Luiza Botelho de Souza

Strategic partnerships and account management, go-to-market strategy LATAM

Public relations, events, communications, partnerships, and employer branding global strategies,

- Develop and guide the marketing strategy of the Brazilian market, supporting the efficient sales cycle, and the growth of the SaaS solutions. - Manage strategic initiatives and budget in a fast-paced, deadline, and data-driven environment across functional teams - Define and track success metrics for all marketing initiatives, developing and broadcasting reports of the achieved results - Support local/regional partnerships - Brand awareness, reputation, and market education: social media, digital, and general content strategies - Business impact: supported a R$ 2,2M EMV with the Series A announcement (June 2022) and an ARR increase and consolidation plan based on launching branded success stories, reinforcing customer retention, and leveraging upsell on target accounts. Events program activation with ROI of 246%, focused on key industries - finance, fraud prevention, and payments environments.

- Mobile authentication, fraud detection, and account security product strategies, research, messaging, positioning, go-to-market, and competitive landscape analytics. - Sales enablement: industries, use cases, proof of values, case studies. - CMO direct report, leading Brazil and United States market strategies. - Business impact: 1. Implementation of the new positioning of the Incognia innovative Zero-factor Authentication solution, which led to #1 rank in organic search, new commercial deals, and expressive media coverage in the US. 2. Partnerships and new revenues: The Developer Edition free platform, mid-tier go-to-market strategy, implementation, and management. 3. First branded case study for Incognia with will bank, achieving 90% reduction in financial losses, 80% reduction in account takeover and ROI of 480%.

PIN is a global community of fraud and risk professionals at delivery and ride-sharing platforms. Our members collaborate, share insights and benchmarks, and tackle fraud and abuse challenges together.

- Business development: implementation of the Insights business unit strategy and planning. Sales, pricing, and customer success processes, delivering over R$ 6mi in the first months of operation. - Lead commercial team to deliver strategic insights projects to address business challenges focused on economic recovery for finance, retail, and expansion sectors. - Covid-19 Social Distancing Index project and Public Sector relations lead - 23 states, over 30 cities, and 150 research institutions - i.e., PAHO, World Bank, and Harvard University - adopted the solution to build virus spread and economic impact models. - CEO direct report.

- Continuous improvement of customer-centric processes, consumer research, business strategies, OKRs, and new revenues defined for Key Accounts: onboarding, cross-sell, upsell, relationship, customer retention, and customer satisfaction indicators. - Team leader: supervisors and analysts. - Direct management and development of supervisors and analysts - focused on account management. - Lead the digital strategy, planning, and implementation for 30 Key Accounts, managing direct clients and agencies. - Business impact: 5% less financial losses and over 15% increase of average ticket, leading the team to plan and deliver 12 contracts in 5 months, achieving R$ 7,5mi revenue.

- Advertising: digital strategy, planning, and implementation for automotive sector customers and media agencies. Aftersales reports and performance optimization. - Team leader: analysts. - Account management: onboarding, cross-sell, upsell, relationship, customer retention, and satisfaction indicators. - Digital Ads platforms: Inloco Store Visits, Google Analytics, Xandr Invest. - Business impact: R$ 1.8mi revenue, delivering over 65 digital advertising campaigns in 4 months, using multiple digital platforms and strategies.

- Partner marketing: strategic marketing role focused on growth and profitability through customized marketing and strategy plans for B2B global and local key accounts from automotive and transport segments. - Market intelligence, customer value proposition development, budget management. - Leadership: direct reports and third parties management (agencies and suppliers). - Strategy and implementation of incentive schemes, communication (brand and product), promotional calendar, loyalty solutions, and marketing activations. - Key global partnerships and new business implementation in Brazil: BMW, FCA, GM, etc. Highlights: - Development and implementation of the first loyalty program for OEMs (vehicle manufacturers) segment – ALMAX MAIS – in partnership with VW/MAN Latin America, 2015. - Development and implementation of "Portal do Valtreiro" and "Meu Mundo Massey", loyalty programs for Valtra and Massey Ferguson (AGCO), 2016. - Shell 2017 Global Marketing Excellence EVP (Executive Vice President) Award – Shell & Hyundai end consumer promotion “Revisão Premiada de Aniversário do HB20”, focused on the aftersales business. - Shell 2018 Global Key Accounts VP (Vice President) Award received due to successful strategic partnership, marketing program, and business development with FCA in Brazil, which reflected FCA’s "Supplier of the Year LATAM" award for Mopar brand category.

JOB ROTATION: - Training and Promotions Marketing Specialist: Development and implementation of the annual marketing training program – via on/offline platforms and in loco training – and promotion calendar for the indirect channel trade and end consumer. Main responsibilities: strategy, metrics, learning program (tools and content), market research, communication material focused on brand preference, usage, sales increase and unique customer journey. - Trade Marketing Project: Development and implementation of the project, supporting a team of 5 members, with a deep understanding of the indirect channel structure, routines, point of sales activation, engagement and metrics’ analytics, and loyalty programs engagement and results. - Indirect Channel Marketing Analyst: Go-to-market research and strategy for developing the Shell distributors’ marketing implementers team, supporting business plans for Independent Workshops and Retail Sites.

Incentive campaigns and promotion tracking and support; market data reports and analysis.

- Reverse logistics project on contracting and procurement area: completion of the study on economic, security and environmental feasibility for a new partner on reverse logistics process for used oil collection and market research for reverse logistics solutions and legal regulation.