São Paulo, Brazil
With over 20 years of experience in the information technology field, I am a seasoned executive who specializes in developing strategic partnerships with ISVs, SIs, MSPs and startups. I currently work as Executivo de canais at Senior Sistemas, a leading provider of ERP, HR, Property Access and Security, WMS, TMS, SCM, BI, CRM and cloud solutions in Brazil. My core competencies include channel management, market development, business strategy, team training, and ecosystem building. I have a proven track record of increasing revenues, expanding market coverage, sourcing new partners and alliances, and creating synergies between different stakeholders in the technology sector. My mission is to help Senior Sistemas grow and innovate by leveraging its portfolio of offerings and its network of collaborators.
Develop strategic alliances with ISV CHANNELS, System Integrators and Service Providers, looking for partners in the regions in line with the geographic expansion plan, with the main objective of increasing revenues through IBM strategic offerings (CLOUD, SaaS and PaaS). Participate in the development of startup related ecosystems, the challenge is to make IBM relevant to gas pedals, incubators, investors, universities, government agencies and private entities, etc., and effectively position IBM as a technology partner to startups/entrepreneurs by participating in and organizing events such as lectures, meetups, hackathons, etc.
Business Manager - 04/2008 to 08/2009 Duties: Market development, organization presentations, assessments to determine management needs, demonstrations of systems (ERP) in the administrative and industrial areas, and participation in various events. Channel Manager 03/2009 to 03/2010 Responsibilities Mapping and categorizing distribution channels, monitoring pipeline and forecasting, evaluating sales teams, commercial training, monitoring meetings and visits to prospects, implementing CRM concepts, helping to develop projects to change channel categories, focusing on size and strategic segments, attending trade fairs, and setting up lead/opportunity generation departments. Head of Direct Marketing April 2010 - August 2011 Responsibilities: set up direct sales department upon request, focusing on strategic accounts. The main challenges I faced in this position were building and leading teams (6 resources), focusing on size and strategic segments, monitoring pipeline and forecasting, visiting customers, attending negotiation meetings, and other activities inherent to the position. Channel Manager - 08/2011 to 03/2013 Role: Invited to return to the Channel Management position, with the main responsibility for the development and management of the main categories of channels in the SENI|OR network: support and effective participation in the strategic planning of the channels, helping to define marketing investments, monitoring the pipeline and forecasts, evaluating and training the sales team, accompanying the team to meetings and visits to potential customers, implementing the concept of Customer Relationship Management, targeting sizes and focusing on strategic segments, defining actions for demand creation, participating in trade fairs, organizing potential customers, and other activities inherent to the position. actions, participate in trade shows, and form lead generation departments.
Committed to the development of the IBM/SAP partnership, identifying and working on the development of service opportunities: ERP implementation consulting, process consulting, package selection, application and process outsourcing, and application maintenance. - Identify actions to generate demand. - Manage the development of opportunities involving the sale of user licenses and SAP implementation consulting services. - Consider the identification of regional and industry sector priorities and align demand generation strategies and IBM actions in line with SAP strategy.
I worked in various activities inherent to the controllership area (accounting, tax, costs and finance) until I was invited to join the group of professionals that would make up IVIX. A new organization, the result of the IBM/Villares joint venture.