1. Marcio Fonseca e Silva
Married 45 years old, 3 sons
Brooklin-SaoPaulo
Tel: 11 – 97668-1812; 11 - 2337-6961
• Email: marcio.fonseca.silva@icloud.com
• Linkedin: https://www.linkedin.com/pub/marcio-fonseca/7/69a/89a
Information Technology :
Sales Director
Profile
● 27 years of experience in IT Market, participating on 3 Startup Companies on the last 10 years:
Intelig (TELECOM Company) , CONTAX (Contact Center Company) and Nice Systems(SW Company)
● Worked in large IT Companies like IBM and Sun Microsystems (Storagetek)
● Focus on IT Infrastructure Business Development
● Large experience on IT Infrastructure and Professional Services (Outsourcing, Consulting and
HW/SW Delivery and Sales)
● International experience, Managing Business Channels, Customer Relationship, Pre-sales, Services,
Product Sales and post implementation support
● Working on LATAM Market since 1996 with experience and relationship both with Customers and
Partners in Brazil, Mexico, Colombia, Argentina, Chile, Peru and Central America.
● Skilled in Building business strategy and process, pricing lists, portfolios, multiple skilled teams.
● Experience in Manage Sales Team and Territory. Developing new business and customer
engagements besides keep and grow the current Customers Portfolio.
● Experience on Coaching Sales team members, organize and manage Pipeline , Portfolio and Account
Planning.
● Easy to work in remote reporting
● Knowledge in many different storage solutions, both SAN and NAS on big brands as : HP, EMC,
Netapp, HDS , Storagetek and Sun.
● Relationship with IT Customers in Executive Level both in Brazil and other LATAM countries. In many
verticals like : BFSI, Telecom, Utilities , Public Sector and O&G
● CSAT Focus
● Results Driven
● Deep knowledge in IT process like : COBIT, ITIL, PMI , SAAS/IAAS/PAAS , Cloud Computing,
Disaster Recivery and Business Continuity
● Large Experience in Storage and Backup Solutions
● All Data Center process and components knowledge
● Experience in Manage Projects P&L
● Channels and Alliances Management
Professional History
Tech Mahindra – Regional Sales Director and Infrastructure Sales Latam - From July
2013 till now
Tech Mahindra is part of the Indian Group Mahindra and Mahindra, has more than 150.000
employees around the world, more than 1.000 in Brazil. I am responsible for the IMS
(Infrastructure Management Services Sales) for the whole Latam. Providing services for Data
Center, End User, Security, Network, IT consulting and BPO. And Product lines on IBM, Oracle ,
SAP, Netapp, EMC and CISCO through Global and Local alliances.
Today I manage a Sales Territory covering the North of Brazil, and some verticals like:
BFSI, Utilities, Government, Manufacturing and O&G . With a Sales Revenue target of BRL 80 MM
for FY 16.
Achieved a good number of Infrastructure Revenue growing from Zero to USD 10MM
contracts in less than one year.
Worked on important engagements in Itau with travels to India and USA with the customer
to close new business and consolidate position in BFSI vertical.
My team is in charge of hunting new business prospecting new customers and also retain
the current customers looking for new business opportunities there.

2. Looking for expand business through Channels , being the responsible for local Tech
Mahindra Global Partner Alliances in Latam like : IBM, SAP, Oracle ,Equinix, BMC, AWS, CA , HP
and EMC.
Independent Consultant – From Oct 2012 till July 2013
Nice Systems – HW/SW Voice Recording Systems – from March 2009 till October 2012
(Direct Customers in 10 countries of Latin America)
Regional Director - CALA
Leading the whole process of Launch Company Office and Legal Entity in Brazil doing team
building, process design, portfolio of services, price lists review. Also worked to change the Indirect
Sales model to direct touch model, defining both strategy and Customer tiers definition.
Contribute working together with the Country Manager on the new Regional Office location
definition, office facilities, HR and local council negotiations. Worked with local support offices as
: Payroll, Legal, etc…
Partner’s management in more than 32 countries in Latin America.
Working on Business Development in Latam working with Focus on some specific verticals
like : Banking , Telecom
Responsible for ensuring Sales Engagements, pre-sales , design to Direct Customers in
Latin America.
Manager of multi-disciplinary teams : Sales, Project Managers, Field Engineers, Pre-sales
Designers, Consultants and Managed Services (Outsourcing).
Managed a target of 6MM dollars annually, besides controlling P & L and aggressive margin
for the region.
As a main achievement beyond the Company's entry directly from the Brazilian market
was the growth of over 200% in revenue over 3 years.
During these 3 years upped considerably international experience having the chance to
participate in decision making processes and business in several countries of Latin America and
the U.S..
Large experience and top level management relationship in customers around Latam like:
Santander (Brazil ,Mexico and Argentina), Itau, Citibank (Brazil, Mexico, Miami, Colombia),
Scotiabank (Chile, Mexico), Banorte (Mexico).
Developed key alliances with EMC and HDS on the Storage integration with Voice recording
and analytics solutions.
Sun Microsystems - Supplier and HW, SW and Services – starting April 2004 (10
STRATEGIC Accounts in Region)
Delivery Manager: Projects, Consulting and Outsourcing
Acting in Services Delivery and Sales Engagement for large accounts, such as Petrobras,
Banco do Brazil, CEF, Ministries, CVRD, oi, among others. Realizing outsourcing management
teams, consultants and project managers. Responsible for the delivery and P&L control of
projects. Dedicated outsourcing teams and consultants.
Leading projects in large accounts, with focus on Storage (HSM, BCP, Backup / Recovery).
Direct Responsible for “Sell In do” in large accounts like Banco do Brazil and Oi Telecom,
with focus on Storage Solutions like Tape Virtualization, Tape Robots, Backup/Recovery and
Storage Consolidation and Tiering.
Storagetek – acquired by Sun Microsystems (10 STRATEGIC Accounts in Region)
Delivery Manager: Projects, Consulting and Outsourcing
Storage Projects Management and Solution Architect
• Contax - Call Center Services Provider - starting in February 2001
SR Manager of IT Infrastructure and Operations (over 30,000 internal customers)
Acting in the management of the entire corporate IT infrastructure and technology support
services for the Contact Center Business.
Acted since the formation of the company until its transformation into the largest provider
of call center services in Latin America. First Call-center to have Corporate Storage (EMC) as main

