São Paulo, São Paulo, Brazil
For more than two decades, I have been helping technology companies accelerate growth across Latin America by developing strategic partnerships, and delivering predictable revenue growth. I am an executive sales leader with extensive experience leading enterprise software and cybersecurity businesses throughout LATAM, working directly with C-Level executives (CEOs, CIOs, CISOs, COOs, Boards of Directors), and strategic partners to solve complex business challenges and reduce organizational risk. My career has been built on one core principle: cybersecurity is ultimately a business enabler. The most successful organizations don't invest in security simply to prevent attacks—they invest to protect revenue, ensure operational resilience, accelerate digital transformation, and strengthen customer trust. Throughout my journey, I have consistently exceeded revenue targets, expanded market presence, developed partner ecosystems, and led complex enterprise negotiations involving some of the largest organizations in critical infrastructure sectors across Latin America. Beyond delivering revenue, I am passionate about building organizations. I enjoy coaching teams, creating high-performance cultures, and helping individuals achieve their full potential. My experience spans both direct and indirect sales models, executive account management, channel strategy, business development, go-to-market execution, and regional expansion. Selected Career Highlights 🏆 President's Club Award 🏆 100% Club Recognition 🌎 Business Leadership Across Latin America 📈 Consistent Revenue Growth and Quota Overachievement 🤝 Trusted Advisor to Executive Leadership 🔐 Led Strategic Cybersecurity Programs for Critical Infrastructure Sales Leadership /Executive Leadership/ Cybersecurity/ Continuous Threat Exposure Management (CTEM)/ Cyber Risk Management/ Risk Management/ Regional Sales/ Revenue Growth/ Business Development/ Enterprise Sales/ Strategic Partnerships/ Go-to-Market Strategy/ Channel Strategy/ Team Leadership/ Executive Negotiation/ SaaS/ Operational Resilience/ Critical Infrastructure/ OT Security/ ICS Security/ CPS Security/ Secure Access/ Zero Trust/ AI/ Cloud Security/ Digital Transformation/ Customer Success/ Account Management/ Value Selling/ MEDDPICC/ Challenger Sale/ Business Strategy/ Executive Communication/ C-Level Engagement/ Strategic Planning/ Partner Management/ Cross-functional Leadership /Organizational Leadership / Public Speaking /Thought Leadership
Responsible for leading Claroty's commercial strategy across South America, driving sustainable business growth while expanding the company's leadership position in Cyber-Physical Systems (CPS) protection and Cyber Exposure Management. Working closely with executive customers, strategic partners, and cross-functional teams, I lead the development of enterprise sales strategies focused on critical infrastructure organizations undergoing digital transformation and industrial modernization. Key responsibilities include: • Define and execute regional go-to-market strategies. • Lead enterprise sales initiatives across strategic accounts. • Develop executive relationships with C-Level stakeholders. • Build and strengthen partner and channel ecosystems. • Collaborate with Product, Marketing, Customer Success, and Sales Engineering organizations. • Drive accurate forecasting and pipeline management. • Negotiate complex enterprise agreements and long-term strategic partnerships. • Represent Claroty at executive forums, industry conferences, and cybersecurity events across Latin America. Selected achievements: • Consistently exceeded annual sales targets while expanding market share throughout South America. • Recognized among Claroty's top-performing global sales leaders. • Recipient of President's Club and 100% Club recognition for outstanding business performance. • Led strategic cybersecurity programs protecting some of the largest critical infrastructure organizations in Latin America. • Drove adoption of Cyber Exposure Management and Secure Access strategies; • Built strong collaboration across Sales, Sales Engineering, Customer Success, Marketing, Channel, and Executive Leadership teams to consistently deliver customer success and sustainable growth.
Responsible for establishing and developing business through existing and new clients for the LATAM region. Helping security leaders anticipate the consequences of a cyber attack by drawing upon the industry’s largest data set and understanding relationships between assets, exposure management, privileges and threats across an attack path. Combining broad exposure coverage spanning IT, OT and IoT assets, cloud resources, containers, web apps and identity platforms, with threat intelligence and data science from Tenable Research. Focusing efforts to prevent likely attacks and accurately communicate cyber risk to support optimal business performance. Main Responsibilities: • Cross functionally collaborating with all ecosystem, Channel, Sales Engineering, Marketing, Solutions Consultants, Sales Operations, Product and Customer Success, and technology alliances to enhance market presence and extend reach within the region to drive mutual growth and success. • Generate revenue by hunting and acquiring new business opportunities while managing and nurturing strategic customer relationships. • Responsible for developing a strong sales pipeline, forecasting sales, leveraging corporate resources, and ensuring the success and growth of key accounts in the LATAM region. • Achieve assigned monthly, quarterly and annual quotas and revenue objectives
Responsible for consistently leading and driving the Cybersecurity strategy/roadmap of global strategic customers, converged business, and industrial networks (IT/OT/ IIoT/ ICS). This includes, but is not limited to selling Industrial Networking and Data Center Infrastructure Systems, Compute Assessments, IaaS (Infrastructure as a Service), SaaS (Software as a Service), Consulting services and a Comprehensive set of Cybersecurity Monitoring Solutions (Cyber Security offerings: Risk assessments, iDMZ’s, Continuous Threat Detection, Threat Hunting, Threat Intelligence, Zero Trust Security Model, Cybersecurity Incident Response Plan, SOC/ NOC, End Point Protection, EDR). • Proven track record of leading and executing complex sales pursuits as well as client based executive level engagement/consulting. • Established access and maintain existing relationships with key decision makers (typically at the CIO, CISO, and CSO level) in relevant verticals, partners, and enterprise customers to drive all pertinent solutions, issues related to sales strategy and goal attainment. • Managing and driving, complex multi-site and new annual recurring revenue (ARR) based Services contracts. • Consistently identifies and articulates customer value and provides ROI / justification for proposed solutions. • Execute land-and-expand campaigns, from PoC/ PoV to large deployments. • Cyber security operation practices and concepts, including threat management, Cybersecurity Framework (e.g. NIST, ISA/IEC 62443). • Provide consistent guidance and oversight of existing partner commercial management (Claroty, Crowdstrike, Fortinet, Dragos, Cisco, Dell) • Global collaboration, market access and strategy planning
