Tiago Figueiredo 🇵🇹🇨🇭 Email and Phone Number

• Establishing an Alliances practice dedicated to partnership management with Data & AI Cloud hyperscalers and SaaS/ISV tech houses• Creating documentation, processes, collaboration methods, and reporting standards to help local commercial teams maximize partnership value• Developing, manage and implement strategic initiatives, by leading comprehensive sales and marketing efforts to expand cooperation with tech partners• Overseeing the lifecycle of partnership contracts, ensuring compliance with terms and addressing any issues that arise• Serving as the primary resource for expertise in partnership management, providing guidance and support to internal stakeholders, collaborating closely with cross-functional departments, including Sales, Marketing, Knowledge & Innovation, Delivery and others to ensure alignment and synergy across business function• Monitoring the performance of partnerships against agreed-upon metrics and KPIs• Developing extensive sales opportunities, by understanding customers business pains and identifying use cases proposing solutions in multiple data disciplines like Big Data & Modern BI, AI & Data Science, Data Strategy & Governance, Data Reporting & Visualization, focused on enterprise and corporate customers, addressing C-level/VP and Heads of Data departments

º Responsible for the Modern Work & Security solution areas in the SMB market.º Identifying local growth opportunities, designing and executing the go-to-market plan, assessing the channel capacity needs, and securing the necessary investments to drive the business. º Accountable for delivering cloud customer additions and revenue, implementing a cross-solution strategic programs for the overall SMB business performance. º Help to select and manage the vendors that support the SMB sales organization, helping define vendor footprint, manage cost and scope as well as, train and develop the local team of vendor reps that address the market, holding them accountable for end results. º Monitoring the performance and operational dashboards to closely track team KPI’s, such as revenue numbers, on time agreement renewals, cloud mix and net paid seat adds. º Act as a customer champion across the organization, to better serve SMB customers at scale.AchievementsCoordinated a sales team of 5 individuals responsible for a budget of $120M territory with 17% YoY growth in the first year and 11% in the second year, for a total new business of $6M and accelerating CAGR3 by 4%. Doubled the Business Applications business leading the market offering with our CRM and ERP cloud solutions. Improved overall cloud mix for customer base by 5% in two years.

• Work with Enterprise customers (Retail, Utilities, Oil&Gas, Transportation, Telco, Leisure, etc.) and partners leading the process of structuring deals and defining the negotiation strategies for the customer account to close recurring business within empowerment guidelines with a focus on shortening sales cycles and improving customer satisfaction; • Act as Consultant for the sales office to find the optimal licensing solution;• Leading internal sales and management teams through sales process optimization for the right level of investment and customization;• Managing any discounting or changes to customer contractual terms using own approval authority or working with other approvers as needed. AchievementsLead the negotiations for the biggest contract ever made in Microsoft Portugal with a total revenue of $75M of cloud services, with a 200% growth YoY and reducing average discount by 2%. Helped to implement a relief program to help customers affected by the covid 19 pandemic that wanted to churn services to defer costs to following years, avoiding losses of more than $10M and maintaining the revenue numbers within budget. Participated in the negotiations with the Portuguese Government that established a framework agreement that set the conditions for Public Sector entities to purchase cloud services, which is usually restricted to directors.

• Mobilizing, orchestrating, mentoring and leading the Microsoft Account Team, to expand strategic corporate customer relationships to drive larger impact and targeted business growth while leading a virtual internal and external team with the customer and partners;• Responsible for driving cloud solutions business in managed Corporate Accounts across industries (Retail, Transports, Financial Services, Manufacturing, Professional Services) • Lead Strategic Opportunity Sales Planning (territory & account planning) to grow revenue and meet scorecard targets within four commercial solution areas (Modern Workplace, Business Applications, Apps & Infrastructure, Data & AI) enabling customers Digital Transformation• Develop quality sales opportunities and drive revenue growth for Microsoft and its Partners by positioning strategic products (Azure, Office 365, EM+S, Dynamics 365), whilst increasing customer satisfaction• Opportunity tracking, management, developing and closure. Managing Microsoft's commercial customers to maintain existing agreements• Forecast opportunities for pipeline reviews and contribute to strategy to drive revenue and scorecard resultsAchievementsAchieved quota in year 1 (116%), year 2 (104%) and year 3 (107%). Increased the managed territory from 75 to 90 accounts, by surpassing $150K in 23 accounts. Managed a territory of $12M, with CAGR3 of 6pp.Participated as a speaker in partner events, lead the digital selling initiative inside the sales team and participated in the team transition from field led to digital sales model.

• Work primarily with corporate customers and partners to close annuity business within field empowerment guidelines with a focus on shortening licensing sales cycles and improving customer satisfaction;• Proactively engage with the accounts team, Licensing Executives, Regional Operating Center contact especially Operations Account Managers (OAM), and other stakeholders;• Support Account Teams in complex new and renewal annuity revenue and online services opportunities;• Build the bridge to the Legal Department and the Licensing Executive;• Identify, create, and design licensing solutions for EPG/PS/SMS&P Accounts and participate directly in customer/partner negotiations, as needed;• Establish and maintain business relationships with Large Account Resellers (LARs);• Create preliminary and final customer/channel price sheet (CPS);• Create amendments or request them if they fall outside of field empowerment;• Secure that all documents are approved or verify with the partner if they took over to create the documents.AchievementsIncrease the headcount from one to two team members and organize the work by industry. Helped the team renew deals on time with a recapture rate of 105%, contributing to the overall team success. Developed a well thought out process with the team that lead the sales manager to invite me to join the team as an Account Executive.

Partner Account Manager/ Inside Sales Rep for Designjet business in IPG. Main responsibilities: Managing a group of selected resellers as an account manager (including DEC) by planning and developing their business, funnel management, co-marketing activities and visiting customers; Follow up on main customer accounts to close deals; Prepare Order Processing Guidelines/OPGs to document promotions; Monthly alignment with finance department to properly account for coming expenses; Prepare reports for marketing and sales people with the internal system tools of the company; Provide meaningful reports with shipments, sell-out, backlog, inventory data to support preparation of sales forecast with the category manager; Follow up marketing activities with Designjet Channel Partners; Demo infrastructure management;Support in preparation and set up of marketing events: mailings, trade shows, online marketing.Achievements: Met business metrics including Market Share, discounts, inventory and sellout. Successfully managed a group of resellers new to large format, bringing two of them to the top 5 of the country, one of them joined DEC program. Mastered the OPG process for the entire team and successfully organized the HP stand in Prodigital tradeshow in 2010 and 2011 editions, Tektonica 2010 and 2011 editions, Concreta 2009 and Salão de Fotografia AFP 2010 and 2011 editions.

Internship at Human Resources Department.Main Responsibilities: Provide support to the Legal & HR Development areas; Payroll pay check, Review and translation of labour and sponsor contracts, Holliday Map updates, Job Descriptions review, SAPinformation system updateAchievements: Review and update of the welcome booklet, Recruitment and Selection of a fellow intern,Update and development of the Intranet system.

Internship at Comercial/Sales Department- Maintain and establishing relationship with key accounts by receiving, conceiving and changing advertisment briefings to result in powerfull campaigns.- Liaise with the Creative Department as to demonstrate the customer need and ideas. - Defining project timings and timelines as to meet customer expectations of having the advertisment campaigns delivered and running.

- Manage Chapter Activities- Recruiment and Exchange Processes- Budget and Financial Planning- Team management- Organizing events