3. and default Storage component. I had under my management areas of Operation Support (PC, UNIX,
Storage and Telecom), Network, and Service Desk.
After understand the Contact Center Market I had opportunity to create a new aree to work as
Sales Support, Pre-sales and Delivery for the projects responsible to become CONTAX the largest Call
Center in Latam on that time.
SR Manager Engineering Solutions
After Create this area a assumed as leader of 35 members team with Sales Engagements
Mng, Pre-sales and Project Managers.
Responsible for design and architecture of all call center solutions for go toMarket. Also
responsible for pre-sales and delivery projects management. And all Sales technical Support for
new engagement opportunities.
We could got large deals like : Unibanco, Oi, Orbital , NET and Santander.
INTELIG TELECOM - telecom carrier (Rio de Janeiro) - starting in August/1999 (700
Internal Clients)
Operations and Infrastructure Manager
After 16 years in IBM I started a new age on my career , working in a new world to me :
TELECOM and UNIX Platform.
Participating in the company startup, as the Main Project Manager for Data Center
Infrastructure being responsible for Data Center Building Deployment, and all IT Process based on
ITIL, Operations and Support Teams.
After delivery the DC, I assumed as Data Center Manager and started a new phase building the
Infrastructure for the Billing , CRM, Mediation, and other Telecom Systems.
In 2000 we won the award for Best Data Center in Brazil from Computerword Magazine
due to use of technologies and processes latest generation such as SAN, ITIL 100%, Storage,
Security.
In the measurement we made in the area of COBIT changes reached 3.8 degree of
maturity.
Career history from 1987 to 1999
I started my career at IBM Brazil in 1987, where I worked for 12 years starting as a
Trainee Field Engineer and leaving the company on the position of Production Manager of Data
Center IBM Latin America. So my base of IT knowledge came from these years on the largest IT
company of world.
My basic technique is centered in the areas of database and storage.
In IBM I had opportunity to work in many positions since Operator till DBA, passing through
Support Services , Security and Storage teams.
Worked as project manager consolidation of several data centers IBM Latin America in
Hortolandia-SP, what was the basis for the creation of the largest IT outsourcing center in Latin
America (IBM MEGACENTER) from the ZERO .
Worked in projects in other countries starting there my experience in LATAM Market in
1996. With projects in Argentina, Peru, Venezuela , Mexico and also Miami.
Besides experience in managing a team of over 30 people working in the areas of
production support, security, database, and storage, not only for all users over 5000 internal IBM
Brazil as well, customer outsourcing.

4. Languages
• Portuguese – mother language
• English – fluent in Speech , Writing
• Spanish – fluent in Speech , writing
Development
• International trainings in India, USA on IT Business Development
• Between 2009 and 2012 i have attended to many NICE Internal HR training reinforcing
the skill of People Management, Team Building and Hiring process.
• In 2007 certified on Business Continuity Coordinator
• In 2006 certified on ITIL Foundations by Pink Elephant with maximum graduation level
• Between 2006 and 2007 I did many trainings on Project Managemnt (PMI Cerfication)
• In 2001 participated on people management training at Contax, since the company
was turning into one of the largest employers in the country.
• From 1999 to 2000 i participated in the program of Leaders of the Future at Intelig
Telecom this program
• Attended to a Program of IBM New Managers IBM program for Latin America in the U.S.
in 1997 where he will acquire a lot of knowledge in management financial and people.
• Formed in Spanish by Berlitz in 1996 - Fluent Spanish
• Formed by Brasas English Course in 1994. Fluent English;
• Bachelor of Computer Science (1994)
• Technical High School in Electronic CEFET-RJ