Adrian Ferraz Email & Phone Number

São Paulo, SP, BR

Redmond, Washington, US

• Contracted through Niteo as Lead architect for the Adoption, Change and Services Management team, responsible for presales and delivery of services in Americas, focusing on LATAM customers for Generative AI (Copilot).
• Hold direct accountability for driving customer adoption by delivering specialized adoption, change and services management services to increase M365 Copilot adoption.
• Architect Change Management Strategies and Plans for all workstreams (Sponsor Engagement, Manager Empowerment, Resistance Management, Success Measurement, Change Enablement Network, Communications, Learning & Skilling.
• Daily develop my prompting skills, acting as Prompt Ninja, developing more than five sets of Copilot adoption delivery IP shared with the global services practice, including advanced prompts for Copilot and Excel and.
• Lead the copilot adoption engagements in Brazil, such as Orizon Health (Bradesco), Petrobras and Elopar, with over 85% average adoption rates due to Microsoft’s Copilot Rapid Deployment engagements.
• Hold responsibility for leading all the Copilot Rapid Deployment pre-sales and delivery engagements in LATAM.

Slough, Berkshire, GB

• Head of the LATAM Organizational Change Management team for the Global SAP rollout, responsible for the strategy, planning and execution of the OCM approach that enabled new ways of working for over 4.000 employees in.
• Held direct accountability for the adoption rates (95%) of new ways of working moving from JD Edwards to SAP through four parallel deployments, involving eight countries in LATAM with different particularities, and.
• Was responsible for developing the change management strategy and plans for the LATAM region (Stakeholder management, measurement, communications, training, impact analysis), following the global Reckitt Change.
• Developed and delivered change Management training for sponsors and managers throughout the LATAM region, empowering the CEO and board of directors, as well as more than five hundred managers to improve their change.
• Provided training, direct coaching and support for the four organizational change management (OCM) leads in the region and their teams, fostering collaboration to discuss challenges and lessons learned on a weekly basis.
• Delivered the most successful adoption rates from all global rollouts, over 95%, with over 85% satisfaction from users.

Redmond, Washington, US

• Head of Strategy and Portfolio for Microsoft’s Adoption & Change Management Services worldwide, responsible for driving customer success by embedding specialized skills across Microsoft to solve the largest customer's.
• Held direct accountability for embedding Adoption & Change Management services into a broad and important portfolio of businesses (>$Bn) over all solution areas (Azure, Modern Work, Data & AI, Security, Business.
• Reviewed the service development methodology and developed the framework that enabled the solution and strategy team to move to an incremental, iterative Agile development approach to adapt and embrace changes quickly.
• Reviewed and updated Microsoft’s adoption and change management delivery framework, simplifying and repackaging, providing more clarity of the framework to sellers and commercial teams worldwide, resulting in a $25M.
• As principal group program manager, conceptualized, co-developed, and launched a broad portfolio of products and services offerings to help Microsoft enterprise customers drive and accelerate their digital.
• Collaborated with different solution teams on the development of a wide range of offers worldwide, such as Digital Enablement Office, Data Strategy, Future of Work, Enterprise Metaverse, Viva Insights.

Redmond, Washington, US

• Architect for the Culture & Cloud transformation services team, responsible for presales and delivery of services in North, Central and South America, for Modern Work, Business Applications, Data & AI and Security.
• Held direct accountability for driving customer adoption by delivering specialized culture and cloud transformation services to solve the largest customer's technology adoption challenges.
• Architected Change Management Strategies and Plans for all workstreams (Sponsor Engagement, Manager Empowerment, Resistance Management, Success Measurement, Change Enablement Network, Communications, Learning &.
• Developed the Agile Change Management delivery framework and Intellectual Property for the Data Strategy engagements, used as foundation for the People Mobilization for Velocity Services (PMVS) offer.
• Led the cultural assessment in the LATAM region, using the human Synergistics method, with more than 2000 participants, which enabled the LATAM leadership in each country to visualize the cultural aspects that needed.
• Certified more than one thousand practitioners as an internal Change Management Trainer, in the Prosci methodology.

Redmond, Washington, US

• Member of the first team of Customer Success Managers at Microsoft, responsible for increasing adoption (consumption) of Microsoft services on key customers in Brazil, where I:
• Held direct accountability for driving customer adoption by providing specialized guidance and education as well as facilitating Microsoft support to solve the largest customer's technology adoption challenges.
• Guided and coached customers on developing Adoption strategies and plans for all workstreams (Sponsor Engagement, Manager Empowerment, Resistance Management, Success Measurement, Change Enablement Network.
• Trained and certified all my Customer Success Manager peers and leaders in Brazil and LATAM as Change Practitioners, enabling and empowering them to become more effective on driving the adoption (consumption) increase.
• Achieved all my consumption targets for all my customers in only 6 months, enabling the account team to advance in licensing renewal negotiations faster with high consumption rates.
• Developed the Customer Success Onboarding kit, used worldwide to onboard new CSMs to the role, with best practices and guidance on where to find resources and support.

