Report: Head of the Energy and Natural Resources Segment - LATAM- Direct leadership of the Business Relationship Managers team and indirect leadership of the team of project and innovation professionals dedicated to the Mining and Metals accounts in LATAM, with a primary focus on the Vale Group (globally);- Creation of a strategy for sustainable growth in sales, revenue and profitability.- Global expansion and new business in the segment;- Monitoring customer (UX and CX) and employee satisfaction KPIs;- Managed executive, managerial and technical presentations;- P&L, investments and correction of commercial and operational routes;- Executive management in negotiations, contracts and project delivery;- Working with global strategic partners to create service models and produce complex proposals involving Technology Architecture, Transformation and Modernization, Application Migration to the Cloud, Cybersecurity, Business Solutions and Industrial Tech.- Liaison with the Global Solutions, Mining Industry, Projects, Innovation and Marketing areas;MAIN ACHIEVEMENTS:- Reorganization and growth of the direct and indirect team in the segment accounts - Brazil, LATAM and Canada;- Renewal of local and global contracts with an increase in scope, generating growth in revenue and profitability. - Sale of new global service contracts in the areas of Innovation, Change Management, Agile Methods and PMO, Application Management Services, Legacy Application Development, among others.- Sale of new contracts to group companies globally.- Creation, management and delivery of business models and innovative proposals, involving the global pre-sales, engineering and local project and innovation teams.- Working with the open innovation area to connect the innovation ecosystem of the UFRJ Technology Park, enabling joint action with researchers, academics and startups to speed up solutions in the Energy and Natural Resources area;- Double-digit revenue growth y/y;

Report: Sr. Vice President of Cloud Infrastructure Services- Management of Vale and Petrobras accounts;- Responsibility for relationships with all the companies in the business groups, Sales, Revenue, Contracts and Customer Satisfaction;- Sales of solutions in the areas of Cloud Infrastructure and Application Services;- Introduction of regional and local portfolio, analysis of product mix and positioning strategy and value chain;- Executive responsible to the client for the delivery of service contracts;- Alignment with global CoEs and local delivery teams for project delivery;MAIN ACHIEVEMENTS:- Sales of new Multicloud Management Services contracts for group company;- Increase in revenue by capturing new demands for existing contracts;- Organization of an Executive Briefing Center in Brazil to position the offer of services in the Cloud area with sales growth => 80% y/y;- Creation and management of a War Room to monitor the execution of contracts and escalation of stakeholders, global CoEs. Working to recover project KPIs and transfer methodologies and best practices to local teams.- Working on complex global proposals for delivery in Brazil.

Report: Country Director- Management of a corporate portfolio of 20 groups: Petrobras, Vale, Globo, Oi, Eletrobras, Furnas, Light, CSN, Equinix, SulAmerica, Icatu, Rede D'Or, BNDES, Cedae, CEG, Iplan, LASA, Rio de Janeiro City Hall and State Government;- Responsible for account relationships, sales, revenue, contracts and customer satisfaction;- Selling solutions in the following areas: Application and Desktop Virtualization, Cloud Services, Digital Workspace, DaaS, Secure Remote Access, Analytics, VDI, Virtualization, Virtual Desktops and Cloud Desktops.- Create, execute and control the territory plan, lead and engage pre-sales, marketing, strategic partners and engineering teams;- Lead, develop, attract and enable new partners;- Alignment with global CoE's and local delivery teams to deliver projects;KEY ACHIEVEMENTS:- Expanded market coverage by recovering direct and indirect relationships in accounts at all levels: executive, managerial and technical. - Positioned the entire portfolio, increased direct and partner presence, generated 300% more pipeline.- Planning, execution and control of go-to-market activities with the support of the technical, marketing and channel teams: Account-based Mkt Plan, Master Classes, Account/Territory Plan and other events with customers and partners => Increased pipeline and major contracts sold and renewed;

