Max Mascarenhas
Business Executive with proven record of designing and executing growth strategies and building high-performance teams.
My professional journey has given me incredible insights into what I am passionate about, and as a result what I am great at and enjoy the most… I’ve also learned that working hard is the only mode for me but working hard on something I don’t believe in brings me stress, while…
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working hard towards a vision I support gives me a sense of purpose that fuels my passion. I love solving complex problems, helping customers achieve milestones they didn’t consider possible, and empowering individuals and teams to realize their full potential. I’ve had the privilege to manage hundreds of people throughout my career and have had the honor to build, lead and serve exceptional high-performance teams. An in-depth understanding of how to employ business strategy, organizational effectiveness and commercial execution to build scalable businesses and consistently drive global market penetration are key elements in my professional trajectory. I’ve leveraged my intellectual curiosity and an entrepreneurial spirit combined with a strong commitment to excellence as tools to drive superior results in every role I’ve had. I am looking forward to bringing it all together – my experience, expertise and passion – to help companies scale their business, expand their geographies and grow their top-level revenue and bottom-line performance. Fluent in Portuguese, Spanish and English.
GTM Index
- MMX GLOBAL ADVISORSJOB
- Senior GTM Consultant5Y 7M
Senior GTM Consultant
MMX Global Advisors
Responsible for developing GTM strategy and sales execution for primary markets across multiple clients, as well as Channels programs for optimum coverage and growth within secondary markets
- Managing Partner & Lead Co…9Y 2M
Managing Partner & Lead Consultant
MMX Global Advisors
Go to Market, Sales & Marketing consulting services to help software companies accelerate growth. Responsible for developing the GTM strategy and sales execution for primary markets across multiple verticals, as well as Channels programs for optimum coverage and growth within secondary markets.
- Sales Consultant3Y 11M
Sales Consultant
MMX Global Advisors
Responsible for developing GTM strategy and sales execution for primary markets across multiple clients, as well as Channels programs for optimum coverage and growth within secondary markets
- OPTILOGICJOB
- VP, Enterprise Accounts3Y 2M
VP, Enterprise Accounts
Optilogic Inc.
Responsible for International Business Expansion and Growth.
- GAINSJOB
- Executive VP, BD11M
Executive Vice President, Business Development
GAINS
- LLAMASOFTJOB
- Vice-President, LATAM Region1Y 11M
Vice-President, LATAM Region
LLamasoft
Responsible for sales strategy, sales execution, sales leadership and business development for Latin America ✓ Designed G2M strategy and organizational structure for optimum territory coverage and business growth (50% ARR growth in 9mos and 82% ACV growth year over year) ✓ Deployed sales methodology to move from transactional sales to value-based selling (107% increase in average deal size)
- COUPA SOFTWAREJOB
- VP1Y
Vice President | Latin America Supply Chain Sales
Coupa Software
LEFT COMPANY DUE TO ACQUISITION BY COUPA Empowering Latin American customers to design optimum Digital Supply Chains. Facilitating strategic decision making across the extended value chain. Focused on building strategic customer relationships by leveraging our Domain Expertise and Technology to design creative business-centered solutions that deliver significant value to our customers.
- ARGUS MEDIAJOB
- Senior Vice-President, Ame…2Y 11M
Senior Vice-President, Americas Sales
Argus Media
Responsible for sales leadership and strategy, organizational design and talent development to drive scalability and growth ✓ Led a business of $100M+ in sales with 42 FTEs (5 managers / 37 individual contributors) ✓ Exceeded quota on first year and grew the business by double digits YOY
- Senior VP, Americas Sales1Y 7M
Senior Vice President, Americas Sales
Argus Media
Responsible for sales leadership, business growth and revenue performance.
- IHS MARKITJOB
- Dir, Global Sales1Y
Director, Global Sales | Operational Excellence & Risk Management
IHS Markit
Responsible for sales leadership, GTM strategy and business growth globally for our Supply Chain Optimization portfolio.