Redmond, Washington, US

• Principal Consultant for the Adoption & Change Management services team, responsible for pre-sales and delivery of services in Americas, for Modern Work, Business Applications, Data & AI and Security, $50M business.
• Held direct accountability for driving customer adoption by delivering specialized adoption and change management services to solve the largest customer's technology adoption challenges.
• Developed Change Management Strategies and Plans for all workstreams (Sponsor Engagement, Manager Empowerment, Resistance Management, Success Measurement, Change Enablement Network, Communications, Learning & Skilling.
• Collaborated in the development of the Adoption Center of Excellence offer, used as foundation for the Digital Enablement Office offer.
• Developed more than thirty sets of delivery IP shared with the global Adoption & Change Management services practice.
• Became an advanced Change Management Instructor and certified more than two hundred practitioners as an internal Change Management Trainer, in the Prosci methodology.

Paris, Île-de-France, FR

• Senior Program Manager and Change Management Advisor, responsible for the delivery of PeopleSoft ERP Implementation programs in LATAM, where I:
• Held direct accountability for program success, delivering specialized services to solve the customer's technology and adoption challenges on implementing an ERP system.
• Developed Change Management Strategies and Plans for all workstreams (Sponsor Engagement, Manager Empowerment, Resistance Management, Success Measurement, Change Enablement Network, Communications, Learning & Skilling.
• Led the program team as ScrumMaster through Agile delivery, facilitating collaboration between functional consultants, technical teams, developers, and customer teams.
• Facilitated and led executive meetings and reports for the program.
• Led the successful PeopleSoft implementation at Cinépolis, exceeding planned adoption rates (>97%).

Jaguariuna, SP, BR

• Services Delivery Lead for the SAP Consulting Practice in Brazil, responsible for leading over ninety consultants and project managers on the delivery of SAP consulting services, where I:
• Held direct accountability for the SAP services delivery in Brazil, exceeding BRL 20M in yearly revenue.
• Developed a new reporting system for project managers, providing better internal visibility of program financial results, improving resource allocation, and saving up to BRL 2M yearly.
• Developed an aggregated view of all the delivery projects in the portfolio, providing better controls and facilitating decision making, with clear visibility of resources by competence and allocation timing, saving up.
• Mapped internal processes and established a new framework for submitting services and for sales to delivery motions.
• Established an open communication channel between consultants and the management team, to gather direct feedback from the field and improve employee satisfaction rates, resulting in an increase of 20% in employee.

Jaguariuna, SP, BR

• Head of Change Management, responsible for creating a new organizational change management service line for the consulting company to increase technology adoption, aiming for a BRL 20M/year business, where I:
• Held direct accountability for structuring the change management area, developing the methodology and skilling-up the team, to develop a new service line for the consulting company.
• Developed pre-sales and sales assets to enable the commercial team to sell change management services.
• Negotiated several Change Management services proposals and contracts with strategic customers.
• Developed the Change Management Methodology, including Strategies and Plans for all workstreams (Sponsor Engagement, Manager Empowerment, Resistance Management, Success Measurement, Change Enablement Network.
• Trained the team of more than twelve change management consultants in the methodology, providing constant coaching and guidance for the team.

Jaguariuna, SP, BR

• Program and Project Manager, responsible for managing large and complex SAP programs for strategic customers, where I:
• Held direct accountability for program technical delivery on customers, managing teams formed by functional consultants and ABAP developers.
• Managed 10 programs in parallel successfully, with high customer satisfaction rates (>90%), in customers such as Thyssenkrupp, Grupo Votorantim and Engemix.
• Extended services contracts in 6 of 10 customers, with follow-up programs as direct results from the achievements on the programs I directly managed, achieving additional BRL 1M in revenue.
• Created and organized a weekly Project Manager meeting to share experiences and insights, increasing employee satisfaction and knowledge sharing.

São Paulo, SP, BR

• Sales executive and Change Management Specialist, responsible for helping strategic customers to improve their change management capabilities, where I:
• Held direct accountability for sales, profitability and customer success for change management and training solutions (BRL 8M).
• Managed alliance and partnership with ChangeFirst.
• Helped to conceptualize and develop the SGT training management system.
• Certified more than fifty professionals in the change management methodology, acting as instructor.
• Led the development of the business strategy for PCI training services, managing large and complex sales motions with the company’s main customers like Pão de Açúcar and C&A.

São Paulo, SP, BR

• Sr. Change Management Consultant for transformation programs, focused on impact analysis, training, stakeholder management, communication, and leadership development, where I:
• Held direct accountability for driving customer adoption by delivering specialized change management services to solve the largest customer's adoption challenges.
• Achieved the PCI Change Management certification from ChangeFirst, as well as the CM certification on the Dextera methodology.
• Collaborated in the evolution of the Dextera methodology focusing on training and classroom material development.
• Achieved Change Management Instructor status and certified over twenty practitioners in the PCI methodology.
• Developed Change Management Strategies and Plans for all workstreams (Stakeholder management, Communications, Training, Impact Analysis) in more than four programs in Brazil, working with the largest and most strategic.

