João Pereira
VP Sales & Business Development – EMEA Expansion & Enterprise Growth
Proven VP Sales leader driving 100%+ quota attainment across EMEA and LATAM, specializing in enterprise deal structuring (€100k–€2m+), multinational team leadership, and go-to-market strategy for embedded systems, industrial automation, and defense sectors.
Skills
At a Glance
23+
Years in Sales & Business Development
€14m
Current Annual Quota (BlackBerry QNX)
110%+
Avg. Quota Attainment (Career)
40+
Direct & Indirect Reports Managed
Professional Experience
Director, EMEA General Market Sales
BlackBerry QNX · Aug 2023 – Present
Leading €14m quota across embedded systems, industrial automation, medical devices, and defense sectors with 123% attainment. Manage 6 regional sales managers and distributed team of 16+ supporting engineers and customer success professionals. Restructured deal architecture to increase average deal value from €180k to >€300k, improve forecast accuracy to >90%, and reduce sales cycle from 365 to <210 days. Secured $500k initial enterprise win with ABB Automation following structured stakeholder mapping and POC execution.
Regional VP Sales, Continental Europe
Unblu GmbH · Jan 2020 – Nov 2022
Drove Continental Europe growth against €9.5m quota with 105% attainment, leading 8 sales directors across DACH, France, Italy, and Benelux. Increased average contract value from €95k to >€150k and doubled partner revenue contribution to 38% through complete partner program redesign. Implemented Salesloft sales engagement platform and delivered 50% partner revenue lift through improved pipeline governance and deal conversion methodologies.
VP Business Development & Alliances
Vortal · Jan 2015 – Feb 2019
Built German operations from ground up, establishing legal entity, recruiting 4-person sales team, and adapting SaaS platform for local regulatory compliance. Achieved €6m quota with 110% attainment across 10 direct reports. Won €2m contract with City of Vienna and Austrian Post, driving 40% annual growth within two years. Led tender negotiations and managed partner ecosystem expansion across DACH region.
Business Development Director, Spain & LATAM
Vortal · Jan 2009 – Dec 2014
Managed market expansion across Spain and LATAM against €5m quota with 115% attainment, leading 12 direct reports through complex B2B and public sector sales cycles. Developed localized go-to-market strategies and built strategic partner networks across Iberian and Latin American markets. Owned tender management and regulatory compliance in multi-country environment.
Senior Project Manager & Consultant / Market Manager
Vortal · Apr 2001 – Dec 2008
Provided consulting and project management for digital procurement solutions and e-procurement platforms. Developed market strategies supporting international business expansion and collaborated with public and private sector customers on procurement optimization and digital transformation initiatives.
Key Achievements
ABB Automation Enterprise Win – €500k Deal
Secured flagship Tier-1 industrial customer through structured stakeholder mapping, competitive POC execution, and targeted value proposition development. Win established foundation for >€8m EMEA pipeline expansion.
City of Vienna & Austrian Post – €2m Contract
Led tender negotiations and contract structuring for multi-year public sector deal, resulting in 40% annual revenue growth over two-year period and successful regulatory compliance management across Austrian market.
Channel Partner Program Redesign – 50% Revenue Lift
Restructured partner ecosystem and commercial program at Unblu, driving partner revenue contribution from baseline to 38% of regional sales and delivering measurable improvement in partner engagement and deal flow.
Key Competencies
- Enterprise deal structuring and complex negotiations for contracts valued €100k–€2m+ with 6–12 month sales cycles
- MEDDPICC opportunity qualification, pipeline governance, and executive sponsor engagement; improved deal conversion rates and forecast accuracy to >90%
- Multinational team building, talent development, and sales operations; recruited and scaled organizations from 4 to 40+ team members across EMEA and LATAM
- Go-to-market strategy and market entry execution; successfully established operations in Germany, Austria, and multiple LATAM markets from ground up