Marcelo Cuntin Villar
Director, Sales & Business Operations at Podesubir- Claim this Profile
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Portuguese Native or bilingual proficiency
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English Native or bilingual proficiency
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Spanish Native or bilingual proficiency
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French Full professional proficiency
Topline Score
Bio
Credentials
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Cognitive Delivery Foundation
IBMJun, 2017- Nov, 2024 -
Telecommunications Insights & Solutions (Silver)
IBMJun, 2016- Nov, 2024 -
Travel & Transportation Insights & Solutions (Silver)
IBMJun, 2016- Nov, 2024 -
Sr. Certified Complex Programs Director
IBMJul, 2013- Nov, 2024
Experience
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Podesubir
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Brazil
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IT Services and IT Consulting
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1 - 100 Employee
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Director, Sales & Business Operations
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Jan 2022 - Present
Director and equity partner in an IT Access Control platform startup, responsible for business operations, marketing, business development and sales. Director and equity partner in an IT Access Control platform startup, responsible for business operations, marketing, business development and sales.
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Sabbatical
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Health, Wellness & Fitness
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1 - 100 Employee
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Sabbatical
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Oct 2019 - Sep 2020
Taking time off to be with my family, study, exercise and travel. Reading and learning is a basic need in my life - having time to read and study as much as I wish is pure joy. I'm also restrained in work options due to a non compete agreement. Taking time off to be with my family, study, exercise and travel. Reading and learning is a basic need in my life - having time to read and study as much as I wish is pure joy. I'm also restrained in work options due to a non compete agreement.
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IBM
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United States
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IT Services and IT Consulting
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700 & Above Employee
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IBM GBS Partner, IBM Brazil
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Aug 2019 - Oct 2019
Led a Digital Strategy & Enterprise Transformation program for a Digital Banking client, while phasing out from a 27 years journey at IBM.
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Digital Strategy & Interactive Experience Leader, IBM Brazil
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Jan 2018 - Jul 2019
IBM Consulting Partner and Brazil Leader for Digital Strategy & Interactive Experience (DS&iX), one of the four Growth Plaftorms of IBM Services Consulting business (GBS). Worked at the intersection of strategy, innovation, creative vision, and transformational technology to reinvent businesses by design, leveraging industry insights, Design Thinking, business and digital strategy capabilities, Agile and disruptive technologies. Responsible for Signings, Revenue, Gross Profit, Quality Delivery, Client Satisfaction and Team Utilization for the Growth Platform, delivering double digit growth in all financial metrics. As the DS&iX Leader, Marcelo helped clients reimagine how their organisations innovate, operate, and engage with their customers, employees and ecosystem using digital and emerging technologies, offer new experiences, develop new and disruptive focus on business model innovation and market activation, and accelerate the build of new expertise and new ways to work. Practices under his leadership were: Digital Business Strategy, Connected Operations Strategy, Tech & Data Strategy, Talent Reinvention Strategy, Customer Engagement & Design, Salesforce, Digital Commerce, Marketing and Mobile. Show less
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Salesforce Practice Leader, IBM Latin America
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Jan 2018 - Jun 2019
Jumpstarted and led the IBM Salesforce Practice in Latin America, leveraging IBM’s acquisition of Bluewolf, one of the leading Salesforce Consulting firms globally. Defined and executed the strategy for the region, focusing on becoming the leading strategic enabler of complex, industry specific and multi-Cloud CRM transformations, leveraging SFDC and its ecosystem partners. Combined the knowledge of our clients and their industries, with expertise on Salesforce , Sales and Service CRM, Marketing, Commerce, Analytics and Cognitive; on Digital Experience & Strategy; and on Complex Systems Integration and Agile@Scale to design and deliver Multi-Cloud and Industry Cloud projects. By the end of the first year of the LA Practice, it already represented 40% of the Signings and 15% of the Revenue of the DS&iX Growth Platform in Latin America. After 18 months, the IBM Salesforce Practice in Latin America is already a leading player, responsible for and successfully delivering the largest Multi-Cloud and Industry Cloud / Vlocity program in the Region. Show less
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Digital Strategy & Interactive Experience Leader, IBM México
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Jan 2017 - Dec 2017
IBM GBS Partner and DS&iX Leader for México. Responsible for Signings, Revenue, Gross Profit, Quality Delivery, Client Satisfaction and Team Utilization for the Growth Platform, surpassing all other combined DS&IX businesses in the Region in all metrics in the FY 2017 LA results.
