Summary

21 years of experience in Information Technology specialized in Systems Integration, Consulting and Applications Services in large scale for big companies and corporations.

Vast experience managing projects and/or accounts and delivering consulting services focused in Application Development, IT Consulting, Solution Design and Offerings Planning for IT market.

Languages

Portuguese - Native

English - Fluent

Spanish - Fluent

Objective

Drive outstanding results and improve organization performance.

Work History

Work History
Jan 2010 - Present

Executive Director, Delivery and SW Sales

BRQ IT Services

In 2010, Mr. Gropillo will be in charge of 2 different objetives :

  1. Manage SW Sales (IBM, Oracle, Microsoft and Adobe produtcs) in order to fullfil customers needs using these opportunities to drive technical services, increasing revenue grow on key accounts (cross-selling and up-selling);
  2. Manage application services sales and delivery processes for large accounts on Banking, Telco, Services and Utilities Sectors, increasing the executive relationship and creating new services opportunities;

Practice Size :

  1. + 350 practitioners
  2. +25 clients prortfolio
  3. + US$ 30.0M revenue (2010)
  4. 20% revenue growth (2009 / 2010)
Mar 2009 - Dec 2009

Sales and Solutions Executive Director

BRQ - IT Services

Manage solution building and sales processes, driving signings to grow BRQ financial results in Brazil, USA and Europe. 

Structure and manage pre-sales team to drive "tailor made" solutions in order to help the customer in their agressive time to market targets. Refine and manage the sales process in order to be more predictable, driving revenue according to BRQ strategic plans.

2009 Signings Target (Plan). . . . . . . :  US$ 123 million

2009 Signings Result (Achieved). . . :  US$ 125 million

Jul 2005 - Mar 2009

Application Development and Maintenance (ADM) Executive

IBM Brazil - Application Services

Metrics :

  • 20 projects in 2008 (60 aprox. on last 3 years)
  • 300 practitioners
  • 5 direct reports
  • US$ 18.0M revenue (2008)

Current responsibilities :

  1. ADM Project delivery managing quality, schedule, customer satisfaction, creating market references;
  2. Practice financial management : projects profitability, return of investment, revenue portfolio grow, direct cost optimization  (compensation, vendors, infra-structure, etc.);
  3. Last approver for technical and commercial proposals to assure execution capability;
  4. Participation in Executive Committees for ongoing projects and/or project kickoffs;
  5. Current clients : Telecommunications, Finance and Retail sectors
  6. Types of projects in the practice :
    • Application Development in various platforms (web, client-server and mainframe);
    • Business Intelligence and Data Warehouse Outsourcing
    • Systems Integration
    • Portals
    • Applications Outsourcing

Outstanding results :

1.      Revenue and profitability over achievement in 2005, 2006 and 2007;

2.      Continuous revenue growth on the past 4 years;

3.      Operational cost reduction/optimization of 3.8% increasing competitiveness index;

4.      Sales Team Support bringing backlog increase of 28% in 2008

Jan 2003 - Jun 2005

Associated Partner - Public Sector

http://www.ibm.com

Consulting Brazil Leader & Latin America Delivery Leader

Position responsibilities :

  1. Projects and practitioners management (sales, delivery and thought leadership)
  2. Delivery focal point for projects in Latin America, supporting project teams in Brazil, Argentina, Chile and México;
  3. Participation in events as speaker and publication of articles regarding "thought leadership";
Jul 2001 - Dec 2002

System Integration & Application Development Principal Consultant

IBM Business Consulting Services

Manage System Integration & Application Development Practice (SI/AD) : sales, delivery and customer satisfaction. Responsabilities :

  1. Integrate 3rd parties components to build the IBM solution
  2. Develop interfaces and/or modules to orchestrate the solution performance
  3. Control projects progress
  4. Support Sales Teams in pre-sales and solution validation processes
  5. Improve methods and tools to reduce costs and optimize the team performance;

Practice Size :

  • 90 practitioners (Project Managers, IT Architects, Systems Analyst)
  • US$ 10 - 14 Milion / year
Jan 2001 - Jun 2001

Resource and Capacity Manager

IBM Business Consulting Services

Manage the pool of consulting resources in IBM Brazil (450 practitioners).

Responsabilities :

  1. Keep high levels of billable utilization;
  2. Anticipate demands thru capacity studies and monitoring;
  3. Assign the best resources for projects and proposal development;
  4. Team-building with other consulting executives to create strong references in the market;
  5. Promote universities partnerships to develop entry-level resources;
Aug 1998 - Dec 2000

Senior Project Manager

IBM Business Consulting Services

Consulting Project Manager responsible for delivery, execution, revenue grow and margins achievement in project environment at customer sites.

Project Types :

  • Application Development (Internet & Mainframe)
  • Application Conversion (Year 2000 - with Software Factory)
  • Internet Development
    • Content Management
    • Web-Stores
    • Web Sites
Nov 1996 - Jul 1998

IT Consultant

Aracruz Celulose S.A

Business Analyst in charge to interface business areas with IT Department.

Areas Supported :

  1. Corporate Communications
  2. Investor Relations
  3. Sales and Logistics

During SAP/R3 implementation I was assigned to work on Change Management Workstream to deploy the new system and processes for impacted areas.

Jun 1995 - Oct 1996

Services Manager

Release Informática Ltda.

Responsible for Application Development and Maintenance for systems developed "one of a kind" in Progress platform.

Jan 1989 - Jun 1995

Systems Analyst / Project Leader

IBM Brasil

IT internal professional supporting Application Systems for several IBM business areas (Planning, Accounts Payable, Accounts Receivable, Purchasing, Human Resources and Operations).

Education

Education

Certifications

Certifications
May 2007 - Present

Certified Consultant

IBM Professional Certification Board