- Dir, International Sales2Y 5M
Director, International Sales | Supply Chain & Data Transformation
IHS Markit
Responsible for sales leadership and business growth into international markets (LATAM & APAC) by selling complex solutions (software, services, content and consulting) to enterprise strategic accounts within asset-intensive industries. * Designed the strategy for territory coverage and account segmentation to maximize pipeline growth and revenue performance * Responsible for hiring, onboarding and coaching direct reports as well as enabling channel partners resources * Established strategic alliances and partnerships with sales channels and systems integrators * Redefined “Go to Market” strategy and marketing message to build new value-based unique offerings
- Senior Account Executive3Y 5M
Senior Account Executive | Master Data Governance
IHS Markit
Responsible for delivering sales revenue and customer delight objectives for Intermat offerings within the Americas region, including building strategic alliances & partnerships, and overall business development, as well as developing and maintaining key global accounts. IHS Intermat specializes in data and inventory optimization solutions for maintenance, repair and operations (MRO). MRO inventory includes the spare parts, materials, chemicals, and supplies which keep plants running, such as valves, seals, pipe, pumps, bearings, motors, lubricants, solvents and much more. * Top Account Executive for IHS in 2011: Chairman's Award and President's Club winner * Closed the largest transactio…
- IHS GLOBALJOB
- Senior Account Executive,…2Y 11M
Senior Account Executive, Americas | Supply Chain (Master Data)
IHS Global Inc.
✓ Top Sales Executive in 2011 (350% of quota)(#1 out of 1,500 sales executives), Top 5 in 2012 (270% of quota), Top 5 Director in 2013 (135% of quota). Chairman’s Award in 2011 and President’s Club winner in 2011, 2012 & 2013. ✓ Closed the largest transactions in the history of business unit (35+ years): $2.2M, $2.4M and $3.3M of Net New Business
- CISCOJOB
- Channels Mgr, Latin America3Y 11M
Channels Manager, Latin America | ERP Performance Management
Cisco
Responsible for managing the Latin American region (marketing, sales, strategic Alliances & Partnerships) ✓ Left company due to the acquisition by Cisco Systems
- Mgr, Latin America Channels2Y 6M
Manager, Latin America Channels
Cisco
LEFT COMPANY DUE TO ACQUISITION BY CISCO Responsible for Latin American sales and channel partners. * Designed and executed the business strategy for the region. * Recruited Local Resellers across the region, including CPM Braxis, DISOFT, OPEN Tecnologia and DIGIDATA. * Developed joint marketing events with systems integrators and top technology companies in LATAM. * Developed a partner enablement program to train and certify over 12 SE’s and 20 sales reps in Brazil.
- BINDVIEW CORPORATIONJOB
- Regional Client Executive1Y 4M
Regional Client Executive
BindView Corporation
LEFT COMPANY DUE TO THE ACQUISITION BY SYMANTEC Responsible for account management of Fortune 500 companies throughout the Northeast of the US. * Exceeded financial goals by growing pipeline from $525k to $6.75M in 2005 * Increased number of transactions year over year with new customers, including a highly-competitive win ($125K deal) * Closed multi-year contracts (ELAs) for enterprise software solutions for IT Security Compliance Management and secured our market share in the region * Awards: #1 Rep for Internet Security software sales in Q4'04
- Job: IHS Markit — Director, Global Sales | Operational Excellence & Risk Management · 2014-11 – 2015-11 — Responsible for sales leadership, GTM strategy and business growth globally for our Supply Chain Optimization portfolio.
- Job: IHS Markit — Senior Account Executive | Master Data Governance · 2009-01 – 2012-06 — Responsible for delivering sales revenue and customer delight objectives for Intermat offerings within the Americas region, including building strategic alliances & partnerships, and overall business development, as well as developing and maintaining key global accounts. IHS Intermat specializes in data and inventory optimization solutions for maintenance, repair and operations (MRO). MRO inventory includes the spare parts, materials, chemicals, and supplies which keep plants running, such as valves, seals, pipe, pumps, bearings, motors, lubricants, solvents and much more. * Top Account Executive for IHS in 2011: Chairman's Award and President's Club winner * Closed the largest transactio…
- Job: GAINS — Executive Vice President, Business Development · 2021-04 – 2022-03
- Job: MMX Global Advisors — Senior GTM Consultant · 2021-01 – present — Responsible for developing GTM strategy and sales execution for primary markets across multiple clients, as well as Channels programs for optimum coverage and growth within secondary markets
- Job: Cisco — Manager, Latin America Channels · 2006-07 – 2009-01 — LEFT COMPANY DUE TO ACQUISITION BY CISCO Responsible for Latin American sales and channel partners. * Designed and executed the business strategy for the region. * Recruited Local Resellers across the region, including CPM Braxis, DISOFT, OPEN Tecnologia and DIGIDATA. * Developed joint marketing events with systems integrators and top technology companies in LATAM. * Developed a partner enablement program to train and certify over 12 SE’s and 20 sales reps in Brazil.
