Expert Details
Business Development, Sales, and General Management
ID: 736793
Brazil
Senior B2B client-centric business leader in tech and base industry with international experience across Americas and EMEA regions (Brazil, Angola, USA, and UKI) and the functions of business development (hunter), sales (farmer), and market intelligence.
Accomplishments include:
• Solid track record repositioning businesses in digital transformation, including leading start-ups or companies acquired by corporations; product prioritization, market segmentation, and sales reorganization
• Diversity inclusion in a high-performance culture; manage activities and results with high transparency, leverage ownership culture in multicultural, multifunctional, and multidisciplinary teams and develop leadership successors with a holistic mindset
• Adapting with limited resources, thereby improving revenue and profitability; simplifying sales execution for complex solutions, optimizing resources with sales forecasting and leveraging data and technology to automate the customer journey Career built as an entrepreneur and by IBM's talent development program - “General Manager Leadership Development Program” - in the business units of IBM North America, Corporate Headquarter, Brazil and the United Kingdom and assuming strategic functions aiming at the company's transition to the new technology era.
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 2012 | Degree: MBA | Subject: General Management | Institution: IESE Business School |
| Year: 2003 | Degree: BS | Subject: Civil Engineering | Institution: Universidade Federal de Sao Carlos |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2020 to Present | Employer: Undisclosed | Title: Founder | Department: Business Development |
Responsibilities:Collaborating for global go-to-market innovation, currently leading operations in Brazil. |
|||
| Years | Employer | Title | Department |
| Years: 2019 to 2019 | Employer: IBM Worldwide - Cloud and Cognitive | Title: Digital Sales Head for Industry Platforms | Department: |
Responsibilities:Reported to Global Sales VP, 1 direct report - established a high-volume sales organization for business development and account management✓ Connected IBM’s most complex solutions with over 30,000 prospects (in Americas and Europe) by preparing and executing a go-to-market plan around IBM’s customer installed base (70,000 global organizations) |
|||
| Years | Employer | Title | Department |
| Years: 2018 to 2018 | Employer: IBM North America- SaaS (Software as a Service) | Title: Sales Leader for Watson Health, Media and Collaboration | Department: |
Responsibilities:Reported to SaaS Business Unit Head in North America, 12 direct reports – sustained 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 the 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 of excellence commitment towards clients and reviewing sellers’ incentives beyond revenue and pipeline |
|||
| Years | Employer | Title | Department |
| Years: 2017 to 2017 | Employer: IBM North America- SaaS (Software as a Service) | Title: Sales Leader for Hybrid Cloud | Department: |
Responsibilities:Reported to SaaS Business Unit Head in North America, 5 direct reports – turned-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 |
|||
| Years | Employer | Title | Department |
| Years: 2015 to 2016 | Employer: IBM Worldwide Sales | Title: Senior Marketing Advisor | Department: |
Responsibilities:Reported to Global Market Intelligence for Sales VP – evaluated and consolidated 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, competitors’ analysis, sales team enablement, customer segmentation, etc. |
|||
| Years | Employer | Title | Department |
| Years: to Present | Employer: Undisclosed | Title: Business Development Executive | Department: |
Responsibilities:Reported to Sales Director and Business Development Director in Brazil – generated qualified services and software pipeline in the industrial sector on digital transformation projects✓ Generated US$ 40 million of qualified pipeline in the Enterprise segment and won the US $2 million in signings in the Commercial segment by acting as a consultative value-driven advisor, leveraging inside sales channels to expand routes to markets and sharing global expertise |
|||
| Years | Employer | Title | Department |
| Years: 2012 to 2016 | Employer: IBM Corporate Headquarters (CHQ) | Title: General Manager Leadership Development Program | Department: |
Responsibilities:Joined development program to accelerate career into key global leadership positions. |
|||
| Years | Employer | Title | Department |
| Years: 2012 to 2013 | Employer: Global Business Services for IBM UKI | Title: Strategy Consultant | Department: |
Responsibilities:Reported to Partner and Automotive Practice Leader – served in various internal and client-facing projects✓ Built trust and rapport with a local automaker and engaged in internal IBM projects to redesign HR process for consultants and prepare performance delivery dashboard |
|||
| Years | Employer | Title | Department |
| Years: 2011 to 2011 | Employer: Mckinsey | Title: Summer Associate | Department: Strategy |
Responsibilities:✓ Assigned to a utility client on engagements in Finance and Procurement |
|||
| Years | Employer | Title | Department |
| Years: 2007 to 2009 | Employer: Self Employed | Title: Co-founder | Department: Business Development |
Responsibilities:✓ Cofounded cement factory – only fully private cement plant in (undisclosed country); responsible for full operations and P&L for Construction, Real-Estate Development, and Cement operations including US$ 30 million in CAPEX, 70 employees, government concessions negotiations, and mineral exploration |
|||
| Years | Employer | Title | Department |
| Years: 2005 to 2007 | Employer: Companhia Vale do Rio Doce | Title: Contract Analyst for Iron Ore in Latin America | Department: Trainee program |
Responsibilities:✓ Managed sales agreements; growing from US$ 80 million/year (1.5 million tons) to US$ 1 billion/year (19 million tons) by simplifying sales process, conducting a transfer of business from an acquisition, and arranging a multimillion partnership with the 2nd largest industrial conglomerate in Brazil. |
|||
International Experience
| Years | Country / Region | Summary |
|---|---|---|
| Years: 2014 to 2019 | Country / Region: United States | Summary: Sales and Marketing functions at IBM |
| Years: 2012 to 2013 | Country / Region: United Kingdom | Summary: Consulting functions at IBM |
| Years: 2020 to Present | Country / Region: Brazil | Summary: Global collaboration |
| Years: 2007 to 2009 | Country / Region: Angola | Summary: Entrepreneurship |
Career Accomplishments
| Associations / Societies |
|---|
| African Club | IESE Business School | Spain |
| Professional Appointments |
|---|
| Mentor for global sales professionals since 2014 Math teacher volunteer |CIEP Tancredo Neves | Brazil |
| Awards / Recognition |
|---|
| Financial Discipline Volunteer Junior Achievement, USA |
Additional Experience
| Training / Seminars |
|---|
| Education Cont.: Neuroscience | Universidade Presbiteriana Mackenzie - Extension in Neuroscience and Psychology | 2015 – 2020 | Brazil Marketing | Escola Superior de Propaganda e Marketing – Extension in Marketing | 2013 – 15 | Brazil Finance | Bolsa de Mercadorias & Futuros - Derivatives and futures | 2012 | Brazil |
Language Skills
| Language | Proficiency |
|---|---|
| Portuguese | Fluent |
| English | Fluent |