Marcelo Gonçalves

Lead global sales and GTM strategy: set revenue targets, define market segmentation, and develop market‑entry plans for key regions, aligning direct channels and partners. Develop strategic partnerships: identify, negotiate, and manage alliances with OEMs, distributors, and technology providers to expand reach and accelerate technology adoption. Build and develop high‑performance teams; manage data‑driven commercial operations: implement forecasting processes, KPIs, and tools to optimize pipeline conversion and shorten the sales cycle. Drive growth and product innovation initiatives: collaborate with product, engineering, and marketing to prioritize roadmaps, validate value propositions, and capture new market opportunities. Own product growth strategy for AI: integrate hardware and software development teams with the global sales organization to scale AI product adoption.

Responsible for developing and executing the sales strategy for the region (Latin America, the United States, and Canada). Identifying opportunities and acquiring new clients, with a focus on innovative technologies aligned with digital transformation. Product enablement across a wide range of solutions, including Notebooks, AIOs, Mini PCs, Rugged Devices, Tablets, POS systems, IoT, Artificial Intelligence and Virtual Reality, catering to various market segments in collaboration with multiple ODM partners and chip manufacturers (AMD, Intel, Qualcomm, ARM, etc.). Managing, coordinating, leading, and developing the sales, product, and technical teams across Asia and the Americas.

Lead the ecosystem enablement of AI-powered PCs across strategic LOEM accounts in Latin America, the USA, and Canada. Drive the development and execution of Chinese and Taiwanese ODM strategies, ensuring successful matchmaking and accelerated time-to-market readiness for key Intel PC platforms. Serve as the strategic voice of the customer, providing critical insights to the Business Unit (BU) category and Client Group. Additionally, lead the channel strategy through innovative marketing programs and support key sales opportunities across the region.

Gerenciei a capacitação do ecossistema para PCs, Servidores, IoT e Componentes no Brasil. Fui membro do Channel Client Group (CCG) mundial, conectando estratégias globais de canal e prioridades, programas de escala de canal regional e execução em países e territórios. Desenvolvi planos de engajamento de conta / C-level para introduções e transições de tecnologias e plataformas chave e agreguei esses planos em nível regional para comunicar status e necessidades. Liderei o engajamento regional com ODMs de placas-mãe, alinhando investimentos conjuntos e desenvolvendo planos de co-promoção e co-marketing. Fui ponto focal para atividades de ecossistema, incluindo plataformas ODM, pipelines de design com fabricantes locais (LOEM), escalonamento de negócios, e matchmaking de contas + ODM com ecossistemas taiwaneses e chineses. Capacitei Chromebooks e apoiei os fabricantes locais no Brasil. Foco em educação e governo. Recebi reconhecimento dentro da unidade de negócios em relação ao desempenho excepcional em negócios governamentais chave na região, com mais de 6 milhões de PCs e quase $73M em receita de CPUs (Argentina: Connectar Igualdad, Colômbia: CPE, Brasil: Prodesp, FNDE, Caixa EF, Banco B., Min Eco). Possuo espírito empreendedor e capacidade de trabalhar de forma independente ou em grandes times, identificando novas oportunidades de mercado e executando estratégias sem supervisão, resultando em lançamentos de produtos bem-sucedidos e crescimento dos negócios.

• Head of ecosystem enabling for Internet of Things (IoT), Client PCs (Desktop, Gaming PCs/Notebooks, 2in1s, Consumer and Business Notebooks, Chromebooks, Small Form Factor PCs), Servers (Cloud, back end, Data Center) and Components (Mother boards, Memory Storage Devices) for Brazil. • China/Taiwan ecosystem matchmaking coordination with local accounts for local production with PPB. • Management of IoT Enabling programs and IoT partners for Brazil. Lead on IoT plan for Brazil for marketing and sales. • Head on new projects and products development for local market, coordinating BU support and Taiwan/China tech ecosystem and NRE usage. • Main Influencer on technology adoption with Intel partners driving sales through local OEMs and Channels. • Field sales engineer/ Account manager of 3 IoT accounts. Responsible for sales and marketing plans aligned with Intel objectives, project execution and business strategy.

• Sales development for AIO PCs, Notebooks and 2in1 Mobile. • Implementation of new technologies in Latin America for LOEMs and MNCs. • Bridge to Chinese ecosystem in China and Taiwan. • Supporting, managing and executing acceleration programs for technology implementation and platform transition. • Coordination of local sales strategy with business unit, pricing and development teams to support Latin America sales organization.

• Management of the most important product line for Intel worldwide in Latin America, the Core Processor family for desktop and notebook with objective to increase overall ASP for the region. • Coordination of marketing teams over Latin America to product launch and got to market strategy. • Field support with top account interaction and consumer marketing team engagement to retail campaigns. • Sales target definitions for consumer and business market segments, brand awareness development and IDC/Gartner market analysis to track performance and better understand market movements and new opportunities.

• Responsible for all notebook strategy in Latin America, since enablement of customer and ecosystem, product definition and messaging. Formulating and reviewing strategic long range plans, goals, and objectives • Forecast and retail cycles synchronization with the factory teams, pricing analysis and price definition for mobile CPUs for whole region, price negotiation support to sales team for government bids. • Collaboration with internal development teams and customers to determine and fulfill platform requirements adapted to each country laws / industry specifics. • Promote the resulting solutions through co-marketing activities including collateral, white papers, seminars, joint tradeshow demonstrations and others.

• Responsible for all server product strategy in the Latin America’s RCO (Reseller Channel Organization) • Some of the major responsabilities included (but not be limited to): - Completing roadmap adjustments to the region and set of reseller milestones based on it. - Definition revenue targets and strategy/planning to achieve them - Engagement with customers to determine and fulfill platform requirements. - Development of platform collateral sales training and product promotions. - Launching new platform solutions into the market. - Conducting competitive product/pricing analysis and market research - Collaborate with other server divisions, strategic planning, and integrated actionswith marketing teams.

• Responsible for driving design-win and/or design-in projects in Brazilian accounts related to product development market launch and support to sales teams. • Align customer with Intel roadmap, clearly understand competitor's strength/weakness and provide timely solution to roadblocks for technology implementation. In addition, through understanding of both ODM and/or OEM and channel model biz, influence internal and external management team. • Manage the project to be successful by providing design assistance throughout whole platform development cycle to ensure customer can launch their platform on time without any technical gating issues. • Deliver of training, seminars for Internal and external audience + support to marketing team for technical aspects and platform value proposition.

• Technical and Pre Sales support to the business development organization by influencing top 30 accounts in different market segments to adopt Intel technology and accelerate platform transition process. • Developed a clear understanding of key business applications and solution stacks. • Market Development activities, providing training to fellow traveler's field sales teams to ensure consistent messaging and positioning of products based on Intel architecture and software partners. • Built deep relationships with key contacts and become the trusted advisor within accounts. OEM and end user interaction for joint projects and opportunities.

• Management of sales office in Mercosur Region. • Coordination of Application Engineer team, training Activities in LAR and marketing campaigns. • Implementation of new channel members program.

• CAD/CAM operator. Projects detailer drawer to mechanical stamp manufacture and production management • Mechanical drawing supervision and operation • Support to C.N.C CAD/CAM systems and Wire EDMs program development. • Product Development Support to customer’s engineering and design team.

• Mechanical stamp manufacture company with 8 employees. Main customers: Valtra Valmet, Yamaha, Whirpool. • Responsible for all administrative services and CAD/CAM solutions.