Alberto Pimentel Jr

• Lead and develop sales operations in Brazil, overseeing performance, pipeline, and forecasting. • Drive consultative sales of analytics, data, and AI-driven solutions for physical environments such as retail, shopping malls, airports, and large-scale operations. • Manage strategic and enterprise accounts, maintaining close relationships with key decision-makers and influencers. • Lead complex negotiations, including high-value contracts and longer sales cycles. • Monitor sales KPIs, market trends, and competitive landscape, adjusting strategy as needed. • Represent the company in strategic meetings, events, and presentations with clients and partners.

• Sales of Cloud, Cybersecurity, Data, and AI services and solutions. • Strategic negotiation of Microsoft SCE (Server and Cloud Enrollment), EA (Enterprise Agreement), and EAS (Enterprise Agreement Subscription) contracts, ensuring competitive advantages for clients and alignment with corporate guidelines. • Strategic account mapping to identify new business opportunities. • Management of sales orders, projects, and active contracts. • Building and maintaining relationships with strategic clients across multiple organizational levels. • Development of proposals and commercial scenarios. • Monitoring customer satisfaction with contracted services. • Continuous market analysis to identify trends and position the company competitively.

• Sales of Cloud Computing, Generative AI, and Data services and solutions (AWS, Microsoft Azure, Oracle Cloud Infrastructure, Databricks, Snowflake, Dynatrace and Zabbix). • Responsible for the strategic negotiation of Microsoft CSP (Cloud Solution Provider), SCE (Server and Cloud Enrollment), and EA (Enterprise Agreement) contracts, ensuring advantageous conditions for clients and alignment with the company's business objectives. • In charge of selling cloud security controls implementation projects, helping companies strengthen their defenses against cyber threats. • Long-term relationship management with clients, ensuring high satisfaction. • Responsible for lead conversion to client acquisition. • Preparing and presenting commercial proposals, as well as negotiating contract terms and conditions. • Promoting cross-selling and up-selling of products and services. • Analyzing the market and competition to identify trends and growth opportunities. • Developing and implementing strategic account plans aligned with client goals and company objectives. • Establishing and monitoring sales targets and key performance indicators (KPIs). • Coordinating the delivery of projects and services, ensuring they are completed on time and within budget. • Collecting client feedback to improve products and services. • Coordinating support with the assistance of cloud architects, sales analysts, and other professionals. • Monitoring and analyzing account performance, including revenues and profit margins. • Working closely with business partners. • Directly report to the Sales Director.

A period in which I focused on improving my English proficiency while gaining international experience in IT, combining professional work with studies in Generative AI.

• Responsible for leading and expanding the Cloud Managed Services business unit. • Design and implementation of three essential services for the Business Unit: 24/7 Support, Cloud Security and AWS Reselling. • Working with the DNX Executive team to design growth goals for the company. • Assisting the Sales Team with strategies and activities, including developing formal Sales plans and proposals focused on cloud managed services. • Collaborating with CMS technical team daily across customers, ensuring high quality. • Aligning and promoting DNX culture by providing support, mentoring and coaching to other consultants. • Participating in the day-to-day activities of managed services across the team and customers. • Working closely with Marketing, Sales and Technical Teams to design solutions and offerings for DNX Managed Services. • Responsible for managing the performance, budget and OKRs of the Cloud Managed Services business unit. • Using tools like Wrike, Slack, Google Workspace, and Hubspot. • Reporting directly to the CEO. • Through my contribution, we have successfully achieved the financial year 2022/2023 targets for the BU. Specialties: Application Modernisation, Windows Modernisation, Data Analytics, Managed Services, Kubernetes, Cloud Migration, Amazon AWS Cloud, Data Engineering, Windows Modernisation, AWS, Well Architected Review, Security and Compliance FSI, Security and Compliance Meditech, Security and Compliance Retail, Data Modernisation, AWS Cloud Adoption, Cloud Cost Reduction, and Cloud Modernization.

• Commercial management of the company's strategic customers, managing the relationship with the customer at all levels. • Development of opportunities related to TIVIT's 5 business lines: Digital Business, Cloud Solutions, Technology Platforms, Cybersecurity and Digital Payments. • Management of expectations for items sold. • Weekly meetings with the project team to monitor the deliveries and closings of the contracted projects. • Ensure billing for all items delivered. • Participation in executive and operational committees with customers. • Resolution of possible defaults. • Management of account governance execution. • Working with partners and startups in building customised solutions for client's business needs. • Control of account profitability. • Management of commercial, operational and financial performance indicators for customer contracts. • Development of strategies and actions to maintain and expand the contracted services. • Responsible for ensuring customer satisfaction levels and profitability standards established for contracts. • Interaction with the company's strategic areas to deliver the best possible experience to customers. • Use of Salesforce to manage sales and customers. • Reporting directly to the Commercial Director of strategic customers. Specialties: - Digital Business (Big Data and Analytics, RPA, Artificial Intelligence and Machine Learning, IoT Solutions, Business Integration, ECM, Application Management and App Modernization, Digital Workplace and Smart Systems) - Cloud Solutions (AWS, Azure, GCP, Private Cloud, FinOps and Cloud Managed Services) - Digital Payments (Integrated technology services for the means of payment sector) - Technology Platforms (IT Infrastructure Management, Managed Services, AIOPs, SAP & Enterprise Apps) - Cybersecurity (Security Professional Services, Managed Security Services, Governance, LGPD, Risk & Compliance)

