Paulo Renato Leite De Castro Jr Email & Phone Number

São Paulo, Brazil

São Paulo, Brazil

São Paulo, Brazil

Perth, Australia

Technology Advisory related to middleware and automation projects using .NET technologies

Responsible for IT Service Management solution line within IBM Hybrid Cloud for Latin America. It includes strategy and execution of Direct Sales, Channels and Digital Sales.

Leading the Tiger Team, a very specialised group inside IBM Hybrid Cloud which encompasses a combination of industry/business knowledge, financial performance analysis, edge technology skills and consultative sales. Product portfolio includes Software, Appliances and SaaS within several solution lines:- Application Platform (WAS, Rational, PureApplication) - IT Service Management (NOI, APM, Control Desk, Workload Automation, IT Operations Analytics)- Digital Process Automation (BPM, ODM, RPA)- Integration (IIB, MQ, MQ Appliance, Datapower, API Management, etc...)This group has the mission to create strong value propositions through strategic engagements that enable our customers to take full advantage of our Hybrid Cloud solutions.

Through the combination of consultative sales, industry/business knowledge and edge technology skills this team is unique in IBM and provides real value to customers. Providing technical and business value assessments, I was responsible for creating strong value propositions with financial justification to projects and presenting to C-level executives. Portfolio includes middleware technologies such as Mobility (IBM Worklight), Cloud Computing (PureApplications Systems), BPM and SOA.

Initially as a Cognos team member responsible for Business Intelligence and Financial Performance Management solutions in Brazil. After that I led the technical sales team for core accounts in Telco industry. My major goal was to growth the IBM Business Analytics presence in this market, developing a strategy with the sales team to positioning BI, FPM and Predictive Analytics solutions for this industry.

Responsible for leading consultative sales processes in Strategic Accounts at Communications, Finance, Manufacturing and Natural Resources industries. It includes designing and selling high value middleware solutions for customers, using Oracle SOA Suite, BPM, BAM and BI products, achieving big deals with Latin America customers. My job includes tasks like: solution designing; product presentations; technical and business interviews; demos and PoCs managing and development.Experience as a speaker at several events, like Futurecomm and Oracle BI Summit.

Initially as a Pre-Sales Manager, responsible for creating and conducting presentations, building technical materials for marketing and sales, projects estimation and solutions design using webMethods, Tibco, and BEA platforms. After that, I was invited to create and develop a specific area to handle SOA, BPM and related projects. As a Competency Center Manager I developed a business model that turned this area into the main LOB in Brazil with more than 30 people. I worked with the decision board in order to define Altran’s strategy for SOA in Latin America, established partnerships with software vendors and with customers to make sure that they can achieve their business goals with our projects. As a speaker, I participated in 1st and 2nd Latin America SOA Conferences, promoted by Altran.

I worked in all phases of an integration environment implementation, including platform definition, tools analysis, development methodology, tests, deployment and environment management.Beyond scope, schedule, cost and quality management, I was responsible for customer relationship management, growing the installed base and new business development.

Worked in several positions from Integration Consultant to Project Manager.Implemented/managed B2B/EAI integration projects using webMethods products for customers like Claro, Johnson & Johnson, Tivit, Tradecom, Vale, Xerox, etc.Also, participated in the development of the company own implementation methodology based on PMBOK (Project Management Body of Knowledge).

Executive Education

Business And Industry Insight

Evaluate key client strategies and the linkage to financial performance, identify competitive and industry specific advantages and perform.

Bachelor, Psychology

Bachelor, Computer Science