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Work Background
PathwayChief Consultant & Founder
Mar. 2024
Schréder HyperionChief Customer Officer (CCO)
Jun. 2021 - Aug. 2023Lisbon, Portugal| Schréder Hyperion is Schréder's corporate venture to advance Smart Cities around the world; run as the Group's Innovation Business Unit; Phase: Market Growth |
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In the Business Unit’s Leadership Team, carried the mandate to drive growth of our Enterprise SaaS offering and elevate customer experience across Schréder’s 70+ countries in six continents.
Achieved growth objectives and drove substantial improvement in customer NPS and staff engagement scores.
Own ventures: UVA.wine | BabyIDCo-Founder & CEO | MD
Feb. 2018 - Jul. 2020Madrid, Spain| UVA.wine: 3-sided marketplace on wine trade / BabyID: infant biometrics |
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- UVA.wine: Secured contracts with 70+ wine producers; framework agreements with associations of wineries and of sommeliers; and MoUs with prominent media companies.
- BabyID: Re-aligned founders re. Product roadmap; established MoUs with NGOs and a national hospital to iterate MVP.
EricssonGeneral Manager IT & IIoT - Industry & Society, Mediterranean Region
Jan. 2017 - Dec. 2017Madrid, Spain| ‘Industry & Society’ (I&S) was 1of 5 growth initiatives pursued by Ericsson (segment expansion into the Public Sector and Multinational Corporations beyond Telecom Operators); Phase: Market Growth |
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In both the Global and Regional I&S Leadership Teams, carried the region’s P&L for the Information & Communication Technology (ICT) [Professional Services business] + Industrial Internet of Things (IIoT) businesses [SaaS + Professional Services business].
Delivered healthier margins by streamlining existing projects and consolidating sales processes; built capabilities to develop market-centric propositions; and solidified the ‘esprit de corps’ in the team * the Segment was disbanded following a strategy revision dictating the consolidation of the company's focus
EricssonVP Business Development - Hyperscale Cloud, EMEA
Dec. 2014 - Dec. 2016Stockholm, Sweden| Hyperscale Cloud Infrastructure was 1 of 5 growth initiatives pursued by Ericsson (new offering); Phase: Market Introduction |
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Executive member of the Global Go-To-Market Steering
Drove the market activation and organizational readiness to introduce Hyperscale Cloud Infrastructure in four regions in EMEA.
Drove the leadership of line organizations at regional and country levels to deliver targets: lighthouse projects; qualified sales funnel & growth plans; and talent upskilling and recruitment.
Co-drove the Sales Transformation workstream for 2 merging BUs in a company-wide restructure
Ericsson PortugalStrategy Execution & Business Development Director, Region Mediterranean
Jun. 2011 - Oct. 2014Lisbon, Portugal| Mandate: to motivate, structure, introduce, and embed growth or efficiency initiatives that would fall beyond or cut across business lines within the Region |
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Led market discovery and qualification for the nascent Hyperscale Cloud Infrastructure architecture & established CoDev Frame Programs with two of Ericsson’s Top 10 Global Customers. Designed the region’s setup to pursue wanted growth from 2015 onwards.
Drove 7 business lines to offshore the production of offers to India and Latin America, co-leading the setup of the remote delivery centers.
Ran growth initiatives that resulted in substantial upsell and improved consulting engagement maturity.
EricssonStrategic Accounts Manager (secondment)
Oct. 2010 - Apr. 2011Lisbon, Portugal| Tasked with following and developing growth opportunities beyond thebaseline business for the operation in the country |
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Motivated and led a priveliged consultancy to a customer’s C suite in assessing their ambition to roll-out a greenfield 4G operation.
Initiated engagements and established plan to break-in into ‘Industry &Society’ (segment expansion into the Public Sector and Multinational Corporations beyond Telecom Operators).
EricssonBusiness Development Manager - TV, Hub South Europe (secondment)
Mar. 2010 - Sep. 2010Madrid, Spain| TV Infrastructure was 1 of 5 growth initiatives pursued by Ericsson (new offering); Phase: Market Introduction |
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Center of Excellence (CoE) to drive the TV SaaS and Infrastructure business in South Europe. Pilot organization that came to be the blueprint for a company-wide restructuring.
Supported development of TV leads in Spain, France, Portugal, Italy, Greece, Bulgaria and LatAm; while motivating adjustments to products and sales based on market demand and the portfolio's strategy.
EricssonStrategy Program Manager, Business Unit Multimedia (secondment)
Jan. 2009 - Feb. 2010Stockholm, Sweden• Coordinated and supported the review of the BU’s USD 2B execution plan in five product areas – led to leadership approval for eight streams to address opportunities and areas of concern
• Produced recommendation to expand business into M2M and new customer segments, resulting in a preliminary indentification of interesting segments and partners – and potential Go-To Market strategies
IMD Business SchoolFull time MBA
Jan. 2008 - Dec. 2008Lausanne, Switzerland• Consulted a Qatari conglomerate on its IT services division: a joint-venture scenario for the GCC countries and options to incentivize the leadership of its near-shore operation in India
EricssonSenior Account Manager – Multimedia, Vodafone Portugal
Jan. 2005 - Dec. 2007Lisbon, Portugal• Orchestrated initiative with Vodafone executives to expand business into wireline; resulted in an impactful project for both firms’ businesses which was subsequently replicated in other countries
• Doubled account size in one year by improving satisfaction on the performance of existing small footprint
• Coordinated and executed high profile initiatives that generated EUR tens of M as a core member of a global team mandated to articulate business development and sales motions for the Vodafone Group
EricssonSales Manager, Portugal Telecom International & TMN
Jan. 2001 - Dec. 2005Lisbon, Portugal• Secured approx. 1/3 of TMN’s overall budget for the roll out of its 3G mobile communications infrastructure, disrupting the position of its two incumbent suppliers
• Secured competitive T&Cs of own offerings for smaller deployments by recommending adjustments to global commercial terms, supported on business cases built to gauge value for TMN & Ericsson
• Led the creation and growth of business with the only international customer for Ericsson Portugal, which consistently generated over 30% of the company's annual turnover in subsequent years
• Collaborated in customer’s preliminary assessments of expansion into new markets – mainly in Africa
JazztelAccount Manager - Enterprise & Corporate segments
Jan. 2000 - Dec. 2001Lisbon, Portugal• Achieved 120% on target sales of voice and datacom services to the Enterprise & Corporate segments
Portugal TelecomProduct Manager, New Data Services
Jan. 1998 - Dec. 2000Lisbon, Portugal• Specified new datacom services offering in a cannibalization context (introduced IP/MPLS)
• Analyzed and ranked vendors’ proposals in meeting required specifications for the offering
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