Resume in English

1. Celso Oliveira
Address: Rua Elizabeth Barbegian Baldinato, 31 +55-11-9245-8659 e 55-11-5533-6822
05630-070 – Morumbi – Sao Paulo/SP - Brazil e-mail: celsoliveira57@uol.com.br
SENIOR EXECUTIVE - BUSINESS DEVELOPMENT, SALES, OPERATIONS, MARKETING, CHANNELS
QUALIFICATIONS
 Solid career developed at leading companies in the Information Technology segment.
 Extensive experience and management skills in the areas of Sales, Operations, Channels, Products
and Marketing, including within Latin America framework.
 Skilled and fast learning user of corporate systems (ERP, CRM) and Office based applications.
 Result driven and strong experience on business development.
 Teamwork spirit, sharing knowledge and hands-on style
 Ability to deal with challenges, sense of urgency and responsibility (ownership).
 Good inter-personal relationship qualities and able to communicate at all levels.
MAJOR ACHIEVEMENTS
Market Intelligence
 Development of procedures for performance monitoring, consolidating data from different sources and
transforming them in clear information for decision making purpose.
 Own field methodologies for Strategic & Tactical planning, Market mapping and Competitive Analysis.
 Responsible for market segmentation, addressable market identification, sales goals (quotas)
distribution and sales territories definition tasks.
 Go-to-Market planning with a comprehensive set of marketing initiatives mix, aligned with the product
line positioning and its respective audiences, for ROI maximization.
 Acted as interface with leading industry analyst firms (Gartner, IDC, etc.), exchanging information and
keeping the consultants constantly updated.
Sales Cycle Processes
 Management, control improvements, inter-departmental procedures and quality assurance for project
implementations.
 Pricing tool development, including a proposal making feature, providing measurable benefits in
productivity and business policy compliance.
 Internal processes integration - operations, services, product lines, finance and order administration
areas - all together in a single and comprehensive tool linked with the corporate systems.
 Business forecast routines and management in accordance with the CRM system (sales stages).
 Special bid analysis and approvals - government RFPs and complex negotiations, including those
related with third parties / channel partners.
Channel's Programs
 Managed and developed a complete set of programs for channels (distributors, resellers and
alliances) including the rules of engagement,recruitment, training, opportunity registration steps,
conflict resolution, contracts, rebates, benefits and marketing funds.
 Promoted several joint initiatives with partners, respecting the respective marketing development
funds ("MDF") guidelines.
 Responsible for indirect sales and partner's business development with 228% annual growth and
116% of goals achievement as resulted, was recognized in the 2205 StorageTek Achiever's Club in
Hawaii.
Demand Generation
 Incentive programs, special offerings / promotions campaigns and "unsolicited" proposal projects.
 Execution of several marketing initiatives, including all sort of small, medium and large events,
sponsored or owned - product launches, conferences, seminars, roadshows, joint initiatives with
partners and marketing campaigns in general.
 Implemented a regional telecoverage / telesales model for helping reach SMBs and start-ups
companies in emerging Latin America economies.
 Developed "Touch Point" award program to post-sales support service professionals for identifying
sales opportunities within the installed base, resulting in $ 466k year revenue.
 2004 ABEMD VII (Brazilian Association of Direct Marketing) bronze trophy award.

2. Communications
 Responsible for the Public Relations (press), Internal and External communications, including
website, newsletters, online communities formal letters.
 Several key articles and executive interviews on the major magazines and newspapers in Brazil
 The "Video Testimonials" project which resulted in more than 35 customer's references allowed.
 Printed and electronic sales support materials such as advertisements, direct mail, brochures,
posters, presentations, etc.
 Partnering with a local advertising agency, managed a localization process of a global institutional
campaign deployed on "leaders of audience” (TV, Newspaper, Magazine, Radio) media.
Other Highlights
 Promoted several International Executive Briefing Center visits for senior executives (CxO level),
providing a shortcut in the negotiation process.
 Managed, during 6 consecutive years, the Brazilian F1-race-event at VIP areas for customers and
partners, as part of a sponsorship program.
 Marketing Development Plan for the Olivetti's personal computer launching in Brazil.
 Received several individual awards for sales contributions and achievements.
 Ten consecutive years of 100% goals achievement in the competence areas.
EMPLOYMENT HISTORY
Escritoria Marketing & Business (www.escritoria.com.br) February/2009
 Consulting Company (Current)
 Executive Director (Owner)
Sun Microsystems Brazil March/2006 to February/2009
 Leading provider in network computing infrastructure solutions
 Latin America Field Marketing Manager for Systems and Storage (3 years)
StorageTek Brazil December/2003 to March/2006
 Leading provider in information technology (automated tape libraries)
 Marketing & Channel's Manager (2 years)
EMC2 Brazil (www.emc.com) October/1998 to December/2003
 The world lead in IT storage solutions (5 years)
 Sales Operations Manager - Oct/98 to Dec/99
 Brazil Marketing Manager - Jan/00 to Dec/02
 Latin America Marketing Manager - Jan/03 to Dec/03
IBM Brazil (www.ibm.com.br) November/1978 to September/1998
 The world's leading information technology and consulting services (19 years)
 Storage Division Sales Operations Manager - Jan/96 to Sep/98
 Competitive Analysis Specialist (Mainframe) - Jan/95 to Dec/95
 New Accounts Sales Representative (Risc6000 / AS400) - Jan/91 to Dec/94
 Systems Engineer - Jan/88 to Dec/90
 Several other administrative position (technical departments) - Nov/78 to Dec/87
Faculdades Associadas de SP (www.fasp.br) March/1990 to January/1993
 College Teacher ( Professor Auxiliar Nível III) – Information Technology Classes (3 years)
EDUCATION
 Bachelor degree in Business Administration (FASP, Brazil – 1982/1985)
 Elementary / High School – Colégio Marista Arquidiocesano de SP
LANGUAGES
 Advanced English - writing and speaking
 Intermediate Spanish - working level (experience)
 Accumulate more than 40 international trips, including workshops and trainings.
ADDITIONAL INFORMATION
 Brazilian, 53 years, married, three daughters.
 LinkedIn: http://www.linkedin.com/in/celsoliveira
 An extensive network of relationships and contacts in Brazilian market, built over 30 years of career.