the foundations for long-term business partnership; including the identification of addressable new business areas, and driving a successful sales process. - Influencing and networking with current and prospective clients to build relationships at senior levels, and identify business needs. - Collaborating with the Vodafone Group to understand, influence and implement sector plans and achieve sector targets. - Analysing and forecasting new business, and revenues; creating initiatives and promotions that support both the long term client relationship as well as achieving corporate objectives. - Generating and distributing regular pipeline resorts, detailing the development and progress, to drive forward initiatives. ** FY19/20 Results: 178% of sales quote attainment

Iberian Market - Acted in the role of Specialist for IT cybersecurity solutions for mobile devices and Cloud solutions (MDM, EMM). - Prospected, presented and offered appropriate solutions for the clients; harnessed exceptional product and client knowledge. - Demonstrated exceptional interpersonal and cross functional skills; collaborated with internal teams such as Field Vendors, Technical and Project delivery departments. - Provided exceptional customer vision and attention throughout the sales and after sales cycle. - Demonstrated prowess in the use of sales funnel methodologies, 1SF and the development of marketing campaigns behind design thinking methodology. - Promoted and assisted companies regarding the digital pathway and internationalisation process.

Inside Sales - Vodafone’s Global Customers Client Portfolio: Sodexo, MasterCard, Swarovski, General Motors, Volvo, etc - Leveraged exceptional customer relationship skill and business development management prowess; identified opportunities, prospected potential clients and forged strong business relationships. - Significantly reduced churn through new projects such as Cloud solutions (O365, G Suite, MDM). - Maintained a consistent and healthy sales pipeline to achieve goals and objectives. - Conducted in-depth market analysis, created strategic plans, conducted vertical studies, solutions and industries to open dialogue and negotiations with both technical and management levels.

- Acted in the role of Territory Manager for the EPM On Premises and Cloud product line of business. - Performed efforts pertaining to the Change Management agent working closely with Partners to implement the new sales model from the On Premises Market to SaaS model. - Conducted in-depth market research, planned and collaborated with the Alliances team to restructure the way in which distributors work. - Developed engaging training sessions, executive events, meetings and programs; assisted the Distributors with new implementation projects, through the new sales model Saas (cloud). - Collaborated and operated effectively in partnership with other areas such as, IaaS, DaaS, PaaS to provide a complete pool of client solutions in a total cloud environment.

Strategic Accounts Provided integral support for multiple business areas. - Utilized an effective sales strategy to expand business territory with solutions such as ERP, BI, Financial, Planning and Collections and others.

Mid Market Accounts - Main achievements: Results: 150% overachievement quote in FY14/15Processed all duties pertaining to the sales function; identified opportunities, forged strong relationships and grew the client portfolio to achieve business goals and objectives. -- Leveraged exceptional business development acumen through the expansion of sales in a non-dominant region of Oracle in Brazil for mid-market companies, across all industries. - Acted as solution ambassador with a focus on ERP and BI On premises and provided the transaction for C2 General Cloud model.

Mid Market Accounts Client Portfolio: Continental Parafusos, Brasvending, Frialto, Bresco, Adidas, Consigaz, Fujitsu, Cosil, Payot All actions related to the sales cycle from identifying opportunities in new clients to close the negotiationa and following up on new projects in this client afterwards. Working together with other business units, providing a complete solution, such as Data Center (virtualization of machines, equipment sublease and backups, etc.), outsourcing and customer experience team. Focus on growth the client portfolio to achieve business goals and objectives.

- Developed the SAP unit and successfully led a team consisting of a Commercial Assistant and a Junior Sales Assistant; leveraging exceptional business acumen and leadership prowess. - Ensured the effective training of other Vendors as well as Business Intelligence (BOBJ) solutions. - Processed all duties pertaining to the sales function; identified opportunities, forged strong relationships and grew the client portfolio to achieve business goals and objectives. - Conducted fruitful commercial visits, negotiations, and preparation of proposals. - Conducted the entire sales lifecycle for software licenses, prepared and defined business plans and lines of action through analysis and market research. - Facilitated the smooth administrative control of the internal business unit, including contracts, invoices, related revenues and expenses; measured profitability.