Renata Faro

• Indirect channel management in partnership with the regional sales team • Activation and engagement of strategic partners focused on Oracle Cloud (Apps) • Development of demand generation actions with partners • Sales cycle follow-up and support in business case creation • Direct relationship management with C-Level executives and stakeholders • Organization of partner events and marketing initiatives • Ensuring compliance and managing contracts and commercial transactions

• Strategic management of Enterprise customer relationships, with responsibility for presenting, negotiating, and supporting the adoption of Microsoft Unified Support solutions. Focused on Customer Success, ensuring comprehensive technical support, optimized use of Microsoft technologies, enhanced IT environment health, and maximized return on investment (ROI). • Consultative selling and prospecting of Microsoft Unified Support solutions, tailoring proposals to each client’s industry, business needs, and digital transformation goals. • Active collaboration with internal teams and business partners to identify, qualify, and drive new support opportunities and generate high-value strategic leads. • Acceleration of cloud solution adoption and support service growth, through value demonstrations, tailored commercial proposals, and the development of structured deployment roadmaps. • Business needs assessment and technological readiness analysis, delivering customized solutions aligned with both client objectives and Microsoft’s strategic priorities. • Design and execution of go-to-market strategies for high-impact and strategic deals, working closely with negotiation teams and ensuring stakeholder engagement at all levels. Key achievements in the role: successfully met commercial targets; converted 70% of contracts to multi-year agreements; achieved 100% contract renewal rate; included security packages in all new and renewed contracts.

• Leadership in strategic projects with direct involvement in high-value accounts in Brazil and Latin America, negotiating with C-Level executives to drive regularization through technological solutions. • Direct contribution to significant revenue growth, achieving results in the millions of dollars through product and service positioning and expansion initiatives. • Coordination of audits and projects with the largest global consulting firms (Big Four), ensuring precise, efficient, and commercially impactful results. • Pioneering the implementation of operations in Brazil, structuring processes, defining standards, and establishing the regional operational base. • Execution of over 320 projects/audits in Brazil and Latin America, with a strong focus on efficiency, standardization, and scalability. • Remote management of multidisciplinary outsourced teams, promoting high productivity and consistent deliveries. • Negotiation and resolution of complex scenarios with clients of all sizes, from small businesses to large multinational corporations. • Continuous alignment with global teams in Europe and Asia, contributing to the execution of international strategies and process standardization.

• Leadership and implementation of compliance programs across Brazil, Mexico, and the United States, ensuring adherence to local and international regulations for software developer clients. • Oversight and execution of enforcement actions, safeguarding clients' intellectual property rights. • Coordination of in-depth investigations to identify and leverage business opportunities for clients, delivering strategic solutions. • Team management, fostering a collaborative and high-performing work environment. • Monitoring and facilitation of compliance regularization through local partnerships, ensuring the successful closure of processes.

• Point of contact between ABES and BSA, ensuring operational alignment and shared goals. • Led innovative projects focused on driving organizational growth, operational excellence, and long-term impact. • Oversaw anti-piracy and entertainment initiatives, promoting copyright protection and safeguarding market integrity. • Organized and managed educational events in 66 cities across Brazil, training public officials and students on the software industry landscape and the negative impact of piracy — including presentations on market trends and insights in Brazil. • Delivered engaging and insightful keynote presentations on emerging challenges and opportunities within the software industry. • Served as Vice President of the Steering Committee for the "Escola Legal" Project — a co-led initiative by AMCHAM, promoting legal compliance and ethical software use in educational institutions.

• Responsible for the preparation of technical analyses, management reports, and performance indicators tracking, ensuring operational efficiency and alignment with public policy standards. • Actively contributed to high-impact projects, such as the deactivation and demolition of the Carandiru Penitentiary Complex, providing technical expertise in problem-solving and strategic decision-making. • Managed the budget allocation of federal funds from the Ministry of Justice, ensuring proper investment application in line with legal requirements and governance principles. • Strong experience in vendor negotiations, stakeholder engagement (including coordination with local government leaders), and project timeline oversight, securing on-time delivery and compliance with contractual milestones.