Sales Management

Claudio Wagner

Résumé

BACKGROUND

Mature experience developed by working on strategic areas of business operations & development and Sales. Solid carrier path, built on areas like partnership & alliances, sales, pre-sales, channel management and product development.

With proven executive experience, had various assignments targeted to strategic planning, and P&L management. International Exposure was a frequently required condition for all the executed jobs.

Acting in a very competitive market, has developed strong ability of influence and lead, applying professional expertise and creativity.

Hands-on style, has succeeded on consistently develop credible relationship with partners and customers, meeting Sales & Profitability targets, through the application of best practices of leadership and team building.

Robust educational background was consolidated in 2005 and 2008 at Insead ( France) and Fundação Dom Cabral, through Advanced Management Program (PGA, Executive MBA on Advanced Management).

Very Recently completed with distinction, the China Business Program in China, conducted by Shanghai Jiao Tong University and University of British Columbia, UBC.

Excellent communication skills. Excellent personal presentation, holding respectable networking circle.

PROFESSIONAL EXPERIENCE

Executive Partner and Entrepeneur, Zoom Consultants

Oct/2007 to present – São Paulo,Brazil

Main activities:

1. Zoom is a focused consulting company created to develop entry strategies for hi-tech innovative companies with good positioning and success abroad, but with no or low presence in Brazil and/or Latin America.

1. As co-founder of Zoom, has successfully led all the business planning activities, marketing positioning and has led executive sales process and marketing activities, focusing mainly in reaching the c-level of the organizations, main target of Zoom.

1. By recognizing the value added by the experience of its partners, Zoom quickly became value added reseller of two of the most successful SaaS (software as a service ) operations nowadays, SalesForce.com and SuccessFactors.com.

1. With expertise on Hi-Tech and international partnership various opportunities to help Brazilian companies, in special startups to reach the newest technologies, in special, in the new environment of Cloud Computing.

Senior Consultant and Head of Appliances Business Unit, Virtus TI

From March/2008 to Dec/2008 - São Paulo, Brazil.

Main activities:

1. Virtus was a completely new and innovative start-up initiative with the proposal of horizontally merge of seven Brazilian IT companies focused on software development and software management tools. Aligned to the most recent market trends, I have led the creation of a innovative business approach to make all the software developed by the Virtus group, “embedded” into “ Virtus Appliances”, what will make Virtus Platform to be very unique in IT value added segment. Has also participated in development of internal executive practices and processes, aiming to achieve high degrees of performance and good corporate governance.

2. Early concluded the project after the announcement of global crisis. Most of the M&A has been re-evaluated or postponed by the original investors, so the entire project was put on hold.

Managing Director, DISEC S/A Security Services

From Sept/2006 to Sept/2007 - São Paulo, Brazil.

Main activities:

1. DISEC is a fairly recent founded company (Venture Capital) that acts in the Managed Security Services market (known also as Security Outsourcing Provider). Brought to the position by the Venture Capital Funds that invested in the company by the middle of 2006 with the main mission of creating the very first professional organization, establishing all the basic processes and practices, preparing the company to grow consistently in its market. Within one year, I could successfully implemented the framework for all the key functions, in special, Sales, Marketing and Production ( Delivery) and definitely impulse the company beyond its “start-up phase”. Became small investor of the company.

Executive Director, IT Infra-Structure Competences - CPM S/A

From Jan/2005 to July/2006. - São Paulo, Brazil.

Main activities:

1. Reporting to CEO of the company, had the responsibility of running the P&L of a horizontal and cross-industry competence covering IT Infra-Structure related projects to clients generating, n 2005, revenues of 150 US$ Million (60% growth over 2004). Main activities of this position are marketing planning (demand generation, product portfolio and offering definitions), pre-sales and engineering, P&L management supporting continuous growth and profitability .

1. Responsible for the development of strong relationship with leading Infra Structure Technology Business Partners such as Cisco Systems, Avaya, IBM, ISS, Checkpoint, Nokia, HP, Sun Microsystems, Hitachi Data Systems, Microsoft, among others.

1. Sponsoring 05 s Customer Focused Marketing Program, delivering specific actions for all major accounts of the company, either for Infra or Services Business.

1. Lately, was responsible for deploying a complete new approach for the company in the market, following the “Infra-Structure on-demand” trends, successfully introducing “CPM Flex” concept.

Executive Business Director, Enterprise Markets - CPM S/A

From 01/2004 to 12/2004. - São Paulo, Brazil.