• Development of new Cloud, Security, and Digital businesses for strategic customers. • Management and development of partner ecosystem with Cloud Computing solutions (Azure and Huawei Cloud), Data Centers (Hosting and Colocation), Information Security (Fortinet, Cisco, Sonicwall, Check Point, Palo Alto, F5, Sophos, Akamai, Symantec and Arbor), Big Data and Analytics, IoT Solutions, Microsoft (CSP / LSP / Office 365) and Equipment (DELL, HP and LENOVO). • Designing Cloud Computing projects in collaboration with partners and customers. • Coordinating security projects in conjunction with partners and customers. • Working with the telecommunications team for projects related to the digital services business unit. • Conducting training sessions for partner sales teams, monitoring performance, and prioritizing partner profitability and results for Telefonica. • Managing financial and business operations. • Developing strategic plans with a focus on achieving results. • Interaction with support areas facilitating the processing of processes under the responsibility of the area. • Management and customer support (company). • Use of the Salesforce CRM to manage customers and partners.

• Leadership in strategic account management for key clients, including TOTVS, CPFL Energia, UNIMED, Crefisa, Camil Alimentos, Oracle, Philips, PROSEGUR, Alesat Combustíveis, Tupperware, Batavo, among others. • Sales of Cloud Computing projects with major industry players such as Azure, AWS, and Oracle Cloud. • Sales management of services and solutions for IT infrastructure and operation (IAM, APM, NPM, PAM, ITSM, ESM, UEM, EPP, EDM, ITOM, SIEM, Analytics & BI), Information Security, Application Virtualization, Auditing, and SaaS products. • Development of commercial proposals and customized projects, delivering tailored solutions to meet client needs. • Sales of technologies from various manufacturers, including ManageEngine, GO-Global, ESET, Sophos, Arcserve, and Microsoft products. • Implementation of procedures for opportunity identification and management. • Representing the company as a sales ambassador at technology events such as Gartner, HDI, IT Forum, and Ciab FEBRABAN across Brazil. • Exceeding targets with outstanding performance, achieving 250% of established goals. • Direct reporting to the Commercial Director.

• Account management, including nurturing customer relationships and ensuring satisfaction. • Identifying and pursuing new business opportunities to expand the customer base. • Coordinating and facilitating training sessions to enhance customer skills and knowledge. • Strategizing and executing project plans in Cloud Computing, using platforms such as Azure and AWS. • Drafting and negotiating proposals and contracts tailored to customer needs. • Supervising contract renewals and ensuring terms are aligned with customer expectations. • Monitoring and forecasting the sales pipeline to optimize resource allocation and meet revenue targets.

• Pre-sales of the company's portfolio products. • Responsible for Commercial Presentation, Training and Implementation of Products. • Development of migration projects from the on-premises environment to the cloud (AWS and AZURE). • Contact with business partners (Vendors and Resellers). • Analysis of customer needs to offer solutions.

• Provision of technical assistance to optimize the performance of the company's product portfolio. • Management of IT infrastructure to provide robust support for the environment, encompassing system installation and administration. • Management of Windows Server 2003 and 2008 servers, including Active Directory (AD), Dynamic Host Configuration Protocol (DHCP), Internet Information Services (IIS), Domain Name System (DNS), Firewall, and Terminal Services (TS), with a focus on resource security. • Deployment, setup, and maintenance of antivirus software to safeguard systems. • Direct assistance to internal company users. • Customer support delivered through various channels including telephone, remote access, and Service Desk system.

A comprehensive training program for leaders who want to apply AI in practice, optimize operations, create competitive advantage, accelerate decision-making, and drive digital transformation using modern tools, frameworks, and real-world cases.

The Postgraduate Course in Cybersecurity is designed to empower professionals to protect digital assets, mitigate cyber risks, and implement robust security strategies in an increasingly digitalized and challenging business environment. With a practical approach aligned with global trends, the program prepares students to lead security initiatives in organizations across various sectors.

The Postgraduate Course in New Technologies, Digital Transformation and Agility aims to present concepts and techniques that allow professionals to develop skills to build digital strategies and evaluate business models that increase the competitiveness and success of the organization in the Digital Economy. Key competencies developed in the course for success in the digital economy: • IT infrastructure and operation management in an efficient and intelligent way, minimizing cyber risks, to offer digital products and services. • Understand who your digital customer is, how it behaves, how it can be achieved and how to manage the customer's success. • Develop and evaluate digital business models, removing intermediaries and relying on the concept of competition. • Use disruptive technologies to differentiate the digital product or service. • Use data as a strategic asset in the management of the digital business.

The MBA in Cloud Computing aims to collaborate for the formation of the IT infrastructure manager, addressing infrastructure management concepts and practices with an emphasis on the use of services hosted in the cloud. The course also brings a broad approach on how to migrate the local IT infrastructure to the cloud environment, and what are the best practices for the project to be successful.

The Commercial Management course trains the executives with techniques, strategies and business tools to operate in an increasingly competitive B2B market, enabling professionals to stand out in the sector.

The MBA in Strategic Business Management presents and discusses the elements of transformations and improvements in processes and technologies to train versatile and qualified professionals in business management, brings an understanding of the functioning of the different business areas that integrate an organization and its relationships internal and external, as well as broadening the prospects for assessing the environment in which companies operate, also considering financial strategies, which support the consolidation of corporate planning. * This course was awarded and recognized by Você S/A Magazine as one of the "Best MBA Courses in the Country".

The Computer Network Management course aims to train professionals who are up to date with existing network technologies and capable of developing and implementing projects, configuring and managing network environments to optimize the functioning of a company, whether small, medium or large, with quality and security in the data communication processing required for its operation.

Professional course in which the student learns how to do maintenance in microcomputers, as well as install and configure computer networks.