This position aims to develop the Brazilian Oil&Gas market in the region, to represent and grow Rockwell Automation's relationship with customers and relevant channels (OEM´s, EPC´s, Engineering Companies). As the leader on the accounts, mobilizes Rockwell resources as an integrated team spanning all of Rockwell Automation's businesses: • Accelerating Digital Transformation, by joint expertise of PTC and Rockwell Automation, technology and resources (Augmented Reality, Analytics, Industrial IoT, PLM and CAD solutions) to simplify industrial transformation and innovate with greater agility. • Consistently deliver solutions that are considered high impact and high-value: combination of our turnkey solutions, softwares (SaaS), IIoT solutions, cybersecurity and services. Main activities developed: • Consolidate Rockwell Automation as solutions and software provider in the market. Support in defining the sales strategy and market access; • Lead the development and implementation of the business plans in strategic accounts to include: designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each solution element (project) and identifying the key personnel required (account and technical/project). • Valued, long-term strategic partner with the customer’s senior executives: meetings with C-Level executives, directors, and managers; • Achieve the quantitative and qualitative goals established; • Prepare, implement and monitor Industrial Cybersecurity Proofs of concept (POC); • Monitoring sales achievements and coordinate actions of commercial distribution engineers to achieve and/or exceed the established objectives;
Premium quality, safety and sustainability solutions provider, a Brazilian company specialized in RISK MANAGEMENT (ISO 31000: 2018) and FIRE ENGINEERING – Property Loss Prevention, offering a complete portfolio of in-house, site-specific services and fire risk management solutions. These solutions are designed to help our customers reduce their total cost of risk, while protecting their resources. Risk Managers use our information as an essential component in designing risk management strategies and most appropriate insurance coverage programs, with our recommendations to prioritize the potential risks and decide what improvements should be pursued. Regional director responsible for new business development, risk management, property loss prevention consulting, strategic unit planning, engineering and strategic sales.
Global leader in bringing technology and engineering together to provide innovative solutions for customers in industrial, commercial, and consumer markets around the world. Sales in fiscal 2015 were $22.3 billion. In Brazil, it’s segmented in four regions. • Acting as a regional sales manager for the Countryside of Sao Paulo, Midwestern and South of Brazil, managing the regional sales office (a team of six salespersons and seven sales representatives). Reporting directly to national sales manager and CEO Brazil. • Main accomplishments • Through valued-added solution selling, a strong motivational work with my sales team and global agreements established under my leadership, our sales office ranked first place in Brazil for the first time, during last fiscal year period (set/16-set/17) reaching nearly $ 20M USD bookings, 91% of target, despite of a difficult scenario in Brazilian economy. Results with strong relevance due to the work and focus with the main customers of Food and Beverage and Sugar and Ethanol sectors on my management. • World's largest consumer goods company : Sales in FY 2017 grew ~ 520% compared to the previous year. Reactivation of the main site, after 4 years inactive, with an expressive sale. A Brazilian trade agreement was also negotiated for the 10 sites, with all Emerson products listed and purchased directly by the customer's system, without the need to include the Purchasing area in the negotiation. With deep knowledge of the account, we had a remarkable presence after several visits with the client, among other actions carried out and gained relevance and credibility. • Established a new operational structure for the region. Hiring and training of direct sales team, implementing a new sales model, searching and hiring new sales representatives for the region. Promoted a discipline selling. Focus and performance matrix with the various business units of Emerson Automation Solutions.
Responsible for the regions of Campos Basin (Macaé-RJ) and Espírito Santo State, managing the regional sales office in Macaé, with a team of 03 direct salesmen and 03 sales representatives located in the region. Focused on the oil and gas market, offshore production, oil companies, upstream / downstream. Main achievements: After 04 months of management, the Campos Basin (Macaé-RJ) region was contemplated with the expansion of the Espirito Santo State. New contract for maintenance of offshore service, daily basis, and update of existing base of flow computers (ANP service - National Petroleum Agency) at Petrobrás production platforms. Introduction of a new management model that optimized controls, profitability (79%) and processes. New Contract with Cabiúnas Terminal (TECAB) for the maintenance and diagnosis of valves, daily basis of collection, of the Gas Treatment Unit of Petrobrás. Introduction of new management model that also optimized controls, profitability (47%) and processes.
Report to Regional Sales Manager of Rio de Janeiro and Director of the Global Petrobras Account and Sales Director of Brazil. Responsible for the Campos Basin region (Macaé-RJ) - leadership role with a multidisciplinary team of 07 direct salesmen and 02 sales representatives located in the region. Focused on the oil and gas market, offshore production, oil companies, upstream / downstream. Leading the B2B alignment of Emerson's multidisciplinary team and business unit teams to drive Strategic Key Programs and Initiatives and position the company as a facilitator of more effective and collaborative business results for customers. Main achievements: Management and implementation of a new model of the Strategic Plan of the Site, regarding the approach to a strategic global account of Emerson - PETROBRÁS, and coverage in the region, previously attended by a representative. New contract for maintenance of offshore service, daily basis of collection on Petrobrás platforms. Introduction of a new management model that optimized controls, profitability and processes.