Rafael Ocanhas

Critic
DISC Type : C

Global Enterprise Sales Manager at Adyen

São Paulo, São Paulo, Brazil

Overview

Rafael is a Global Enterprise Sales Manager at Adyen with a unique background in law and regulatory compliance. He progressed internally from compliance roles to his current sales leadership position. He holds a law degree and is a Certified Anti-Money Laundering Specialist.

Based on recommendations, Rafael is considered honest and hard-working with excellent interpersonal skills. He is fluent in English and holds an advanced certification in Spanish, indicating a passion for languages and communication. His interests include major global companies like The Walt Disney Company.

Unique fact: He successfully transitioned his career from a regulatory counsel and compliance officer to an enterprise sales manager, all within Adyen.

Personality Overview

Critic

Negotiator

ROI Driven

Unless the value is proven by data, they are unlikely to value fancy features.  It is very likely that they will negotiate pricing or other important terms. They choose to analyze logically and value facts to emotions.

Topics They Care About

Unified Commerce
His role and recent social media activity focus on Adyen's unified payment technology that supports major global brands like Starbucks.
AI in Payments
Shared information about using AI-powered solutions to personalize and optimize the customer checkout experience.
Global Payment Expansion
His focus is on global enterprise sales, and he highlights Adyen's ability to help merchants establish a "home field advantage" in international markets like China.

Media Appearances

Rafael has no verified media appearances

Work History

10-2024
Global Enterprise Sales Manager at Adyen
10-2022 - 10-2024
Regulatory Counsel at Adyen
6-2020 - 1-2024
Compliance Officer for Latin America at Adyen
1-2019 - 6-2020
Underwriting Analyst LATAM at Adyen
6-2017 - 1-2019
Sales at RepLago Acampamento

Education

2008 - 2013
Bacharel em Direito from Pontifícia Universidade Católica de São Paulo
2016 - 2017
Capacitação em Gestão da Qualidade e de Processos from Fundação Vanzolini

More Information

Social Presence :

Prographics :

Exp : 13 Location : São Paulo, São Paulo, Brazil Job Level : Middle Designation : Global Enterprise Sales Manager at Adyen
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Insights For Selling To Rafael

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Be formal and objective, they will appreciate it more

DONT's

  • Don’t try too hard to build a relationship with them
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Do not use very emotional or colorful language

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rafael is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Rafael

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Rafael move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Rafael take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Rafael

Personality Compatibility


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