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Strong experience in business development and architecture of business-oriented solutions involving direct and indirect sales. Career built on solid management background, business development and strategic planning.

  • Extensive experience in IT Business Development involving Business Management, Sales and Channel Development, Outsourcing, IT Infrastructure and Application Management acquired in corporations such as SAP, Stefanini, Cincom and Abcom. More than 15 years occupying Executive level positions.
  • Architect of business-oriented solutions and business development involving direct and indirect sales.
  • Strategic planner, P&L administrator, solution sales and pre-sales, service delivery solutions developer.
  • Manager and developer of Sales Channel programs. Developer of vendor partner alliances.
  • Business developer and Manager in Outsourcing (Service Desk, Data Center Management and Printing Outsourcing)
  • Architect of Application Management solutions (Support and maintenance of ERPs SAP, Oracle and legacy systems)
  • Entrepreneur, conducted his own business for more than 15 years
  • Solid technical background in computer networking, Internet and IT infrastructure (networking, servers, storage, security and data centers). Pioneer of networking in Brazil introducing new technologies in software and hardware solutions during early 90’s.

Work experience

Jan 2008Mar 2009

Sales Channel Director

SAP Brasil Ltda

Responsible for Sales Channel Development and Management for ME (Medium Enterprises) division, expanding and improving the coverage for indirect sales, supporting the double digit annual growth targets.

Hired to restructure the Sales Channel Division in the start-up SME (Small and Medium Enterprises) line of business, leading the company culture transformation for indirect sales. Manager of a team of 7 direct reports.

Measurable Results:

  • Increased annual revenue by 40%.
  • Leveraged Channels meeting quota from 5% in 2007 to 36% in 2008.
  • Developed the first Territory Planning with channels recognized as the most innovative in the Latin America. This plan became the benchmark in the region by reducing the channel conflict improving coverage and partner margin.
  • Improved revenue distribution among partners.
  • Implemented the two tier distribution model consolidating non performing channels.
Apr 2002Jan 2008

Outsourcing Director

Stefanini IT Solutions

Management Executive responsible for creation and development of the IT Outsourcing division as a consolidation of several separated service structures. The division reached 54% of total company annual revenue at the end of 2007. Leader of a team of 5 managers and 35 indirect employees. Responsible for the sales cycle, solution architecture, pre-sales and delivery of services.

Built the business unit offerings composed by a full range of Managed Services for IT infrastructure (Service Desk, Network, Data Center administration) and Application Management (SAP, Oracle and Legacy Systems). Expanded business abroad allowing the company to close outsourcing deals in USA, Mexico and India (Dell).

Led the introduction of standard best practices (COBIT and ITIL) and technologies (Linux, IT Security, Print Outsourcing) as a foundation for cross selling in the installed base.

Measurable Results:

  • Achieved 46% growth in revenue in two years (from US$ 55 million in 2004 to US$ 81 million in 2006), increasing the participation of this business unit from 48% to 54% over the total company income.
  • Reduced the division cost by 6.5% with process restructuring, including vendor and suppliers contracts renegotiation.
  • Restructured the Application Management area in order to update the offering including SAP and ORACLE ERPs by introducing ITIL as best practices foundation for a better service management.
  • Improved service levels allowing the extension of existing contracts with an average of 10% of revenue increase with the introduction of new services (SAP, Oracle and Legacy systems management, hardware technical assistance, utility computing, and printing outsourcing).
Aug 1984Dec 2001

Business Development Director

Abcom Informatica Ltda

Founder and shareholder responsible for the business development strategies focused on two tier indirect sales model. Organized and participate of the business administration through the board composed by 3 members (CFO/COO, Sales and Business Development).

Responsible for Marketing and Product Marketing divisions have had cooperated with vendors on local marketing strategies. Developed and managed channel programs involving enablement, channel business strategic planning, consulting and training.

Measurable Results

  • Company annual revenue went from US$ 50,000 in 1986 to US$ 12,4 million in 1995.
  • Technical Quality Award – Novell 1992 and Latin America – Major Distributor Award – Novell 1993.
  • Marketing and PR strategies successfully executed transforming the company as reference for networking products in the 90’s.
  • Developed the first Novell Authorized Training Center (NAEC) in Brazil increasing total company revenue by 8%.
  • First Certified Netware Instructor in Latin America 
Feb 1980May 1984

Technical Service Center Manager

Cincom Systems

Involved in the start-up of the company in Brazil co-responsible for the technical support department development. Received technical and administrative training during 3 months in USA as a preparation for the Brazilian support team deployment. Nominated as Technical Support Manager for Latin America (except Mexico), supporting second level technical demands.

Measurable Results

  • Implemented the Technical Service Center, supporting customers in Brazil and Latin America being the first center outside US.
  • New annual revenues of US$ 4 million in maintenance contracts due to the deployment of the Service Center.


Bachelor Degree

Universidade Nove de Julho

Master (stricto sensu)

IPT Instituto de Pesquisas Tecnologicas


Fundacao Getulio Vargas