Claudio Bessa Do Sacramento

Principal Latin America Ecosystem Engineering Leader – IBM Technology

2021 - Current

As a leader in the Global Sales organization, created the strategy, design, and execution plan for the Latin America Build Labs organization that delivered high-value services to high-growth partners. * Transformed the team to embrace a revenue-driven culture that delivered joint success and growth for the ecosystem partners and IBM. * Instituted programs and metrics for the team that fostered innovation and skill building for Hybrid/Multi-Cloud & AI and Generative AI technologies.

IBM Head ISV/Build and Services Partners & Chief Developer Advocate for Latin America

2020 - 2021

I am responsible for IBM’s Latim America sales team for independent software vendors (ISVs & CSPs, SI and GSI) which has a significant contribution in the IBM’s revenue. I also manage the key partnerships with the academia, venture capital, startups, developers communities which comprise IBM’s industry-leading ecosystem of influencers, and is focused on critical areas of business ecosystems like big data, cloud, mobile, social, and analytics. It is estimated that these segments represent in excess of half a trillion dollars of opportunity by 2015 globally.

Head of Developers Ecosystems and Technology Service Provider at Digital Sales; IBM Latin America

2017 - 2020

Responsible for Developing the Developer Ecosystem in LATAM and responsible for managing the Sales team focus on the Technology Sales Provider Companies in LATAM Managed P&L, 3 direct reports that was responsible for the 3 cluster in LATAM (Mexico, Brazil and SSA), matrix responsibility for over 20 professionals. Provide sales leadership to geo sales. Work with ISVs, MSP and SI to build innovative AI product offering since this brand is the most representative for this ecosystem of partners. - Co-create embedded AI products with hyper-growth AI ecosystem companies for right product-market fit. - Lead AI architects by defining strategy, representing product & engineering, scoping experimentation and driving intuitive design. - Lead growth by bringing forth unique and break-away methodologies. Create new ML approaches by applying deploy models in products, services & devices. Mentor ISVs, MSP and SI team for their annual strategic plan. Focus Areas- Consumer Behavior, Marketing Analytics, Dynamic Pricing, Deep Learning, Testing, AI Governance for right product-market fit. - Lead AI defining strategy, representing product & engineering, scoping experimentation and driving intuitive design. • Results: within 3-year period grew Cloud Data and Platform 4% YOY. • IaaS Infrastructure as a service result: o 105% revenue target 2018. o 130% revenue target 2019. • Grew hardware sales 58% YOY which was 112% of target.

Head of Ecosystem Developement in Cloud Business Unit

2014 - 2017

Lead IBM’s LATAM IBM Cloud Channel Sales & Business Development. Responsible for IBM’s Latin America relationship with independent software vendors (ISVs) and key influencers like academia and venture capital communities. Current mission is create and to refocus strategic relationship and field execution around critical growing areas as Big Data and Analytics, Mobile, Social and Cloud to drive adoption of IBM technologies and services

Head of ISVs and Developer Relation for Latin America Software Group

2012 - 2014

Responsible for create and accelerate the embedded IBM software technology solution in the Academia, Developer Application Companies and Startups in Latin America focus on the major technologies like Data & AI, Social, WebSphere, Automation and Infra-structure like IBM PurSystem. For the Developer Application Companies the most received technology that I had been worked was work with Data & AI for customer marketing analytics and social media domain. Built products encapsulating solutions like DMA (Direct Marketing Analytics), Dynamic Pricing, customer profiling, predicting behavior & optimizing Right offer for Right customer at Right Time over Right Channel.

International Operation and Business Officer

2009 - 2011

In charge of the International P&L: Main responsabilities: diagnosis, product localization, technical service implementation and consolidation plan, transformation (turnaround), and expansion of TOTVS’ internationally with 3 GM reporting to me. The geographic scope: - Southern Cone of Latin America: Argentina, Uruguay, Paraguay, Chile, and Bolivia; - Northern Cone of Latin America: Mexico, Colombia, Peru, and Ecuador; - Portugal and Angola. Summary of the Activities and Achievements: • Annual strategic and financial planning; • Analysis of the adherence and competitive edges of the products to the countries and evolution actions; • Analysis of the actual potential of the regions and competition; adequacy of technical product offering and pricing to the market needs; • Redefinition of the go-to-market strategy of the regions and diversification of the actions for opportunity generation in the countries; • Review and adjustments of the alliances and partnerships in the countries; • Opening new channels in Latin America: franchises in Argentina, Uruguay, Paraguay, Colombia, and Mexico; • Structuring and startup of the operations of the branch office TOTVS Portugal (Lisbon) and franchised channels TOTVS North Portugal (Braga), and TOTVS Angola (Luanda); • Implementation of a new business methodology and dynamics (goals, fixed & variable compensation, and bonuses); • Detailed control of the indicators and sale results (visits, pipeline, forecast, analysis of account profits and losses); • Management of services, including ERP consulting and implementation, customization, post-deployment support (help desk), software factory and customer Education. Leader of international (Latin America, Portugal) team with approximately 600 professionals, including 3 directors, 10 managers, project managers and ERP consultants. • Distribution, Channels, Alliances, and Partnerships: • Strategy, models, and evolution of the distribution, channels, alliances,partnerships and Aquisition

Member of the Strategic Corporate Commitee

2007 - 2011

The committee has the responsibility to study, discuss, evaluate, propose and follow the Macros Guidelines Corporate Strategy

Marketing, Global Alliance and Business Development Director

2007 - 2009

•Responsible for Marketing, Global Alliance and New Business Develoment consolidation after the 22 aquisition that the company made. Direct report for the TOTVS CEO

International Business Director

2005 - 2007

Corporate Marketing,Communication and Business Development Director

1996 - 2005

•Brand development, advertising strategy and advertising revenue. Developed brand strategy in medias above and bellow the line and statistics systems. • Continued group’s Marketing evolution in Brazil and abroad; • Branding, positioning, identity and architecture of brands; • Strategy and management of media campaigns, digital marketing, and lead generation; • Open and closed, national and international, physical and digital events; • Marketing technologies and tools; • UX, CX, and Customer Success; • Press relations office and communication crisis management. •Strategic Consulting, including business plan & sales strategy development. •Advising new businesses that could make a real value proposition for the corporations and business structures, drafting privacy policies and structuring commercial transactions. •Generated a marketing one to many strategy. Today one of the main pillars to achieve the goals of the company. • Create e operate the Global Alliances team Direct report for the TOTVS CEO

Marketing and Business Development Manager

1993 - 1996

•Brand development, advertising strategy and advertising revenue. Developed brand strategy in medias above and bellow the line and statistics systems. •Build the Digital Marketing strategy •Strategic Consulting, including business plan & sales strategy development. •Advising new businesses that could make a real value proposition for the corporations and business structures, drafting privacy policies and structuring commercial transactions. •Generated a marketing one to many strategy. Today one of the main pillars to achieve the goals of the company. • Create and operate the Global Alliances team . Create and implement the channel strategy based in a franchising model for all over Brazil and Latin America

Senior Account Manager and Developer

1991 - 1993

Responsible for Developed the ERP application and also sell the solution as a Senior Account Manager for Small, Medium and Enterprise Accounts.

Taekwondo Black Belt Professor

2001 - 2009

Professor

1990 - 2004

Marketing Professor - Focus on Business Intelligence Author of Marketing B2B from Editora Makron Books and Marketing Business to Business from Editora Saraiva

Gerente

1990 - 1991

Developer WordStar product, Pre-Sales and Sales person responsible for the main area of Sao Paulo, City.