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Cognitive Process Transformation CoE Leader, IBM México
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Jan 2017 - Dec 2017
Led the Cognitive Process Transformation CoE for IBM México, with the mission of supporting on solutions design, deployment of delivery frameworks, review of solutions and projects, and engagement with clients on the envisioning and design of their Process Automation and Transformation initiatives, and on the adoption of Process Automation, Analytics & Cognitive Process Transformation technologies.By the end of 2017, IBM México had become the Latin America reference in Process Automation & Transformation, with a large portfolio of Banking and Telecom clients, and +150 Process Consultants and Specialists. Show less
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Consulting Services Solutions Leader, IBM Latin America
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Sep 2015 - Jun 2017
Responsible for the design, architecture, project planning and final approval of complex Consulting solutions across the region. Solution frameworks, estimating techniques, and a local & global team of Sr. IT architects, Sr. solution managers, Sr. project managers, industry and domain experts were leveraged by the CS Solutions Leader to design, review and propose solutions that met client's and IBM's expectations of value, delivery excellence and effective risk mitigation.
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Digital Service Line Leader, IBM México
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Jan 2016 - Dec 2016
Responsible for one of two Service Lines under GBS (IBM's Consulting Services business). Digital Services encompassed the Interactive Experience / IBM Studio services; Digital Strategy; Commerce and Customer Platform solutions; Digital Marketing; Mobile solutions; Cognitive & Analytics solutions; Digital Operations; Process Automation & Transformation; Enterprise Content Management; and Talent & Change Management. The Digital Service Line worked in the intersection of Digital and Industry expertise, leveraging IBM Consulting experts in Banking, Insurance, Consumer, Retail, Telecommunications and other major industries. Managed a highly skilled team of Consultants, Experience Designers, IT Architects and Cognitive Experts with the aim to help clients transform & evolve their digital and cognitive capabilities. After one year, Digital Services México was larger and more profitable than the combined Digital Services business in Brazil and Spanish South America. Show less
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Interactive Experience & Mobile Service Line Leader, IBM Latin America
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Jan 2015 - Dec 2015
Responsible to jump start IX&M, one of the four Service Lines in IBM's GBS business in Latin America. The Service Line encompassed Interactive Experience / IBM Studio services, Digital Strategy consulting, Commerce and Customer Platform solutions, Digital Marketing, and Mobile solutions. As the LA IX&M Leader, Marcelo led a team of UX designers; digital strategy consultants; customer experience & analytics, mobile, commerce and marketing consultants; and digital architects. Measured on delivery excellence, client value & satisfaction, talent management, sales and P&L. Responsibility included the management and growth of IBM's strategic partnerships with Apple, Twitter and Facebook. Show less
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Cloud Services Leader, IBM Latin America
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Jan 2015 - Dec 2015
Responsible for business strategy, offerings development & deployment, business development, solution design, and team enablement for GBS's Cloud Solutions in Latin America. Managed a team of Cloud Solution Managers, Cloud Architects and Consultants, and worked with Service Line and Industry teams to design and integrate Cloud capabilities and services in IBM's Consulting and AMS solutions. Offerings and solutions included Cloud Strategy & Advisory Services, DevOps, IBM Bluemix Services, Cloud Business Solutions and Hybrid Cloud Solutions. The role was measured on signings / sales and revenue delivered. Year to year growth achieved in Signings and Revenue exceeded 150%. Show less
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Sr. Client Partner and Program Executive, IBM Brazil
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Aug 2012 - Dec 2014
Sr. Project Executive and Client Partner, responsible for the largest Retail transformation program in IBM Latin America, and for all IBM lines of business engaged or to be engaged in the client. Managed an enterprise-wide transformation program encompassing Retail & omni-channel strategy, e-commerce, analytics, marketing, CRM, store operations, warehouse management, back office solutions, and change management, as well as IT and Telesales operations for this client. A comprehensive set of omni-channel, digital, core Retail, analytics and back office solutions was deployed during 3 years, in support of business growth and profitability, leveraging platforms and solutions from IBM, SAP and others. Managed a team of 200+ consultants & IT specialists who worked in the client's transformation, IT and Telesales operations. Show less
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Director of Operations, GBS Brazil
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Jan 2012 - Jul 2012
Responsible for Global Business Services operations in IBM Brazil, with P&L, growth and team management responsibilities. Led GBS operations in IBM Brazil in a period of profound transformation of the business, including the development of new areas and opportunities. Results achieved included triple digit signings growth, and consistent revenue & profit improvement (quarter to quarter and year over year).
