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, RI05-1995
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
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