Mogi Mirim, São Paulo, BR

• Market development manager, responsible for restructuring the international sales portfolio and selling regions for the medical devices company, representing BRL 30M in revenue, where I:
• Held direct accountability for market analysis and international sales regions restructuring.
• Reviewed the portfolio per region and opportunity mapping per sales executive.
• Supported the sales director and sales executives with data analytics and reporting.
• Collaborated with the marketing team to develop and execute a marketing program nationally, generating fifty new prospects in 2 months.
• Participated in events for the health sector, dentist, and health equipment fairs.

• Program Manager, responsible for restructuring the sales, marketing, and project management areas in the construction company, where I:
• Held direct accountability for process mapping and redesign, documentation, and implementation of new processes.
• Developed the new company website and social media presence, increasing brand visibility and market positioning.
• Developed a new call center model to support new and current customers, increasing customer satisfaction by 30% in 6 months.
• Reviewed the project management methodology and implemented changes that reduced delivery time by 10%.
• Participated in events such as national constructors fair.

• Sales manager leading a team of four sales managers and seventy sellers, responsible for sales and marketing of fashion products in Brazil, representing BRL 20M/year in sales, where I:
• Held direct accountability for sales, profitability, marketing campaigns and customer satisfaction.
• Performed the market analysis and opportunity landscape, developed the sales strategy, optimizing seller time and maximizing sales, resulting in a 10% increase in sales (BRL 2M) in only 6 months.
• Reviewed sales policies and KPIs, as well as redivided the client portfolio amongst sellers, developing a more fair and competitive way to reward sellers, significantly increasing employee satisfaction.
• Trained the sales team on the new policies and sales pitches, resulting in increased customer satisfaction, reduced number of complaints and increased employee commitment.
• Negotiated partnerships and large sales motions with strategic customers and participated in events such as São Paulo fashion week.

• General manager of the consumer goods distribution company, leading a staff of eight professionals, responsible for the whole business operation in an area covering over one thousand customers across São Paulo.
• Held direct accountability for leading the business operations including HR, sales, logistics, finance, legal and marketing.
• Developed the business plan for the company, introducing an innovative distribution strategy, mixing sales channels, and minimizing operational costs.
• Developed all organizational processes and policies and implemented order taking and route planning systems.
• Selected and trained all staff members (4 sales reps, two delivery reps, two administrative) in the processes.
• Designed all seller and delivery routes, exploring additional regions and optimizing delivery time.

Levallois-Perret, Cedex, FR

• Business Manager responsible for helping strategic customers to improve their business intelligence, analytics and software development capabilities, where I:
• Held direct accountability for sales, profitability and customer success for business intelligence, analytics, and software development solutions (BRL 5M).
• Managed alliances and partnerships with the main vendors of Analytics and Business Intelligence.
• Led the development of the business strategy for Business Intelligence and Analytics services, managing large and complex sales motions with the company’s main customers like Honda, with BRL 2M in sales.
• Redefined sales motions for LATAM, focusing on key accounts and specialized consulting services.

Lausanne, CH

• Sales manager leading a team of ten sellers, responsible for sales, profitability and brand awareness in an area covering sixty cities across São Paulo’s countryside, representing BRL 100M/year in sales, where I:
• Held direct accountability for sales, profitability, brand awareness and customer satisfaction in the area.
• Shadowed each seller and created individual development plans, reviewing their region’s potential and opportunity, development needs and coached them in the process.
• Redesigned all seller and delivery routes for the region, including potential prospects for sellers and optimizing delivery time, reducing 10% of delivery time weekly.
• Negotiated merchandising contracts with key customers, and implemented two brand campaigns in the region, increasing 80% brand visibility in 9 months.
• Set weekly meetings with the team, along with individual meetings with each seller to help them advance in their development plan and achieve their full potential, as well as to explore creative ideas to increase sales.

Lausanne, CH

• Lead Analyst for the wholesale development team in Brazil, responsible for the operation of the wholesale development channel in Brazil, representing BRL 250M in revenue, where I:
• Held direct accountability for the operations, data analytics and reporting of the area.
• Performed the viability study and market analysis for the wholesale development program nationally.
• Developed the individual discount policies and targets for each of the 250 customers nationwide.
• Collaborated with internal affairs and legal teams to develop the contracts for each customer.
• Developed internal target achievement controls and follow-up mechanisms for auditing & reporting.

Lausanne, CH

• Business Builder (Sales Trainee), responsible for brand awareness and trade marketing for the Moema and Campo Belo districts in São Paulo (one of the most competitive regions worldwide in the segment), where I:
• Held direct accountability for brand awareness, trade program execution and customer satisfaction.
• Learned and quickly mastered all products/categories, market share and profitability for the region.
• Developed all customer routes for the region, prospecting and selling to twenty-three new customers in only 6 months.
• Developed close relationships with customers through category consulting and demand management.
• Negotiated merchandising contracts with key customers, improving brand visibility in 300% in only 6 months.

Disruptive Strategy, Business Strategy

Master Of Business Administration (Mba), Total Quality Management & Sustainability Management (Efqm)

Master Of Business Administration (Mba), Project Management

Mba, Business Management

Electric Engineering, Engineer