Emerson Santos 💭

I help companies turn data and artificial intelligence into smarter decisions, more efficient operations, and sustainable growth.

- Led organizational development initiatives aligned with the company’s growth strategy, fostering a culture of innovation, collaboration, and high performance. - Led commercial performance governance and revenue predictability initiatives, designing commission structures, customer segmentation, forecast rituals, margin protection gates, and clawback policies. - Reduced time-to-hire by 63% (38 to 14 days) and lowered cost per hire from R$30K to R$1,029, strengthening efficiency, retention (93.8%), and organizational discipline. - Implemented job architecture, HR technology stack, and scalable variable compensation models aligned with CAPEX and HaaS structures, reinforcing sustainable and profitable growth. - Partnered with executive leadership to align people strategies with business objectives, supporting organizational scalability and transformation. - Developed leadership capabilities, performance management practices, and employee engagement initiatives to strengthen team effectiveness and business outcomes. - Drove change management and cross-functional collaboration in projects involving Artificial Intelligence, IoT, Telemetry, and Digital Transformation. - Established frameworks for talent development, succession planning, and organizational effectiveness, contributing to sustainable growth and operational excellence.

- Led national B2B and B2B2C expansion strategy, driving executive negotiations, channel activation plans, and partnership rollouts. - Opened 130+ new distribution points, expanding presence across North, Northeast, and Midwest Brazil, delivering +10% incremental revenue and transaction growth. - Established governance metrics focused on activation, retention, conversion, and operational efficiency across retail, SMB, banking, and fintech segments.

Focused on lead generation and consultative sales of ERP for e-commerce, catering to startups and large accounts. Marketed a solution integrated into the Mercado Livre ecosystem, connecting hubs, marketplaces, payment gateways, and logistics for operational transformation proposals. Managed the complete sales cycle until handover to operations and go-live, ensuring alignment between commercial expectations and delivery. Utilized Salesforce and SuccessFactors with a process-oriented approach, focusing on commercial performance and disciplined pipeline management. Delivered an average of five contracts per month, achieving between 80% and 120% of goals, strengthening networking and continuous business development.

Focused on selling Business Intelligence, Analytics, and Data Integration solutions of the Qlik platform, supporting large enterprises in data-driven transformation initiatives and strategic account expansion. Developed new business in Business Intelligence, Analytics, and Data Integration for large companies, expanding commercial presence in new segments and strategic accounts. Opened and managed accounts such as Marfrig, Danone, Rommannel, Editora Abril, and TV Globo, identifying opportunities related to analytics, governance, and data-driven transformation. Led executive presentations, workshops, and negotiations with technical and pre-sales support, enhancing the use of the Qlik platform and strengthening commercial partnerships.

Responsible for managing and expanding a portfolio of corporate clients, identifying business opportunities across the entire TOTVS solutions ecosystem. Worked within the TOTVS ecosystem, including Protheus, RM, and Datasul ERPs as well as Analytics, CRM, HR, Fiscal, Logistics, Manufacturing, and Finance solutions, connecting business needs to the most relevant offerings. Executed upsell, cross-sell, and retention strategies with business and technology executives, increasing account value and deepening relationships with corporate clients. Expanded the customer base by identifying new business opportunities and strengthening strategic accounts throughout the relationship lifecycle.

Completing the Professional Certificate in Digital Transformation from MIT Professional Education has equipped me with a comprehensive skill set to lead strategic initiatives and drive innovation in the digital era. This intensive program enabled me to develop mastery in digital transformation strategy, innovation leadership, data-driven decision-making, agile methodologies, emerging technologies, and organizational change management. Hands-on projects and real-world case studies allowed me to align cutting-edge technologies with business strategy and foster a culture of continuous innovation. The program emphasized agile methodologies and data-driven decision-making to effectively manage organizational change and drive sustainable digital transformation.

Executive education focused on strategic leadership and people management. Development of competencies in organizational culture, competency-based management, employee engagement and climate, alongside fundamentals of finance, marketing, and innovation applied to HR. Emphasis on digital transformation, ESG, adaptive leadership, and data-driven decision-making. Prepares leaders to drive change, boost performance, and align strategy with human capital.

Completed a four-year Bachelor’s in Business Administration program at PUC-SP, one of Brazil’s most respected universities. • The program’s rigorous, multidisciplinary curriculum covered core areas including management, finance, marketing, economics, human resources, and strategic planning. • Coursework emphasized ethical leadership, critical thinking, and understanding the socio-economic impact of business decisions.

Bachelor’s Degree in Psychology – Universidade Anhembi Morumbi (5-year, 10-semester program) • Curriculum: Comprehensive study of clinical, cognitive, developmental, organizational, and social psychology. • Practical Training: Hands-on clinical practice through the university’s Integrated Health Center (CIS - Integrated Health Center), working directly with real patients under supervision. • Academic Rigor: Rigorous coursework taught by experienced faculty. • Degree Earned: Bachelor’s in Psychology.

Active member of the AAA Innovation Lifelong Leaning Platform, in topics related to business, innovation and technology, with instructors Ricardo Amolrim, Allan Costa and Arthur Igreja and experts In Hsieh, Dado Schneider and Edson Mackeenzy.