Summary
Overview
Work History
Education
Skills
Certification
Languages
Websites
Affiliations
Languages
References
Timeline
Generic
David Candeias

David Candeias

Wellesley Hills

Summary

Sales leader with extensive experience in contract negotiation and solution selling, achieving over $22M in annual bookings at Trellix. Demonstrated ability to maintain a 100% client retention rate through strong relationship management. Recognized for excellence in pipeline management and cross-selling, earning multiple President’s Club awards.

Overview

30
30
years of professional experience
1
1
Certification

Work History

Sales Leader – OEM Sales

Trellix
01.2024 - Current
  • Directed OEM sales strategy, surpassing annual booking targets by an average of 15% for three consecutive years, resulting in $22M+ in yearly bookings across critical infrastructure clients.
  • Revolutionized deal structuring processes by standardizing on an OEM contract template and automating key negotiation points, speeding up the deal closure cycle by 20%.
  • Developed targeted sales plays for OT EDR, threat intelligence OEM, and SaaS integrations creating $30M in net, new pipeline.
  • Secured 14 seven-figure deals with OEMs encompassing communications, financial services, industrial, and medical device sectors, generating $1.5M+ average revenue per OEM client, including secured strategic integration of Trellix technology into competitor platforms.
  • Spearheaded negotiations for a $20M OEM contract, the largest OEM deal in company history, with a leading IT support provider.
  • Managing $32M in booked revenue: Drove adoption and cross-sell across 15 long-term OEM agreements with high visibility and minimal churn.
  • Restructured OEM sales strategy amidst team downsizing, prioritizing key account relationships, resulting in a best-in-class 100% client retention rate, recognized as the 'gold standard' across all sales GTMs.
  • 3x President’s Club Winner
  • Hybrid

National Account Manager – OEM Sales

Trellix
01.2022 - 01.2024
  • Directed OEM sales strategy, surpassing annual booking targets by an average of 15% for three consecutive years, resulting in $22M+ in yearly bookings across critical infrastructure clients.
  • Revolutionized deal structuring processes by standardizing on an OEM contract template and automating key negotiation points, speeding up the deal closure cycle by 20%.
  • Developed targeted sales plays for OT EDR, threat intelligence OEM, and SaaS integrations creating $30M in net, new pipeline.
  • Secured 14 seven-figure deals with OEMs encompassing communications, financial services, industrial, and medical device sectors, generating $1.5M+ average revenue per OEM client, including secured strategic integration of Trellix technology into competitor platforms.
  • Spearheaded negotiations for a $20M OEM contract, the largest OEM deal in company history, with a leading IT support provider.
  • Managing $32M in booked revenue: Drove adoption and cross-sell across 15 long-term OEM agreements with high visibility and minimal churn.
  • Restructured OEM sales strategy amidst team downsizing, prioritizing key account relationships, resulting in a best-in-class 100% client retention rate, recognized as the 'gold standard' across all sales GTMs.
  • 3x President’s Club Winner
  • Hybrid

Senior Account Manager – OEM Sales

McAfee (formerly Intel Security)
01.2018 - 01.2022
  • Maintained strong relationships with existing Fortune 500 OEM/ISV partners while negotiating complex multi-million-dollar deals.
  • Drove market share growth by landing contracts with net-new prospects.
  • Demonstrated product and service value to increase client interest and sales.
  • Designed and executed account-specific growth plans for underserved accounts, which involved identifying cross-sell opportunities and increasing client engagement, contributing to a 20% increase in total contract value and revenue growth.
  • Proficient in addressing prospect concerns to improve close ratios and new business development.
  • Cultivated strong relationships with key global clients, averaging 20+ trips annually across North America, Europe, and Central America resulting in 4 multi-million deals won because of trusted interpersonal relationships.
  • 2x President’s Club Winner
  • Hybrid

Account Manager – OEM Sales

McAfee (formerly Intel Security)
01.2014 - 01.2018
  • Maintained strong relationships with existing Fortune 500 OEM/ISV partners while negotiating complex multi-million-dollar deals.
  • Drove market share growth by landing contracts with net-new prospects.
  • Demonstrated product and service value to increase client interest and sales.
  • Designed and executed account-specific growth plans for underserved accounts, which involved identifying cross-sell opportunities and increasing client engagement, contributing to a 20% increase in total contract value and revenue growth.
  • Proficient in addressing prospect concerns to improve close ratios and new business development.
  • Cultivated strong relationships with key global clients, averaging 20+ trips annually across North America, Europe, and Central America resulting in 4 multi-million deals won because of trusted interpersonal relationships.
  • 2x President’s Club Winner
  • Hybrid

Embedded Territory Manager

Avnet Inc.
North Reading
01.2011 - 01.2014
  • Identified new revenue opportunities and led proposal development and deal execution.
  • Partnered with supplier leadership and internal teams to drive alignment and improve outcomes.
  • Directed post-sales activities, including new product introduction (NPI) and supply chain management, ensuring on-time delivery and product integration that boosted client retention rates and time to revenue by 3 months.
  • Enabled sales team success with resources, training, and ISV/OEM support.
  • Served as SME for ISV/OEM manufacturing transitions to APAC, EMEA, and LATAM.
  • 2x President’s Club Winner

Account Development Manager

Avnet Inc.
North Reading
01.2005 - 01.2011
  • Cultivated lasting relationships with 6-8 key accounts across New England, resulting in an 80% client retention rate and a 40% increase in repeat business over a 6-year period.
  • 2x President’s Club Winner

Sales & Marketing Representative / Sr. Program Manager

Avnet Inc.
Peabody
01.1996 - 01.2005
  • Built long-term partnerships with top clients, driving retention and repeat sales.
  • Conceived and launched three key account initiatives focused on targeted outreach, personalized communication, and relationship building, resulting in a 20% increase in key account penetration.
  • Streamlined order processing procedures which resulted in a 10% on-time delivery performance.
  • Negotiated pricing with semiconductor vendors based on daily commodity market trends.
  • Multiple President’s Club and Top Performance Awards

Education

B.A. - Sociology (Business Admin concentration)

Rhode Island College
Providence, RI
05-1995

Skills

  • Contract negotiation and solution selling
  • Adaptability and interpersonal communication
  • Problem-solving and business development
  • Cross-selling and customer retention
  • Account penetration and sales forecasting
  • Customer relationship management
  • Pipeline and key account management

Certification

  • MEDDPICC Certified – Advanced Sales Qualification & Execution
  • Microsoft Embedded Certified
  • Avnet Sales Excellence Certified
  • Command the Message – Force Management
  • Negotiating to Yes – Wilson Learning
  • The Psychology of Selling – Brian Tracy
  • Powerful Presentations – Bold New Directions

Languages

Fluent in Portuguese

Affiliations

  • 7x marathoner
  • Avid skier
  • Family man and father to a teen daughter

Languages

Portuguese
Native/ Bilingual

References

References available upon request.

Timeline

Sales Leader – OEM Sales

Trellix
01.2024 - Current

National Account Manager – OEM Sales

Trellix
01.2022 - 01.2024

Senior Account Manager – OEM Sales

McAfee (formerly Intel Security)
01.2018 - 01.2022

Account Manager – OEM Sales

McAfee (formerly Intel Security)
01.2014 - 01.2018

Embedded Territory Manager

Avnet Inc.
01.2011 - 01.2014

Account Development Manager

Avnet Inc.
01.2005 - 01.2011

Sales & Marketing Representative / Sr. Program Manager

Avnet Inc.
01.1996 - 01.2005

B.A. - Sociology (Business Admin concentration)

Rhode Island College
David Candeias