Expert Details
B2B: Americas and EMEA Regions, Functions in Business Development, Inside and Field Sales, and Marketing Intelligence
ID: 736260
Brazil
Proven track record in delivering various turn-around results in transformational business, embracing diversity inclusion on high-performing culture, and adapting with limited resources.
Foresight, Transparency, Adaptability, Resiliency, Continuous Improvement, Data, and Technology, Lean Execution
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 2012 | Degree: MBA | Subject: General Management | Institution: IESE Business School |
| Year: 2003 | Degree: Bachelor of Science | Subject: Civil Engineering | Institution: Universidade Federal de Sao Carlos |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2019 to 2020 | Employer: IBM Cloud and Cognitive | Title: WW Head of Digital Sales | Department: Sales |
Responsibilities:On leave of absence from IBM Aug.19 – Jun.20 | Luanda, Angola Turn-around consultant at Genea Angola; aligned group initiatives and targets towards economic and competitive trends – 10 years horizon; reducing 40% of direct FTE (250 employee) and reviewing sales execution profitability Digital Sales Head for Industry Platforms Jan.19 – Jul.19 | Texas, USA Reported to Global Sales VP, 1 direct report - establish an inside sales organization for business development and account management Connected business unit with over 30,000 potential new customers (in Americas and Europe) at 10% of traditional business development cost, by preparing and executing a go-to-market plan around IBM’s customer installed base - 70,000 global organizations and operating with sales automation tools |
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| Years | Employer | Title | Department |
| Years: 2016 to 2017 | Employer: IBM North America | Title: SaaS Sales Leader | Department: Sales |
Responsibilities:Sales Leader for Watson Health, Media and Collaboration Jan.18 – Dec.18 | Texas, USAReported to SaaS Business Unit Head in North America, 12 direct reports – sustain revenue growth of over 3,000 existing clients and US$ 90 million Annual Contract Value Achieved 140% of target - by creating a culture of ownership and transparency, re-organizing sellers’ territories according to industries’ challenges and leveraging team’s diverse background as a competitive advantage (2/3 of reports were race and / or gender minorities) Obtained highest rates of customer satisfaction (net promoter score), productivity (deals per FTE), forecasting (+/- 1% quarter by quarter) and other KPI’s, by sharing long term goals excellence commitment towards clients and reviewing sellers’ incentives beyond revenue and pipeline Sales Leader for Hybrid Cloud Jan.17 – Dec.17 | Texas, USA Reported to SaaS Business Unit Head in North America, 5 direct reports – turn-around unit’s client attrition of 60% - 1,500 existing clients and US$ 40 million Annual Contract Value Achieved 80% retention rate (target 70%) – by reorganizing customer information, negotiating sales teams’ incentives and targeting churn root causes Outperformed cross sell and up sell rate by 200%, by partnering with companies acquired by IBM on Post merger integration |
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| Years | Employer | Title | Department |
| Years: 2012 to 2015 | Employer: IBM Corporate Headquarter | Title: General Manager Leadership Development program | Department: CHQ |
Responsibilities:General Manager Leadership Development Program Sep.12 – Dec.16 | Various global locationsJoined development program to accelerate career into key global leadership positions Senior Marketing Advisor for IBM Worldwide sales Jul.15 – Dec.16 | New York, USA Reported to Global Market Intelligence for Sales VP – evaluate and consolidate technology market trends and studies for IBM Senior sales leadership Conducted various projects on business opportunities with sales and marketing teams, including entrance into new markets, competitor’s analysis, sales team enablement, customer segmentation etc. Business Development Executive for IBM Brazil Jan.14 – Jun.15 | Sao Paulo, Brazil Reported to Sales Director and Business Development Director in Brazil – generate qualified services and software pipeline in industrial sector on digital transformation projects Generated US$ 40 million of qualified pipeline in Enterprise segment and won US$ 2 million in signings in Commercial segment, by acting as a consultative value driven advisor, leveraging inside sales channels to expand routes to markets and sharing global expertise Strategy Consultant for Global Business Services for IBM UKI Sep.12 – Dec.13 | London, England Reported to Partner and Automotive Practice Leader – serve in various internal and client facing projects Built trust and rapport with a local automaker and engaged in internal IBM projects to redesign HR process for consultants and prepare performance delivery dashboard |
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