Ricardo Souza

Current

• Business Development Manager at IBM Brazil

Past

• General Manager at Permission / Valor Online
• Senior Marketing Solutions Manager at Microsoft Brazil
• Partner and Alliances Manager at Business Objects Brazil

• Sales Specialist at IBM Brazil

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Education

• University of Technology, Sydney
• Florida Institute of Technology
• Northern Michigan University

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Recommended

25 people have recommended Ricardo

Connections

303 connections

Industry

Internet

Ricardo Souza’s Summary

 Strong team player, focused and objective with broad strategic and analytical views, strongly results orientated; sound knowledge of financial analysis (ROI, IRR, EBITDA, etc.), and proven track record over more than 15 years of experience acquired as a consultant or whilst occupying key positions in Brazilian and multi-national companies such as Microsoft, Business Objects, IBM and others, in the areas of sales, marketing, consulting and channel management; experienced in leading / managing real and virtual teams;

 Solid experience managing multi-functional teams, with proven results with sales, development and production teams; good knowledge of the online advertising business, including email and mobile marketing, covering media formats; good knowledge of Search Engine Marketing and monetization; strong relationship with ad agencies, content producers and advertising vehicles in Brazil; participated in new product development, business and go-to-market plans, including deployment, from recruitment and engaging suppliers and sales and delivery channels;

 Experienced in managing customers up to C-level executives in companies such as Grupo Vivo, BCP / Claro, Grupo Telefonica, Petrobrás, Volkswagen, Daimler-Chrysler, T-Systems, Unilever, Grupo Votorantim, Caterpillar, Carlson Wagonlit Travel, Siemens, EDS, Multibrás, Pirelli, Rhodia, FENABRAVE, Agfa Gevaert, Tintas Renner, Bayer, Clariant, Rhodia, Universidade Mackenzie, Grupo Verdi, Habbib’s and others;

 In-depth experience managing sales partners (suppliers, distributors, resellers, systems integrators and ISVs), including recruiting and selection, training and sales support; creation and execution of marketing campaigns to generate demand, build pipeline and accelerate sales closure (directly or through channels) of hardware, software and services solutions; market research and competitive analysis;

Ricardo Souza’s Specialties:

Strategic thinking, problem solving, negotiation, sales processes and methodology, people management

Ricardo Souza’s Experience

• Business Development Manager

  IBM Brazil

  (Information Technology and Services industry)

  September 2008 — Present (11 months)

  Responsible for the creation of a scalable management, support and business development program for the largest ISVs in Brazil.

• General Manager

  Permission / Valor Online

  (Internet industry)

  February 2007 — August 2008 (1 year 7 months)

  Responsible for the entire operation, coordinating Sales, Production, Support teams and overseeing all aspects of the company, with the main objective of reducing costs and increasing revenue in order to position the company as the main player in sales of Online Media and email Marketing. Also responsible for Business Development and the management of the relationship with business partners, including the Valor Econômico Newspaper and all major ad agencies in Brazil.
  
  Main Achievements: restructuring and optimization of the operation that resulted in an average revenue growth of 58% and an increase of 80% in the number of aired campaigns YOY.

• Senior Marketing Solutions Manager

  Microsoft Brazil

  (Public Company; 10,001 or more employees; MSFT; Computer Software industry)

  November 2004 — February 2007 (2 years 4 months)

  Responsible for the Windows Server product line – strategy and marketing, including campaigns and initiatives to increase awareness and drive incremental sales, product information and web presence, tech community activity, partner enablement and relationship; market analysis and research; sales support (enterprise, mid-market and small business).
  
  Main Achievements: grew Windows Server Sales faster than the server hardware market for 8 consecutive quarters (second highest growth worldwide in Fiscal Year 2006); grew breadth and depth of sales partners consistently year-over-year; established several Best Practices within the Latin American Region.

• Partner and Alliances Manager

  Business Objects Brazil

  (Public Company; 1001-5000 employees; BOBJ; Computer Software industry)

  July 2004 — November 2004 (5 months)

  Responsible for developing and maintaining a Channel Sales structure for distributors, resellers and ISVs. Establish and manage alliances with global System Integrators (IBM, Accenture, others). Recruit, enable and manage Business Partners working with Business Objects BI solutions and infrastructure.
  
  Main achievements: developed and implemented a Partner Sales Model for Brazil, which was later used as the basis for the model implemented in the entire Latin American Region; successfully negotiated the adhesion to the plan of the former distributor and all major resellers of Crystal Reports after the company was purchased by Business Objects globally.

• Sales Specialist

  IBM Brazil

  (Public Company; 10,001 or more employees; IBM; Information Technology and Services industry)

  2001 — 2004 (3 years)

  Responsible for sales of Database, Business Intelligence and Content Management solutions, including preparation and delivery of presentations to partners and customers, preliminary architecture and solution design, tendering (RFI, RFQ and RFP); recruitment, enablement and management of business partners.
  
  Main achievements: participated in the start-up of the Information Management Sales Team for the Small Business segment and achieved quota; implemented innovative solutions and approaches that resulted in two awards: Sales Excellence and Cross-Group Collaboration.

Ricardo Souza’s Education

• University of Technology, Sydney

  MEM , Master of Engineering Management , 1992 — 1994

• Florida Institute of Technology

  B. S. , Electrical Engineering , 1988 — 1990

• Northern Michigan University

  B. S. , Pre-engineering , 1986 — 1988

Ricardo Souza’s Contact Settings

Interested In:

• career opportunities
• consulting offers
• new ventures
• job inquiries
• expertise requests
• business deals
• reference requests
• getting back in touch