- Job: MMX Global Advisors — Sales Consultant · 2017 – 2020 — Responsible for developing GTM strategy and sales execution for primary markets across multiple clients, as well as Channels programs for optimum coverage and growth within secondary markets
- Job: Argus Media — Senior Vice-President, Americas Sales · 2015 – 2017 — Responsible for sales leadership and strategy, organizational design and talent development to drive scalability and growth ✓ Led a business of $100M+ in sales with 42 FTEs (5 managers / 37 individual contributors) ✓ Exceeded quota on first year and grew the business by double digits YOY
- Job: IHS Markit — Director, International Sales | Supply Chain & Data Transformation · 2012-06 – 2014-11 — Responsible for sales leadership and business growth into international markets (LATAM & APAC) by selling complex solutions (software, services, content and consulting) to enterprise strategic accounts within asset-intensive industries. * Designed the strategy for territory coverage and account segmentation to maximize pipeline growth and revenue performance * Responsible for hiring, onboarding and coaching direct reports as well as enabling channel partners resources * Established strategic alliances and partnerships with sales channels and systems integrators * Redefined “Go to Market” strategy and marketing message to build new value-based unique offerings
- Job: Optilogic Inc. — VP, Enterprise Accounts · 2023-06 – present — Responsible for International Business Expansion and Growth.
- Job: Argus Media — Senior Vice President, Americas Sales · 2015-11 – 2017-06 — Responsible for sales leadership, business growth and revenue performance.
- Job: Cisco — Channels Manager, Latin America | ERP Performance Management · 2006 – 2009 — Responsible for managing the Latin American region (marketing, sales, strategic Alliances & Partnerships) ✓ Left company due to the acquisition by Cisco Systems
- Job: Coupa Software — Vice President | Latin America Supply Chain Sales · 2020-03 – 2021-03 — LEFT COMPANY DUE TO ACQUISITION BY COUPA Empowering Latin American customers to design optimum Digital Supply Chains. Facilitating strategic decision making across the extended value chain. Focused on building strategic customer relationships by leveraging our Domain Expertise and Technology to design creative business-centered solutions that deliver significant value to our customers.
- Job: IHS Global Inc. — Senior Account Executive, Americas | Supply Chain (Master Data) · 2009 – 2011 — ✓ Top Sales Executive in 2011 (350% of quota)(#1 out of 1,500 sales executives), Top 5 in 2012 (270% of quota), Top 5 Director in 2013 (135% of quota). Chairman’s Award in 2011 and President’s Club winner in 2011, 2012 & 2013. ✓ Closed the largest transactions in the history of business unit (35+ years): $2.2M, $2.4M and $3.3M of Net New Business
- Job: LLamasoft — Vice-President, LATAM Region · 2020 – 2021 — Responsible for sales strategy, sales execution, sales leadership and business development for Latin America ✓ Designed G2M strategy and organizational structure for optimum territory coverage and business growth (50% ARR growth in 9mos and 82% ACV growth year over year) ✓ Deployed sales methodology to move from transactional sales to value-based selling (107% increase in average deal size)
- Job: BindView Corporation — Regional Client Executive · 2004-09 – 2006-01 — LEFT COMPANY DUE TO THE ACQUISITION BY SYMANTEC Responsible for account management of Fortune 500 companies throughout the Northeast of the US. * Exceeded financial goals by growing pipeline from $525k to $6.75M in 2005 * Increased number of transactions year over year with new customers, including a highly-competitive win ($125K deal) * Closed multi-year contracts (ELAs) for enterprise software solutions for IT Security Compliance Management and secured our market share in the region * Awards: #1 Rep for Internet Security software sales in Q4'04
- Job: MMX Global Advisors — Managing Partner & Lead Consultant · 2017-06 – present — Go to Market, Sales & Marketing consulting services to help software companies accelerate growth. Responsible for developing the GTM strategy and sales execution for primary markets across multiple verticals, as well as Channels programs for optimum coverage and growth within secondary markets.
- School: University of Houston, C.T. Bauer College of Business — Master of Business Administration (MBA), International Business
- School: Universidade Federal do Rio de Janeiro — Bachelor of Science - BS, Chemical Engineering
- School: School of Chemistry, Federal University of Rio de Janeiro — B.Sc., Chemical Engineering, minor in Financial Analysis
- School: Bauer College of Business, University of Houston — Master, Business Administration
Skills
Playbooks
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