Antenor Paglione

Have already invested in 26 startups in Brasil and USA with two very positive exits (8 MOIC and 5 MOIC)

Responsável pela organização comercial da Fortinet no Brasil em um período de forte expansão do mercado de cibersegurança. Liderança de equipe de vendas de alta performance em contexto competitivo e regulatório crescente. Durante o período crescemos a receita da operação em mais de 10 vezes a quota inicial com performance média nos 40 quarters acima de 100%. · Crescimento de receita consistente ao longo de 10 anos em segmento de alta complexidade técnica (enterprise cybersecurity) · Gestão indireta de canais, parceiros e grandes contas (financeiro, telecom, governo) · Participação ativa no ecossistema de inovação e investimento em tecnologia — base para atuação atual em conselhos consultivos de empresas de tech.

Veículo de consultoria independente para engajamentos de interim management e advisory.

Member of the Board of Directors.  Responsible for the entire sales organization with branch offices spread all over the country. These organizations are responsible for selling the entire company portfolio such as projects, solutions and managed services. Have also responsibility for Business Development, specifically in IoT (Smart Grid, Smart Cities) for the Utility Sector, government, as well as some qualified private companies such as Banco do Brasil, Petrobrás, Banco Itau, Banco Bradesco, IRB, Furnas, among others

 Member of the Board of Directors and Statutory Director. "Apoiei o CEO e acionistas no processo de venda da operação brasileira à OpenGate Capital e na integração pós-M&A."  Active participant of the executive team that turned around the company from a voice telephony system manufacturer (TDM) into one of the largest system integrators in Brazil.  Responsible for the entire sales organization with six branch offices (SPO, Campinas, RJO, POA, CTA, BSA) and Sales Channels around the country. These organizations are responsible for selling projects, solutions and managed services.  Responsible for a joint cloud business offer with Cisco Systems (CaaS – Collaboration as a Service).  Advisory member at Cisco Partners Operations Advisory Board (POAB) and Cisco Services Partners Advisory Board (SPAB).  Responsible for the development of new offers and the management of an ecosystem of partners such as Cisco, AASTRA, Extreme, Fortinet, Microsoft, among others.  Successfully managed the sales organization restructuring that promoted 94% growth in Sales/Gross Profit (FY2011-FY2013) above the target. I have under my direct report six directors and four senior managers.  Actively participated at turning around the company and the selling process of the Brazilian Business to OpenGate Capital (www.opengatecapital.com) and supported the CEO and shareholders to integrate Damovo, Sopho and Getronics into one company.

DIMENSION DATA (www.dimensiondata.com) : March 09 A specialist IT services and solution providers that helped clients plan, build, support and manage their IT infrastructures, positioned at the forefront of networking and communications in 47 countries around the world with Global 2009 revenues of $4.0 billion Senior Sales Director  I successfully managed the sales organization restructuring that resulted in creating two different areas: one focused on network integration and other focused on Managed Services and Strategic Services. I had under my direct report three directors and 16 account managers. This new structure was responsible for 40% growth in Sales/Gross Profit in FY- 2009 and 20% in FY-2010 (first two quarters) above the target. I’ve also implemented the Alliances Management Department to manage alliances with key industry vendors e.g. Cisco, Bluecoat and Microsoft.  My responsibility included sales and Go To Market (GTM) strategy in four different market offers: Network Integration (Cisco’s gears); Data Center (turn key offers); Managed Services (Maintenance, Assessments, Security, and web applications) and Strategic Services (IT outsourcing).  I was also appointed as a Member of global leadership team. I traveled to South Africa, together with 60 other global leaders, to participate at the launching of Dimension Data Strategic Planning Process FY11-FY18 (seven years view).

Consultorias de Vendas em Startups, Conselheiro em Startups (3) e empresa de médio porte (1)