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Work Background
Cirion TechnologiesDirector - Global Accounts Division
Sep. 2021 - Jun. 2024São Paulo, BrazilI led the division during the spin-off from Lumen to Cirion, maintaining strong performance with key global clients and managing $40M in contracts. I successfully migrated the business, achieving the highest growth in the company for FY2023.
• Managed a cross-functional team of 52 professionals, including account directors (my direct reports), customer service managers, and solution architects, to drive and sustain 25.4% YoY growth in the Latin American market. • Defined the strategic planning and executed the transition from Lumen to Cirion, ensuring seamless sales operations and maintaining the division's KPIs, including the joint management of the sales pipeline for both companies.
AT&TRegional Account Director, Latin America
Sep. 2019 - Sep. 2021São Paulo Area, BrazilI spearheaded the management of global clients with a strategic focus on the Latin American region, leading projects across multiple countries and overseeing contracts valued at approximately $15.4M annually.
• Managed clients across multiple countries in collaboration with my counterparts in other subsidiaries, driving business development and leading negotiations throughout Latin America.
• Developed a customer-centric strategy adopted across the organization to enhance executive communication and reporting, which supported regional performance even during the COVID-19 pandemic.
LenovoLatin America Sales Manager - Networking
Jun. 2018 - May. 2019São Paulo Area, BrazilI led the project to relaunch IBM's Networking products, which had been acquired by Lenovo, in partnership with the product development team for the Latin American market.
• Leveraged an entrepreneurial mindset for business development through channel sales in Latin America.
• Established strategic partnerships with specialized software companies, using market analysis and competitor insights to boost sales of new products in the regional market.
Dimension DataRegional Sales Manager
Jun. 2016 - Jun. 2018São Paulo Area, BrazilMy role was to introduce NTT Services, known as Dimension Data at the time, into Southern Brazil, generating leads with the goal of consolidating the brand in the region.
• I successfully executed a change management initiative aimed at solving issues with F5 products for a major regional bank, which resulted in over $1M in revenue from a single sale. • Despite being in a highly closed market, I successfully drove business development. Through effective prioritization and multi-tasking, I managed to handle client meetings on my own for nearly a year.
Hewlett-PackardRegional Sales Manager
Nov. 2011 - May. 2016Porto Alegre Area, BrazilI believe that my role at HPE was one of the most pivotal in my career. In addition to sales leadership, I was responsible for business development, revenue forecasting, and budgeting for the southern region, leading pipeline management through our CRM system during its migration from Siebel to Salesforce.
• I was awarded the President’s Award for securing the largest sale in HP Networking’s history in Brazil, totaling approximately $96M for the Brazilian Health Service.
• Conducted further market analysis and competitor insights, leading to successful change management and a shift towards a services approach, which resulted in winning additional projects with regional banks.
• Responsible for recruitment and talent development, building a multidisciplinary team of account managers in the region. Additionally, I managed executive communication and reporting for the entire region, providing updates directly to the HPN president.
Dell TechnologiesOnline Business Manager
Aug. 2009 - Oct. 2011Porto Alegre, Rio Grande do Sul, BrazilAfter nearly 3 years of leading the pre-sales team, I was invited by the corporation to participate in a global program aimed at reducing sales costs and increasing customer satisfaction.
• One of my first responsibilities was recruitment and talent development for the B2B team, focusing on individuals who could support sales operations and process improvement through cross-functional collaboration with the sales team. Our goal was to implement a customer-centric approach and lead change management, shifting from traditional sales methods to more automated processes. • As the leader of the B2B sales team, we sought candidates proficient in CRM systems to aid in problem-solving customer issues, including integrations with ERP systems. We achieved a 7.4% success rate in e-Pen (electronic sales rate) within the first few months.
Dell TechnologiesPresales Manager for Brazil
Aug. 2005 - Aug. 2009Porto Alegre Area, BrazilAfter just a few months as a pre-sales engineer, I was invited to take on the management of the team, focusing on small business accounts. Shortly thereafter, I was given the opportunity to lead the entire team across Brazil.
• I managed the entire enterprise product sales, overseeing an annual revenue of approximately $125M, while driving market growth of over 30% year-over-year for two consecutive years.
• Due to the success of my first two years in pre-sales, I took on the responsibility of leading the Software Sales and Service Sales teams, overseeing nearly 40% of the company's revenue in Brazil.
BASF S/ALatin America Project Manager
Jun. 2004 - Aug. 2005São Paulo Area, Brazil
Embratel S/ASenior Sales Engineer
Sep. 2001 - May. 2004Porto Alegre Area, Brazil
Carrier CorpIT Advisor
Jan. 1998 - Sep. 2001Porto Alegre Area, Brazil
Exército BrasileiroCapitain - Engineer Corps
Dec. 1994 - Dec. 1997Brasil
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