Felipe Orssatto

Driving marketing, business intelligence and sales operations for Latin & North America region. Responsible for an US$2.2B mid-market and enterprise ecosystem, comprising Digital Services (SaaS), Aircraft Modification, Spare Parts, MRO (Maintenance, Repair and Overhaul) and Training services supporting Product Operations, Business Development and Global Sales team. Market Strategy: Lead the strategic assessment and trend analysis for a massive integrated portfolio (US$2.2B), identifying revenue opportunities across the Americas' installed fleet and potential agnostic market. Transform market behavior data into actionable roadmaps that guide the commercial approach for high-value segments (Spare Parts, Aircraft Modifications, and Digital). Field Marketing & Demand Gen: Spearhead regional marketing campaigns using ICE framework to fuel the sales pipeline, focusing on capturing high-intent leads (MQLs) and accelerating their conversion to revenue (SQLs) through targeted ABM (Account-Based Marketing) initiatives. Business Intelligence & Sales Enablement: Spearhead the Business Intelligence function to feed strategic planning. Monitor competitive landscape and customer behavior to equip Sales Leadership with data-driven insights, ensuring critical decision-making, territory planning and complex contract negotiations. Market Assessment & Market Share: Conduct deep-dive analyses of the customers ecosystem to predict service needs, proactively positioning Embraer’s portfolio to capture market share before competitors can react.

Overseeing product, brand and market strategy for Embraer’s Digital and MRO services. Accountable for a US$225M YoY P&L, managing the end-to-end growth and product lifecycle for a B2B customers plus B2B2C partner network. Branding & SaaS Transformation: Engineered the pivot from legacy services to a high-growth SaaS ecosystem, achieving 500%+ organic growth since 2021. Rebranded the portfolio to focus on high-value recurring revenue, leveraging usage-based pricing to maximize Customer Lifetime Value (CLV). Ecosystem & GTM Strategy: Managed a triple-digit growth surge by redefining GTM architecture for the entire partner ecosystem. Tailored value propositions for diverse segments (Brokers, MROs, Lessors) to ensure global fleet support and platform adoption. Sales Operations & S&OP: In charge of the S&OP process for the Services & Support unit. Harmonized sales forecasts with operational capacity, ensuring digital growth was backed by sustainable infrastructure and resource allocation. Product Marketing & AI: Led cross-functional squads to launch Agentic AI-powered solutions, translating complex technical specs into customer-centric narratives for airlines C-suite stakeholders, resulting in a 35% reduction in aircraft downtime. Sales Enablement & Growth: Optimized the acquisition funnel via Salesforce analytics, improving MQL-to-SQL conversion. Developed an enablement suite (battlecards, ROI calculators) that compressed complex B2B sales cycles. Scalability & Excellence: Spearheaded a cloud-native migration, reducing infrastructure costs by 48%. Modernized global MRO centers through digital automation, significantly improving turnaround times (TAT) and operational efficiency.

Let the aftermarket Embraer’s digital services for Commercial Aviation business, achieving a US$40M ARR SaaS portfolio and leading global Go-to-Market strategy, revenue growth, and customer success. Pivoted Embraer’s Digital Services to a SaaS-first model, architecting a $40M ARR portfolio and spearheading a global GTM strategy that accelerated revenue growth and optimized post-purchase customer success. Engineered the transition from legacy offerings to a subscription-based ecosystem, implementing usage-based pricing and engagement frameworks that significantly boosted Customer Lifetime Value (CLV). Scalability & Alignment: Built high-performing Product Management and Regional Marketing teams, bridging Engineering, Materials, Repair Management, Flight Operations, and Sales to refine Product-Market Fit and shorten the sales cycle. Commercial Impact: Delivered a suite of mission-critical flight software (Predictive Maintenance, Fleet Management, Takeoff and Landing Performance, Weight & Balance, Fuel Efficiency, FOQA), generating $20M+ in incremental ARR through customer-centric development and targeted acquisition. Growth: Managed a 350% organic sales surge by executing GTM strategies and launching digital products that positioned Embraer as the industry benchmark for digital aviation.

Directed Product Marketing and Commercial Strategy for a US$30M portfolio of Low- and Medium-Voltage solutions across Latin America, serving top-tier customers in mid-market, enterprise and energy-intensive sectors (Petrobras, Vale, Braskem, JBS, Klabin, Equinix, Scala Data Centers, Albert Einstein, Rede D’Or). Executed regional GTM strategies for flagship switchgear connected products (SM6, PIX, MCSet and BlokSet) across Oil & Gas, Mining, Data Centers, Automotive, Energy Distribution, Transportation, and Healthcare industries managing full lifecycle from launch to maturity across Latin America. Conducted market segmentation and competitive analysis to identify growth opportunities in Mining, O&G, Healthcare, CPG and Data Center industries. Marketing & Sales Enablement: Optimized the acquisition funnel through Salesforce analytics, improving MQL-to-SQL conversion rates. Developed a comprehensive Sales Enablement suite (battlecards, ROI calculators, and playbooks) that compressed B2B sales cycles. Delivered consistent double-digit revenue growth (+12% YoY) and improved profit margins by driving commercial excellence and tailored industry solutions. Led technical and product application engineers (3 FTE) in supporting sales campaigns, customer consultancy and tailored projects. Coordinated cross-functional teams with Sales, R&D, Supply Chain, Finance, and Pricing to align regional business growth and product positioning with Schneider Electric’s global strategy. Partnered with global hubs (France, UK, Hungary, and US) on technology transfer between facilities and product innovation, ensuring local market fit and accelerated adoption of digital systems.

Directed product development and customer projects for low and medium-voltage connected solutions across energy-intensive industries such as Oil & Gas, Mining, Automotive, and Healthcare. Led engineering teams in delivering customized hardware/software-integrated solutions, enhancing reliability and customer satisfaction in critical energy applications. Drove Lean Six Sigma efficiency initiatives, streamlining design and manufacturing workflows to cut costs and cycle times by 20%. Unified PTC, SolidWorks, and AutoCAD platforms into an engineering data lake, accelerating product development by 32% and improving traceability across regions. Partnered with global engineering teams on special projects in the US, France, UK, and Hungary, covering technology transfer, training, and product innovation.

Managed mechanical engineering projects for medium-voltage switchgear (SM6, PIX, and MCset equipment), from concept to manufacturing, delivering tailored solutions for energy-intensive industries in the Americas market. Contributed to global product innovation projects and knowledge transfer initiatives with European and US facilities. Supported global innovation and Lean Six Sigma initiatives to reduce production cost by 20% and enhance product reliability, contributing to regional competitiveness.

Early career role at industrial maintenance and facilities operations. Supported industrial maintenance, facility operations and energy efficiency program by managing machinery budgets, spare parts acquisition for DMG CNC machines and service contracts.