Report: Country Manager.- I was responsible for managing the Petrobras account on a global scale, which was part of a select group of the 100 largest clients in the world.- Accountable for developing, presenting, executing, and controlling the global business plan for the Petrobras account (E100), reporting to the LATAM and global executive team. - Selling solutions in the following areas: network storage, cloud computing, storage efficiency, information management, data storage, and hybrid cloud.- Conducting and supporting strategic business partners throughout the sales cycle, including meetings with CIOs, executives, managers, and other stakeholders.- Providing leadership, guidance, and training to new partners;- Aligned with global CoEs and local delivery teams to ensure successful project delivery.MAIN ACHIEVEMENTS:I have enhanced executive and decision-making relationships with accounts.The Executive Briefing Center was held at NetApp's headquarters in San Francisco, CA. The focus was on the client's objectives and the participation of teams of international experts. I have led NetApp technical teams and partners in the delivery of complete solutions to customers, resulting in long-term corporate contracts. These solutions involved hardware, software, services, project management, and operations teams.

Report: Country Manager• Managed a portfolio of strategic accounts, including: Petrobras, Oi/Brasil Telecom, Eletrobras, Odebrecht, CSN, Light, Globo, and other prominent companies in the industry.• Sale of solutions in the following areas: Cloud Infrastructure, Virtualization, Cloud Management, Software-Defined Data Center, Network Virtualization, vSAN, Hybrid Cloud, Public Cloud, Private Cloud, Desktop Virtualization, Multi-Cloud, SDDC, IT Operations, Mobility, Security, Open Source Our services include Cloud Services, Cloud Security, Data Center Security, Digital Workspace, Digital Transformation, Security, Storage, Hyper-Converged Infrastructure, Big Data, Application Security, Data Center Automation, Data Center Operations, Cloud-Native Applications, and Open Source.• Manage and support strategic business partners throughout the sales cycle, including meetings with CIOs, executives, managers, and other relevant stakeholders.• Leadership, development, attraction, and training of new partners;• Alignment with global COEs and local delivery teams for project delivery;MAJOR ACHIEVEMENTS:I developed a strategic account/territory plan in collaboration with the pre-sales teams, professional services, and partners to map out each account's journey to cloud computing.I led the VMware technical teams and partners in conducting proof of concepts (POCs) and proposals, delivering comprehensive solutions to clients. This resulted in corporate contracts involving software, services, project management, and operations teams.I also sold and led the implementation of the same portfolio for other clients in the territory, achieving significant results in terms of ROI and TCO. This generated client satisfaction and new business opportunities.

Report: Country Manager• Managed a portfolio of strategic accounts, including: Petrobras, Contax, Todo!, BHG, Banco BBM, Rede D'or, CSN, EBX, and Tigre;• Sale of solutions in the following areas: Data Governance, Data Catalog, Data Marketplace, Data Quality, Enterprise Cloud Data Integration, Cloud Data Integration, Master Data Management, B2B Data Exchange, Application ILM, Complex Event Processing, Data Replication, Data Masking, Data Virtualization, Messaging, Big Data, and Identity Resolution.• Manage and support strategic business partners throughout the sales cycle, including meetings with CIOs, executives, managers, and other relevant stakeholders.• Alignment with global COEs and local delivery teams for project delivery;MAJOR ACHIEVEMENTS:I developed a strategic account/territory plan with the pre-sales teams, professional services, and partners to map out each account's journey to cloud computing.I led the technical IT teams and partners in conducting POCs and proposals, delivering comprehensive solutions to clients, resulting in long-term contracts that included software, professional services, and project management.

Report: Director of Corporate Software Business Unit• Managed a portfolio of strategic accounts including the Petrobras Group;• Sold solutions in the following areas: IT Portfolio Management (Governance), Quality and Application Life-cycle Management Software (Business requirements development, testing and production). IT Service and Operations Management.• Develop the Account plan, identify opportunities, create the proposal and communication plan, and conduct executive presentations. • Led and supported strategic business partners throughout the sales cycle, including meetings with CIOs, executives, managers, and other key stakeholders.• Alignment with the account team and project delivery.MAJOR ACHIEVEMENTS:I developed a strategic account/territory plan with the pre-sales, professional services, and partner teams to significantly reduce the TTM for SAP delivery. This included new versions, modules, and functionalities tested to mitigate risks in the production environment (functionality, performance, availability).I led the technical teams at HPE and our partners in conducting proof of concepts (POCs) and proposing solutions to customers, resulting in long-term contract sales. These solutions included software, services, and project management.

