Expert Details

Expert in B2B: Americas and EMEA Regions, Functions in Business Development, Inside and Field Sales, and Marketing Intelligence

Expert ID: 736260 Brazil

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Senior B2B client centric business leader with international experience across Americas and EMEA regions (Brazil, Angola, USA and UKI) and broad set of functions in Business Development, Inside and Field Sales and Market Intelligence.

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

Available for panels, in depth interviews, and surveys only.

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 Responsibilities
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
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, USA
Reported 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
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 locations
Joined 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

Fields of Expertise

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