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Ana Claudia B.
Rua Presidente Antonio Candido, – Ap
Alto da Lapa Sao Paulo, SP
SUMMARY OF QUALIFICATIONS
More than years of experience in the IT segment, in Sales as Account and Business
Manager with a proven track record of exceeding annual sales quotas, working for
leading companies such as Tibco Software, Altran and Hitech.
Success history and high level relationship at corporate accounts from verticals like
Telecom, Banking, Mining, Utilities and Manufacturing.
Sales consultative approach that results milliondollars orders with a positive impact on
revenue, profit and market share.
Projects at Vale CVRD, Localiza, Santander, Localiza, SEFAZSP, PRODAM,
PRODEMGE, Embratel, Telefônica, Claro, Nextel, Abril, Cargill, Alcatel, Lucent, JBS
Friboi, Siemens, Deutsh Bank, JP Morgan.
Focus on the corporate mission, high professional and ethical commitment, results
oriented, ability to work in team and strong organizational capabilities.
Highly selfmotivated and selfdirected teamplayer with proven leadership abilities and
entrepreneurial zest. Able to adapt quickly and resourcefully to fastpaced, changing
• Ability to define strategies and manage corporate accounts for direct sales with large and
complex software and services projects. Outstanding dedication to client relations. Ability
to identify opportunities, suggest, and followup on them
• Excellent relationship with Consulting, Integrators and Reseller Channel to build
partnerships in Brazil.
• Solid knowledge on prospecting and opening new markets, preparation of events,
projection of market scenarios, strategic and tactic planning, budget administration,
confection of technicalcommercial proposals, project management development or
• Excellent communication written, oral and presentation skills on different levels within
key account organizations.
Frequent Business Travel for Sales Kickoff meetings to the United States Palo Alto, San
Francisco, Dallas, Las Vegas, San Diego, Orlando, Miami, New York
CCS/Customer Centric Selling: Palo Alto, CA – USA, TAS/Target Account Selling:
Siebel Systems Wilsonville, OR – USA, Situational Sales Negotiation: BayGroup
International Wilsonville, OR – USA, Professional Selling Skills: Xerox São Paulo, SP,
Capability Maturity Model CMM Introduction: FGV São Paulo, SP
Graduated in Electronics Engineering – Escola de Engenharia Mauá/. Post
Graduated in Business Administration – FGV/
Fluent in English, Spanish Intermediate.
Brazilian, years old, married, one daughter with travel availability.
Progress Software Inc. – São Paulo,SP
Jul to Present
Senior Account Manager
Progress Software offers innovative integrated bestofbreed Responsive Process Management
RPM solutions for Data interoperability, Enterprise Service Bus, Business Process
Management, Business Event Processing, Business Transaction Assurance, SOA Discovery and
Governance that allow customers around to world to become Operationally Responsive.
Senior Account Manager responsible for SupplyChain segment Responsible for all sales
activities, regarding to the complete Progress RPM solutions, supporting our partners and
Pipeline Generation of US$ M over the last months in SOA/BPM/CEP products and
Responsible for key customers as: Petrobras, Vale, EBX, Braskem, Techint, Odebrecht,
Gerdau, Embraco, Infraero, Copel, BW among others.
TIBCO Software Inc. – São Paulo,SP
April to June
Senior Account Manager
Headquartered in Palo Alto, California, TIBCO Software Inc. NASDAQ:TIBX provides enterprise
software that helps companies achieve serviceoriented architecture SOA and business process
management BPM success. With over , customers and offices in countries, TIBCO has
given leading organizations around the world better awareness and agility.
Working as Senior Account Manager with the responsibility for business development of Brazil
and Argentina providing offerings based on methodologies like SOA – Service Oriented
Architecture, CEP – Complex Event Processing, BPM – Business Process Management and EAI
– Enterprise Application Integration and MDMMaster Data management to named accounts
Acting more like generalist, in the following business segments Telecommunications, Mining,
Manufacturing, Services, Retail, Financing and CPG. Responsible to develop and expand the
TIBCO presence on these segments including direct sales, channels support, events and
marketing. Large Accounts and high level contacts, selling high value added solutions and
Sales of US$ M over the last twelve months in SOA/BPM/CEP products and
Responsible for key customers as: Vale, Braskem, Techint, SEFAZSP, Localiza,
Embratel, VIVO, TIM, CTBC, Telefonica, Nextel, Claro, AlcatelLucent, Techint,
Santander, Cargill, Tenaris Argentina, Arcos Dorados Argentina, Red Link Argentina
Excellent high level assessment to the installed based due to the proved return on
Altran Consultoria em Tecnologia Alphaville/Barueri,SP
March to April
Business Development Manager
Altran is a French organization pioneer in the field of innovation consultancy, Altran brings
together the entire range of engineering and consulting specialties, from physical sciences to
electronics and information technology, from industrial systems engineering to strategic and
strategy/communications in the area of Service Oriented Architecture SOA and Business
Process Management BPM partnered with TIBCO Software Inc Palo Alto, CA, USA
Engaged with this vertical program development SOA/BPM Excellence Center, I’m responsible
for: market development, expert’s formation recruitment, training and career development, lead
generation, technicalcommercial proposal confection, negotiation, close deals and project
As a startup creator, I’m in the head of a Business Unit so daily dealing with projection of market
scenarios, strategic and tactic planning and budget administration.
Revenue duplication within months just in SOA/BPM products and consultancy
Good relationship with the mobile operators. Deep knowledge of IT tools to drive
telecommunications business needs.
Responsible for key customers as: Embratel, VIVO, TIM, CTBC, Telefonica, Nextel, Claro
The most profitable Gross Margin Percentual consultancy services deal of the
Ten technical consultants recruited exclusively dedicated for the SOA Excellence Center.
The biggest team in TIBCO Suite tools in Brazil.
Hitech Eletrônica Indl. Coml. Ltda – São Paulo,SP
March to February
As an Account Manager who provided software and hardware design solutions that enable
companies to send better electronic products to market faster and more costeffectively worked
with key customers including: Embraer, Fiat, DaimlerChrysler, Volkswagen, Renault, Peugeot,
Delphi, Multibrás, Itautec, Solectron, Ericsson, EDS, GEDAS and Procomp.
Proactively pursuing and qualifying opportunities where Hitech adds value I had the opportunity
to: participate in global projects, interacting with the sales and product development teams
worldwide; build longterm relationship with the customers; negotiate and obtain orders prices,
deliveries, technical, and commercial conditions; organized the appropriate support in order to
secure existing business and continuously grow it; detected new opportunity trends and
requirements; investigated them,