Adjalmo Grando

Work History

Work History
Dec 2009 - Dec 2011

Sales Director


Head of Education Line of Business at SAP Brasil, reporting directly to the Latin America VP and being responsible for: Software Sales, P&L management, Services Sales, Go to Marketand Marketing strategy.<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>

Hired with the mission of Education business restructuration and transformation, preparing a strong sales team in order to increase the growth of Education LOB to the Brazilian subsidiary.<o:p></o:p>

Leader of a team with 40+ people, comprised by: three people managers and the following teams: Direct Sales, Indirect Sales (Channels), Inside Sales, Business Development/Marketing, Delivery, OCM Consulting and Strategic Partnerships.<o:p></o:p>

Area responsible for the Software Licenses quota of the following products: Acrobat Connect Professional Applications by Adobe, SAP Productivity Pak by Ancile, SAP Enterprise Learning (LMS), User Experience Management by KNOA,  SAP Knowledge Acceleration and SAP ERP Simulation.<o:p></o:p>

Responsible for important projects with public and private institutions like BRASSCOM and ASUG, representing SAP in meetings and presentation to high level executives.<o:p></o:p>


Main achievements:<o:p></o:p>

·      SAP – Winners Circle – Best Services Organization in Latin America – 2010 – Cayman Islands<o:p></o:p>

·      Software Licenses Revenue growth of 13% YOY in FY2010<o:p></o:p>

·      Services Revenue growth of 19% Y OY in FY2010<o:p></o:p>

·      Contribution Margin (COS) growth of 6,4 points<o:p></o:p>

May 2007 - Dec 2009

Oracle University Country Manager


Responsible for all the business aspects related to Oracle Education in Brazil, being responsible for the country strategy,  P&L management, marketing plan and the management of the following teams: Direct Sales, Indirect Sales, Delivery and partnerships with universities for mass market education.Hired after a huge change made in Brazilian team, with the mission of restructure the team and sales processes, accordingly to the global business practices. Member of the executive committee for the Brazilian subsidiary, reporting directly to the sales vice-president of Latin America and reporting indirectly to the Managing Director of the Brazilian Subsidiary.Main achievements:- Award – Club Excellence 2009 - Best revenue/contribution margin YOY worldwide 2009 - Hawaii- Built the new sales team for Brasil- Alignment of the sales team with the global business policies.- Contribution Margin growth of 215% in FY09.- Revenue growth of 35% in FY09.- Growth of 95% for the partner’s channel (Resellers and Delivery Education Centers) in FY08.- Growth of 87% for massive education program in FY09.- Team restructuration for each new company acquisitions (25 acquired companies in this period)

Jun 1998 - Dec 2006

Practice Manager - Consulting and Support Services


Responsible for Microsoft Services portfolio and Contribution Margin, including consulting & support services lines for Public Sector and Communications Sector. Former Business Manager of Services Group, working directly with the Country Services lead in order to improve sales processes and services numbers. Former Practice Manager responsible for Consulting Services Strategy in the following Markets: Manufacturing, Telco, Natural Resources, Retail and Services. Responsibility about the Consulting Services revenue goals and Contribution Margin in the above markets. Management of the team responsible for those vertical markets: Engagement Managers, Services Sales Executives, Architectural Consultants, Strategic Consultants and CRM Consultants.

Apr 1995 - May 1998

Technology Coordinator


Responsible for Wide Area Network (Cisco, Telematics, Eicon) and Unix Environments (AIX, HP-UX and Sun-OS).

Budget Plans, IT related Purchases and contract negotiations.

Management of activities of support analysts on WAN and Unix environments.


Sep 2001

Post Graduation

USP - Fundação Vanzolini
Oct 2000

Fundação Dom Cabral
Feb 1986 - Dec 1990

FEI - Faculdade de Engenharia Industrial



Sales Management

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P&L Management

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People Management

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Senior Sales Manager experienced in Finance and P&L Management. Business-oriented executive occupying senior management positions and being responsible for successful implementation of sales and services strategy and strategic alliances.



Sales Director  /  Business Unit Head