· National telecommunications operator with focus on the corporate segment; invested by the American Private Equity fund Warburg Pincus LLC; annual revenues of R$350M per year.· Reporting to the CEO; team of 46 professionals (4 Regional Sales Managers).· Mission to promote revenue acceleration by increasing business in the SME segment.· Defining and implementing the commercial strategy at the national level; market segmentation, competitive environment analysis, identification of opportunities, prospects/priorities.· Acting in the segments of large companies, public sector, SMEs and internet providers; participation in the entire commercial cycle (pre-sales, sales and post-sales).· Product scope: mobile solutions (MVNO), landlines, data center, broadband and video; proprietary network consisting of 20,000 km of optical fiber distributed in the following regions: S, SE and CO.· Preparation of the annual sales and GTM plan; management of budget x executed, forecast and analysis of variations.· Definition of commercial policies, offers, pricing calibration and market approach model; structuring collective and individual goals; team performance monitoring/training.· P&L management of customer portfolio (3.000); analysis of account/contract results; identification of opportunities to improve service levels, cross-selling/upseling and profitability.· Elaboration of financial modeling and technical feasibility studies for large projects.· Company representative at fairs, congresses and events in the telecommunications sector.· Interaction with CEO and investors to present results and metrics, pipeline of business opportunities and strategic direction.

· Multinational telecommunications carrier; present in all states of Brazil; revenues of R$45Bn/y.· Reporting to VP of Sales for B2B market; team of 450 professionals (8 Regional Managers and 24 Commercial Managers).· Commercial leadership within “Top Clients” segment, companies with (monthly ticket between R$2.000 and 30.000).· P&L management of a portfolio of 77,000 clients in all states of Brazil; revenues of R$2Bn/y.· Preparation of the annual sales plan, identification of prospects and prioritization of efforts by the commercial team.· Monitoring of budget x executed; identification of variations, root cause and action plans.· Relationship with leadership teams from Products, Go-To-Market and Operations areas; discussion of competitive environment, portfolio of offers, pricing, strategic positioning and synchronization of initiatives.· Scope of solutions: broadband, dedicated IP, MPLS, voice (fixed and mobile), IoT, video, data center and cloud solutions.· Relationship with C-level of key customers; conducting negotiations/renegotiations, feasibility studies for new projects and opportunities for cross-selling/upseling.· Interface with peers to share market perceptions, trends and competitive environment.· Interaction with top management to present results, metrics and strategic alignment.

· Telecommunications carrier with operations in 20 Federative States; revenues of R$4,0 Bn/y.· Reporting to the VP of Sales; management of a team of 188 professionals (10 Regional Managers and 19 Commercial Managers).· Defining and implementing the commercial strategy for the B2B segment, involving the SME, Large Companies and Government segments.· P&L management of a portfolio of 7.000 clients; revenues of R$1.0 Bn/y.· Preparation of the annual sales plan, identification of prospects and prioritization of efforts by the commercial team.· Monitoring of rolling forecast; identification of deviations, root cause and action plans.· Interface with the internal leadership teams for synchronizing initiatives, structuring GTM plans, analyzing the competitive environment, pricing calibration and offers.· Key member of the transition team in the sale of operations to Vivo/Telefônica; invited to join the Director’s body of the acquirer company.

· Reporting to the National Sales VP; joined the company after the acquisition of IQARA TELECOM.· Commercial leadership focused on clients in the Medium and Large Companies segment.· Increased client base from 1.200 to 14.000; boosted revenues from R$25MM to R$700M per year.