Report: Sales Director• Develop a strategic sales plan for key accounts in the region. Petrobras, Shell, Ipiranga, Technip, Cetip, TIM, and Acotel.The sale of solutions in the following areas: IT Portfolio Management (Governance)Quality and Application Life-cycle Management Software (Business requirement, development, testing and production), Application Performance Management & Troubleshooting• Accountable for developing the Strategic Territory Account Plan, creating the proposal and communication plan for the industries.• I planned and conducted several roadshows, presenting a non-intrusive performance management and problem-solving tool to various stakeholders (infrastructure, applications, end users, and executives) and demonstrated how it could address business issues.MAJOR ACHIEVEMENTS:I developed a business model that resulted in the sale of long-term contracts to major clients. These contracts included the delivery of performance management and application diagnostics projects, which significantly reduced the performance issues of critical business applications and reduced the resolution time for issues from weeks to minutes. This approach also promptly addressed the root cause of the IT service level agreement (SLA) violations with the business.

Report: Director of Continuous Processes - Natural Resources• Managed a portfolio of strategic accounts, including: Petrobras, CSN, and Vale. • Led the sale and management of numerous consulting projects;• Sold and managed a variety of managed service contracts and consulting agreements in the following areas: Application Managed Services and Support, Application Development, SAP Integration, Cybersecurity, ITIL, PMO.I have experience working on complex consulting, implementation, and operation proposals that cover a range of areas, including:• IT Services Management: My experience includes providing assistance and support at various levels, managing IT infrastructure outsourcing, overseeing data center operations, and handling insourcing and ITIL (process, quality, and awareness) initiatives. Additionally, I have expertise in cabling, software factory operations, and project development.• IT Consulting: IT Process (ITIL), Quality (ISO), Security (BS 7799), Governance (Cobit), EAI, ECM, BI, BSC, PMO.• IT Infrastructure: Networking, Mobile, Servers, Storage, and Computing On Demand: Fit.ix• Creation and implementation of a repositioning plan for CPM as a major player in the Brazilian managed services and consulting market• Planning and execution of numerous roadshows for various stakeholders• Joint development and operation with strategic partnersMAJOR ACHIEVEMENTS:In just seven months, we have expanded our pipeline significantly.We have also exceeded sales of over USD 10M.

Report: Director of Major Accounts• Managed the accounts of the Petrobras Group. • Led a sales specialists team (BU's) and pre-sales professionals, responsible for developing and executing joint strategies for each product line, monitoring and reporting key performance and customer satisfaction indicators;• Repositioned Xerox products and solutions in the account.• I planned and conducted meetings with key stakeholders, outlining the benefits of a long-term contract management strategy. I demonstrated how this approach could deliver exceptional service to the business while reducing costs.From 1995 to 1998, I was responsible for selling electronic printing solutions, including decentralized and full-color products. My role involved identifying applications, designing projects, and implementing them in a range of public and private corporate clients, including: Embratel, Telefónica, Eletrobrás, Furnas, CSN, Vale, Shell, Castrol, Dataprev, IBGE, IRB Re, FIRJAN, SENAI, SENAC, CNI, SESC, and SEBRAE, Marinha do Brasil, Fiocruz, Reynolds, Latasa, UERJ, UFRJ, UFF, Gama Filho, Estácio de Sá, Danneman, Capemi, Bovespa, BVRJ, CVM, Smithkline, and Coca-Cola.MAIN ACHIEVEMENTS:I sold long-term corporate service contracts (facility management), which included:- Outsourcing of document production of Campos Basin (Macaé), including offshore facilities (oil platforms, vessels, remote offices)- Outsourcing of Document production – headquarters and BR Distribution.- Outsourcing of printing systems at the headquarters, Campos Basin, and regional offices in Bahia.I increased the account's revenue significantly while protecting the existing customer base and ensuring client satisfaction with the results. This resulted in a positive return on investment (ROI) and total cost of ownership (TCO).I also closed several corporate printing contracts between 1995 and 1998.