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Sales Engineer

Campinas, Sao Paulo, Brazil
August 23, 2018

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A n d r é Monteiro d e C a s t r o S c h e r

Digital Transformation / Artificial Intelligence / RPA / Automation / Cloud / IT Infrastructure / Agile / ITIL IT Outsourcing / Large Deal Creation & Execution / Business Development / Practice and Product Management P e r s o n a l D e t a i l s

Married, 46 years old

Mob. : +55-19-996**-****

Email :

150, Dr. Nelson Noronha Gustavo Fl Av, 121D

Campinas, Sâo Paulo, Brazil

CEP : 13092-526

P r o f e s s i o n a l S k i l l s

I am used to understanding a business problem, designing the solution across multiple technologies, building the business case and defending it before the key stakeholders (Senior VPs and Cx Level) and run the program using Agile Methodology to execute it.

With experience in starting new operations I have always created new partnerships to build the practices capabilities Ecosystem including the extensive collaboration with the Start-up Ecosystem. I am goal oriented and have a creative and innovative attitude as well as being self-started and self-motivated . I have specialist knowledge across several technologies and solutions, such as Infrastruture, Cloud and Security. In the Artificial Intelligence space, I have experience in various AI (Bot) Frameworks such as Microsoft, Google, IBM Watson and AI core capabilities (Cognitive Systems, Machine Learning, Robotic Process Automation - RPA) and familiarity with core programming languages, such as R, or Python. P r o f e s s i o n a l E x p e r i e n c e

Practice Head Latam – Artificial Intelligence and Automation Wipro Sep 2016 to Jul 2018

Responsible to drive Automation and AI Solutions for customers in Latin America region, through Wipro's Artificial Intelligence and Automation platform – Wipro HOLMESTM. Main responsibilities were leading the Latam team to develop Go to Market strategy, Business Development, solution definition, pres-sales support and delivery for the AI/Automation business across Latin America region. The engagements were in the bellow areas:

Automation solutions to IT and Businesses areas

Analytics to Cognitive

Robotic Process Automation (RPA)

Automation Advisory & Consulting

Main Achievements :

I have defined the strategy for Latam and have built a strong alliance ecosystem with Automation and AI vendors, such as IBM, Microsoft, Automation Anywhere.

We have won and delivered several Automation projects for the IT Infrastructure customers in various industries such as process manufacturing and Retail.

We have won and delivered several RPA projects for customers in various industries such as Banking and Insurance Companies

We have grown our wins across cognitive and Machine Learning Space: deploying a Chatbot to support Sales Executives in a Bank in Chile, Automating an Invoice processing for an insurance company in Brazil, supporting innovation in the Supply-chain area for a Pharma company in Brazil, mentioned in the Wipro Quarterly results (2017-2018 Q3) presentation. Practice Head Latam – Global Infrastructure Services Wipro Oct 2013 to Sep 2016

I was responsible to build the GIS operation in Latin America including Business/Sales, Proposition and Partnerships areas within Latin America.

End User Computing Services: Automation, Natural Language Processing

Datacenter Transformation, Build and Run covering: Hybrid Cloud, Software Defined Infrastructure (Compute, Storage and Network), Hyperconvergence Systems.

My main achievements in the region had been :

I was responsible to start the GIS Service Line defining the GTM strategy, hunting Sales opportunities in our target accounts, creating all local sales collateral, enabling Vertical Sales team on Infrastructure Services and had been able to create a solid and sustainable pipeline (+USD100Mi annual contract value) and substantial wins within Latin America Countries.

Infra outsourcing for Large Retailer in Brazil,

Network management services for a Large UK Bank in Mexico,

IT security Outsourcing for a large Steel Manufacturer in Brazil,

O365 migration and Support for the one of the world largest steel manufacturer Senior Deal Architect BT

Sep 2010 to Oct 2013

As Senior Manager for Sales and Complex Solutions, I was responsible for identifying and developing large, transformational outsourcing business opportunities and proactively building relationships for customers at the CIO, CTO, COO and Director levels in blue-chip companies. Participation in customer’s events, such as IT Forum and Gartner with lead generation. Based in Brazil, I manage large opportunities (U$10million +) in Latin America region. Main Achievements: Creation of Latam DA team, supporting the creation of large deal pipeline across main countries in Latin America region and important wins for Latam region. Senior Product Manager BT

May 2006 to Aug 2010

I managed the Network Services team developing convergent Product/Services including VPNs (IP MPLS), Voice over IP, Applications Performance Management Services across Latin America region. Main Achievements: Several ICT product launches in Latam such as VoIP Services, Application Performance Management, Application Optimization Services, and Network to Network Interconnections (NNI) agreements in Brazil, Central America and Mexico. I have actively supported the major opportunities and customer’s engagement and Portfolio presentations to customers at all levels. Extensive sales support to direct and indirect channels. Senior Sales Engineer Comsat International

May 2000 to May 2006.

As Senior Sales Engineer, I was responsible for supporting Sales Team in Latin America owning the technical solution to corporate customer’s opportunities developing technical solutions, leading and producing RFP complete responses. I have created the technical support methodology to address Multi-National Companies ICT requirements. Main Achievements: I have lead the proposal team to build the strategy, design the solution, to define the partners for the biggest contract closed by Comsat (Loterias – managed network infrastructure for +9000 sites) I have also created MNC presales team delivering over 200% of the target in the first two years across MNC customers in Latam region.

Previous Experience

2000 Network Planning Vesper, Brazil

1997 Voice Switch System Engineer Alcatel, Brazil

1996 University Research Techinschen Universität Berlin, Germany E d u c a t i o n a l B a c k g r o u n d

Business School São Paulo – Laureate Intl University Bilingual Executive MBA 2008 - 2010

State University of Campinas (Unicamp)

Bachelors in Telecommunication Engineering 1991 - 1996 Other Training

AI & Advanced Analytics (ML) – Microsoft

RPA & Advanced AA training – Automation Anywhere

ChatBot Design – Chatfuel (Udemy platform)

AI ChatBot Build – Avaamo

AWS Cloud – Amazon Web Services

Azure Cloud – Microsoft

CCNA – Cisco Certification

PowerMessaging - Sales Tools from Revenue Storm

Sales Process for creating and capturing Demand – Sales Tools from Revenue Storm Account Based Marketing – Sales tools from Ferrazzi Greenlight L a n g u a g e S k i l l s

- Fluent in English, Spanish and Portuguese (Native Language)

- Intermediate knowledge in German (Goethe Institut and Vienna University).

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