Main activities:

1. Reporting to CEO of the company, following the “verticalization” industry of the company occurred in 2004, basically moving from “products oriented” to an “industries oriented” firm, was engaged on a strategic job of creating alternative sale channels and marketing programs focused on bringing new customers and markets to CPM.

1. Successfully developed a complete channel program and policy, launching a complete new sales coverage concept for IT Integration Industry of using Independent Sales Reps and Channels creating a model to cover over 300 new potential customers.

1. Developed an entire new set of offerings, based on our IT infrastructure products and services more suitable to enter in “mid size” accounts with more re-utilization and reapplication possibilities.

1. Created a marketing engine capable of dealing with more “massive” demand generation such as direct mailing and marketing initiatives while creating a completely new customer database and pre-CRM information base.

Business Unit Director, IT Infra Structure - CPM S/A

07/2000 to 12/2003 - São Paulo, Brazil.

Main activities:

1. Reporting to COO of the company, had full responsibility for the P&L of the largest company business (~ 100 MUS$), including business plans building and execution, pursuing marketing initiatives, product planning and development, pre-sales and engineering activities.

1. Responsible for the development of strong relationship with leading Infra Structure Technology Business Partners such as Cisco Systems, IBM, ISS, Checkpoint, Nokia, HP, Sun Microsystems, Hitachi Data Systems, Microsoft, among others.

1. As result of the efforts in latest 3 years in the function, revenues tripled since ’99 results, and in ’01, championed efforts to make the company as the largest Cisco Systems Gold Partner of Latin America, receiving various international awards of acknowledgment.

1. High focus on RH development seeking for the excellence of the team, creating and promoting the correct climate and business results oriented environment.

1. Lead and participate on the main corporate initiatives with focus on the dynamic adaptation of the business to the market and company’s value evolvement.

Division Manager and Business Unit Director, Networking and Telecom

C P M S/A – 06/1996 to 05/1997 and to 06/1997 to 06/2000

Main activities:

1. Successfully develop the networking business unit and gained substantial market share, positioning CPM as leading networking systems provider for the large enterprise in the market, with focus on revenue generation with new up to date technologies such as IP and ATM, replacing old revenue sources at that time coming from old technology/phase-out equipment (SNA).

1. Focus on team creation and development, expansion of business practices and tools as well relationship building with key partners and clients.

1. Provided support for the sales effort on field trials, product certification, influencing customer specifications and training, as well championed efforts to develop new applications and introducing products to new customers.

Product Manager C P M S/A

06/1994 to 05/1996

Main activities:

1. Responsibilities including product marketing and development as well as offering creation.

2. Market research and positioning definition.

3. Relationship creation and development with key technology partners to re-create and maintain company’s product portfolio.

4. Training of sales team on the company’s product portfolio and solutions.

5. Definition of marketing initiatives such as event participation and media exposure.

6. Development of marketing manuals for the company’s products and solutions.

7. Product and Development Engineer – Elebra S/A - 01/86 to 05 /94

Main activities:

1. Development of many products and devices for data telecommunications industry, mainly for Telco companies, including product design and specifications, engineering, software and hardware development and manufacturing.

2. Research and Technology transfer from many different sources such as USA, France and Japan.

3. Work with leading edge and sophisticated signal processing and computing technologies.

COMMUNICATION SKILLS

1. Fluent in English, written and spoken – CEL LEP English Language Institute Certification, extensive use at work.

2. Basic notions of Spanish and French.

EDUCATION BACKGROUND

1. Bachelor Degree in Electronic Engineering - Faculdade de Engenharia Mauá, 1985.

2. Specialization in Telecommunications – Instituto Mauá de Tecnologia, 1985

3. Attended specific Management Training Courses and Programs : GVPEC Negotiation Techniques (Fundação Getulio Vargas), Project Management ( Kepner Tregoe), Strategic Planning (DPI), Press Media Training (S2), Executive Business Practices and Planning ( IBM University - Palisades ) among others.

4. Attended several Management and Sales Conventions and conferences in country and abroad.

5. Specialization in Strategic Planning – Thunderbird Business School – Phoenix – Arizona, 2005

6. Advanced Management Program (PGA) – Fundação Dom Cabral ( Nova Lima) e Insead (Fontainebleu - France), 2005

7. Doing Business in China (Special Program) - University of British Columbia and Shanghai Jiao Tong University (Beijing and Shanghai, China), 2008

8. Brazilian National, 49 yo, 2 kids.

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