RAFAEL GONÇALVES
Sales Executive
Brasília,DF
Summary
Sales Hunter with a strong technical foundation and 18+ years in cybersecurity. Proven track record in driving new business and managing strategic public sector accounts across Brazil's North, Northeast, and Central-West regions. Combines deep technical expertise with sharp sales acumen to identify opportunities, influence stakeholders, and deliver high-impact solutions in complex, long-cycle environments. Recognized as a company representative in prestigious public forums, contributing to national cybersecurity policy discussions. Fluent in Portuguese, English, and Spanish. Trusted advisor and consultative seller with a strong executive presence and exceptional public relations skills.
Overview
8
8
years of professional experience
3
3
Languages
Work History
Sales Executive
Fireeye/Trellix
12.2021 - Current
- Promoted from Sales Architect to Sales Executive, specialized in cultivating high-value relationships with major accounts in the Brazilian government sector
- Built and nurtured strong client relationships, engaging both technical and executive stakeholders to align solutions with business outcomes.
- Drove revenue growth through strategic account planning, territory expansion, and targeted sales initiatives, including partner development and events.
- Improved sales efficiency by streamlining processes, reducing cycle time, and accelerating deal closures.
- Conducted market and competitor analysis to uncover opportunities, increase market share, and shape tailored sales strategies.
- Negotiated favorable contract terms with clients and suppliers, enhancing profitability and competitiveness.
- Represented the company in industry trade shows and public sector events, generating qualified leads and reinforcing brand presence.
- Fostered long-term client loyalty through effective communication, rapid response, and consistent delivery of value.
Principal Systems Engineer
Broadcom
04.2020 - 10.2021
- Technical leader LATAM for all Broadcom's Symantec Division solutions to enterprise segment, leading every pre-sales activity across Mexico and Central/South America countries
- As main attribution being responsible for all the technical support to the company's sales strategy in Latin America, supporting Account Managers and CSMs, leading presentations, workshops, demos, PoCs, RFP and RFI processes across all the solutions in the portfolio
Sales Specialist Consultant
Symantec
02.2017 - 03.2020
- Senior Specialist providing support for Sales Engineering Division in implementation and architectural design for cyber security solutions
- Mapping and designing of investigation processes and incident response operations on key customers, providing insights as an enterprise Security Advisory for cybersecurity compromised customers
- Also responsible for presentations and lectures on customers and partners helping on the sales operations, evaluating technical documents and business process such as Request for Proposal, Bill of Materials, Proof of Concepts and Project Management
Education
Executive MBA - Strategy Enterprise Management
FGV
Technology Degree - IT Management
UNESA
Especialist - Cybersecurity
Cert.BR
05.2001 -
Specialist - CCNA, CCNA Security
CISCO ACADEMY
05.2001 -
Foundations - ITIL, COBIT, PMP
Trainning Education
05.2001 -
Skills
Business development strategies
Proactive prospect engagement
Market share & Revenue growth
Customer-focused sales strategy
Public communications proficiency
High-Impact Sales Presentations
Sales event coordination
Board-level security advisory
Collaborative partnership development
Sales enhancement skills (Up & Crosselling)
Websites
Accomplishments
- Generated over USD 1.2M in annual recurring revenue for three consecutive years, managing key accounts in Brazil's public sector.
- Surpassed 140% of renewal quota in the last fiscal year by anticipating client needs and securing early renewals during currency fluctuations.
- Represented the company in formal sessions at the Brazilian Federal Senate , actively contributing to discussions on national cybersecurity policies.
- Led successful sales initiatives aligned with digital transformation agendas in sectors like energy, healthcare, finance, and government.
- Delivered executive briefings and public presentations in Portuguese, English, and Spanish, strengthening company presence in strategic forums.
Timeline
Sales Executive
Fireeye/Trellix
12.2021 - Current
Principal Systems Engineer
Broadcom
04.2020 - 10.2021
Sales Specialist Consultant
Symantec
02.2017 - 03.2020
Especialist - Cybersecurity
Cert.BR
05.2001 -
Specialist - CCNA, CCNA Security
CISCO ACADEMY
05.2001 -
Foundations - ITIL, COBIT, PMP
Trainning Education
05.2001 -
Executive MBA - Strategy Enterprise Management
FGV
Technology Degree - IT Management
UNESA
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