Carlos Guimarães

Carlos Guimarães

Summary

Summary of Qualifications

Over 15 years of solid professional experience as Executive and Business Consultant in companies such as SUN Microsystems, Cognos, BearingPoint and JDEdwards among others. Strongly oriented to results, with special focus on sales management and proven experience in financial management and operations in areas such as prepaid and mobile top op sales, application software, consulting, outsourcing and system integration.

·Managed quotas over US$ 20MM with P&L responsibility, managing expense budgets over US$ 5MM on direct line of business;

·Solid and creative entrepreneurial skills involving fast growing operations, large re-organizations, team development with responsibilities over up to 60 direct reports, product development and sales training;

·Strategic view with in-depth market knowledge, focus in business partnerships and strategic alliances. Large professional network in the industry as well as with top customers in several industry segments;

·Proven experience in product development and business plans for startup operations.

International Experience

·Participated in global deals conducting global sales opportunities for customers such as Cargill, Unilever, Kimberly Clark, among others. Coordinated CRM implementation project involving all Latin America operations in JDEdwards;

·Participated in several activities such strategic planning meetings, sales meetings, business negotiations, project sections, training sections, kick-off sections, seminars and others, including participations as speaker and trainer, in the United States of America, Canada, México and other countries in Latin America.

Graduated in Economic Sciences at Mackenzie University (São Paulo, Brazil) with post-graduation in Marketing and Administration at Fundação Getúlio Vargas (São Paulo, Brazil). Fluent in English and Spanish.

Interest

Pro-Bono Activities

CARE BRASIL - Vice-Chairman of the Board since 2004

Non-profitable organization engaged in fighting poverty, with sustainable economic projects and support for humanitarian aid in conflict zones, supported by the United Nations.

·Responsible for governance and marketing advisory, and active speaker for CARE in Brazil; Responsible for co-managing the launch of the first “Social Carbon Found” to align social responsibility to the global carbon sequestration market in partnership with Cantor CO2e.com.

Instituto de Economia Criativa - Counselor Member of the Boardsince 2007

The mission of the "Instituto de Economia Criativa” (Creative Economy Institute) is the development of the subject in Brazil, in all aspects, while focusing mainly on its applications in the field of economics, and in relation to companies and business in general.

·Responsible for examining plans, proposals and projects and providing guidance concerning the program of the Brazilian Creative Economy Forum produced by the Institute once a year.

Work History

Work History
Jul 2008 - Present

Director of Sales and New Business

Check Express Group

Private Corporation focused in private credit card processing and acquiring, prepaid services for mobile phones and commercial information distribution and revenues in 2007 over US$ 200MM.

·Designed and implemented mew methodologies for strategic account management for customers such as Gol Linhas Aéreas and Banco Alfa;Conducted special agreements to expand operations to electronic top up sales with VANs such as American Express and TecBan and new products with Nokia, TecToy, BWA, Carrefour and Yavox.

Jul 2007 - Jun 2008

Business Unit Director

GPlus Informática

Private Corporation focused on distribution of servers and storage systems in Brazil, with +50 employees and total revenues in 2007 over US$ 40MM.

·Responsible for designing and launching a new business unit to sell and implement large integration projects focused in Call Center Infrastructure, Information Security, IT and Business Compliance and Business Process Management. Negotiated major partnerships and alliances with companies like SUN Microsystems, Microsoft, Symantec, Cosmocom and others;The business unit achieved US$ 1,2 million in sales with 27% profitability between July 2007 and June 2008.

Dec 2005 - Jun 2007

Business Unit Director - Enterprise Software

http://www.sun.com

Public company with headquarters in California USA, with 33.000 employees and revenues above US$ 13.9BB, focused in development of high performance hardware, servers, storage systems and infrastructure software.

·Managed the 5 Solution Architects responsible qualifying business opportunities and designing solutions to integrate SUN Software Products with other and 3rd Part products;

·Responsible positioning three major suites of software products in the local market through marketing initiatives, press strategy and contacts with local industry analysts;

·Developed partnership with highly skilled consulting companies and large system integrators to support pre-sales and implementation projects;

·Achieved US$ 6MM+ in license and support revenue, and over US$ 20MM in professional services with projects in companies such as Claro, Brasil Telecom, Carrefour, Banco do Brasil and others.

Oct 2003 - Nov 2005

Country Manager Brazil

http://www.cognos.com

Public company with headquarters in Ottawa - Canada, with over 5.000 employees and revenues above US$ 1.8BB, focused in development application software for corporate performance management, business intelligence, reporting, score carding and financial planning and budgeting.

·Managed all operations for Cognos Brazil (Sales, Services Delivery, Client Support, and Financial & Administration);

·Re-structured the subsidiary, setting long-term strategic plan and formatting new “go to market” approach and strategy plan to expand the business to in the country;

·Achieved significant results, growing revenues from US$ 4.2M to US$ 11.8M in 2005, beyond assigned targets;

·Sustained margins at 48% level (EBITDA), including investments in new offices and growth of the head countfrom 16 to 32 people among other investments;

·Responsible for expanding alliances to Global System Integrators in Brazil such as Accenture, Deloitte and IBM;

·Increased the average of contracts from US$ 25 thousand to over US$ 90 thousand, closing four deals above US$ 0,5MM and two deals above US$ 1MM in licenses;

·Implemented a local customer support team supporting around 300 customers in Brazil, growing to support over 800 customers in all countries in Latin America today;

·Consolidated the local leadership of the BI market, according to industry analysts and specialized media.

Jan 2000 - Sep 2003

Executive Sales Director

Bearingpoint (KPMG Consulting)

Public company with headquarters in Virginia - USA with over 17.000 employees and revenues above US$ 3.4BB, focused in business consulting and system integration services.

·Responsible for designing and implementing the sales structure for KPMG Consulting in Brazil, recruiting and managing 8 Sales Reps and 2 Sales Assistants organized by Verticals;

·Managed partnerships with business partners such as CISCO, Oracle, SAP, Epiphany, Broadvision, EMC2, HP-Compaq, SUM Microsystems, Microsoft and others.;

·Coordinated special projects achieving measurable results in accounts such as Petrobras, Embraer, CSN, AMBEV Kimberly Clark and others;

·Responsible for growing the local operations from US$ 7.5MM in 2000 to US$ 25MM+ in 2002 exceeding targets for sales and margins in 2001 and 2002.

Mar 1996 - Dec 1999

Sales Director

JDEdwards

Public company with headquarters in Denver CO - USA with over 6.000 employees and revenues above US$ 1.9BB, focused in development of application software for Enterprise Resource Planning.

·Achieved 110% of sales quota in 1996 and 1997 as Sales Rep in accounts such as Rede Brasil Sul (RBS) and Unilever;

·Promoted to Sales Director in 1998, being responsible for the sales and pre-sales organization, managing a team of 18 people between Sales Reps, Sales Admins and Pre-sales Consultants;

·Enhanced previous relationships with local business partners and global alliances such as IBM, Unisys and Accenture;

·Achieved great sales results in accounts such as, Cargill, CPQD, Praxair (White Martins), Brazilian Post Office and others, exceeding quotas in 1998 and 1999;

·Accumulated the position of “Interim Country Manager” in 1999 for over 9 months, achieving more 100% of profitability expectations for the fiscal year, 128% of the quota for software licenses, professional services and customer support renewals and 92% of customer satisfaction among the local customers.

Education

Education