Paulo Florêncio Menezes

CoFounder and Chief Commercial Officer @ Target Solutions - Brasil

About

Executive responsible for the commercial strategy and activities relating to marketing, sales, customer development and customer care. Consistent background on Information Technology and Telecommunication Industries Solutions, Leadership, Strategy and Business Development. Experience on leadership and coordination of sales and project teams, and +25 years working on attending public and private organizations as sales leader. MBA on Business Management at Fundação Dom Cabral, MBA on Entrepreneurship at FGV and the IBM Client Executive Certification Program at Harvard Business School. Specialties : Sales, Customer Development, Inbound and Outbound Marketing, Strategic Planning, Client Value Creation, Negotiation, Leadership, Team Management, Service and Software Sales, Ethical Values, and Sales Execution Last Years Summary After the first 4 years of operations at Target Solutions, due to the evolution of the company strategy towards the consolidation of its own solutions portfolio, in addition to the already established commercial activities focused on the development of sales of OSS projects for Telecom operators, I started to develop the marketing plan and activities of our own communication solutions for the SMB market. With this, we created a typical sales operation of a startup within Target Solutions itself, with several Sales Marketing and Marketing Engagement activities that have gained importance and dedication. Thus, in this recent period my focus was broadened and added all these topics combined in a saas marketing strategy: : Inbound Marketing, Content Management and Generation, Lead Scoring, Outbound Marketing 2.0, Y Funnel, Product Market Fit, Life Time Value, Consistent Sales Systems, Sales Team Accountability, Software as a Service, OKRs, Lean Startup, Predictable Revenue, Smart Lead Generation, Lead Qualification, Marketing Qualified Leads, Sales Qualified Leads, Active Prospection, Cold Calling 2.0, Annual Recurrent Revenue, Monthly Recurrent Revenue, and more. As of 2018, we have developed a software platform aimed at Team Management through Voice Communication, called BiPTT. This platform, initially a product, was transformed into a specific operation, with dedicated teams, processes and marketing.

Country

Brazil

City

Brasília

Industry

Telecommunications

Skill

Sales Management, Strategic Planning, Telecommunications, Negotiation, Team Management, Team Building, Planning, Business Management, Sales Operations, Portfolio Management, People Management, Achieving Results, Partnerships, Partner Management, Network Architecture, IT Strategy, IT Solutions, Mentoring, Strategy, Management

Experience

CoFounder and Chief Commercial Officer

Target Solutions - Brasil

2011-7 - Present · 15 yrs 3 mos

Rio de Janeiro Area, Brazil

Executive responsible for the commercial strategy and activities relating to marketing, sales, product development and customer service. Consistent background on Information Technology and Telecommunication Industries Solutions, Strategy and Business Development. Experience on leadership and coordination of sales and project teams, and +25 years working on attending public and private organizations as sales leader and top management executive. MBA on Business Management at Fundação Dom Cabral and the IBM Client Executive Certification Program at Harvard Business School. Specialties : Sales, Strategic Planning, Client Value Creation, Negotiation, Leadership, Team Management, Service and Software Sales, Ethical Values, and Sales Execution Skills acquired in the last years and projects: Inbound Marketing, Content Management and Generation, Lead Scoring, Outbound Marketing 2.0, Funil em Y, Product Market Fit, Life Time Value, Consistent Sales Systems, Sales Team Accountability, Software as a Service, OKRs, Lean Startup, Predictable Revenue, Smart Lead Generation, Lead Qualification, Marketing Qualified Leads, Sales Qualified Leads, Prospecção Ativa, Cold Calling 2.0, Annual Recurrent Revenue, Monthly Recurrent Revenue, e much more.

CoFounder and Sales Director

BiPTT

2017-12 - Present · 8 yrs 10 mos

Brazil

www.biptt.com

Telecom Business Unit Executive

IBM

2008-4 - 2011-5 · 3 yrs 2 mos

Business Unit Executive for Brasil Telecom, Oi/Telemar Groups (Communication Sector) : Responsible for the relationship, sales and leadership of the IBM team responsible ifor this Business Unit.

Client Executive

IBM

2005-3 - 2008-3 · 3 yrs 1 mo

Client Exec for Brasil Telecom (Comunication Sector) - Responsible for the relationship, sales and leadership of the extended team in attending this customer, which is one of the 3 biggest telecomunication groups (wireline, wireless and data services operations) in Brasil.

Account Manager

IBM

2002-7 - 2005-2 · 2 yrs 8 mos

Account Manager for Brasil Telecom (Comunication Sector) - Responsible for the relationship, sales to this customer, which is one of the 3 biggest telecomunication groups (wireline, wireless and data services operations) in Brasil;

Account Manager

IBM

1999-1 - 2002-6 · 3 yrs 6 mos

Business Unit Manager for Federal Government (Public Sector) - Responsible for a Federal Government Territory, leading account mgrs team for attending customers Federal Justice, Legislative and Executive Agencies and Public Organizations.

Account Manager

IBM

1997-1 - 1998-12 · 2 yrs

Account Manager for Bahia State Government and Utilities - Customers (Public and Utilities Sector). Responsible for a State Government and Utility Territory in Bahia State, Brazil;