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Applications Management Services Leader, GBS Latin America
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Jan 2010 - Dec 2011
Responsible for Application Management Services for GBS Latin America, leading an organization of approximately 6,000 professionals serving LA and global clients. Scope of services included design, build and manage of projects and programs in custom and package applications. Measured on P&L (Revenue, Gross Profit, Ebitda), Signings, delivery metrics and client satisfaction. Delivered high double digit growth in Signings and Revenue year over year, and achieved all other metrics. Show less
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Sales Director & Large Deals Leader, GBS Latin America
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Jan 2009 - Dec 2009
Responsible for large deals in GBS Latin America and for sales of Application Management Services.Led a team of Business Development Executives, Complex Sales Executives, and Solution Leaders across all LA markets, working in all large GBS and AMS deals. Grew signings triple digit year over year, taking the revenue backlog to a level never achieved until then.
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Director, Applications Services Delivery, GBS Latin America
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Oct 2005 - Dec 2008
Responsible for Application Services delivery for Latin America clients and for delivery for Global clients;Led an organization or approximately 4,700 professionals, serving LA and global clients; Measured on Revenue and Gross Profit, delivery quality metrics and client satisfaction. Delivered double digit growth in the financial metrics every year, and consistently achieved all quality metrics.
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Sr. Project Executive & Client Director
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Jan 2005 - Jun 2006
Sr. Project Executive & Client Director for Unilever Latin America, responsible for all IBM's businesses and projects with the Client. Major projects included a large HR transformation & outsourcing program for the region, an ITIL implementation project, a Siebel CRM implementation, and an IT Service Desk outsourcing.
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Director, Business Transformation Outsourcing, GBS Brazil
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Jul 2005 - Feb 2006
Responsible for IBM's Process Outsourcing business in Brazil, from sales to delivery, in its inception, and measured on P&L, Signings, Delivery Quality and Client Satisfaction. Successfully turned around four large programs with major delivery problems, achieving the required financial metrics and client satisfaction, while building the foundation for the sustainable and profitable growth of the business.
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AIS Leader, IBM Latin America
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Oct 2004 - Jun 2005
Led the newly created Applications Innovation Service Line for GBS Latin America, responsible for sales, solution and delivery of Systems Integration, Application Development, Applications Integration, BPM and Portal projects in the region, while helping design the organizational and operating model for the new, global Application Services organization to be announced by year end 2015. Responsible for signings, revenue and gross profit of more than 50% of the IBM Consulting (BCS) business in Latin America at the time. Show less
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Business Consulting Services Leader, IBM Brazil
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Oct 2002 - Sep 2004
Led IBM's Consulting business in Brazil for three years, overseeing the integration of PwC Consulting after its acquisition by IBM. Measured on Signings, P&L, Delivery & Quality metrics and Client Satisfaction. At the end of my tenure, the business had grown 140%, positioning IBM as one of the two leading Consulting firms in Brazil.
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BIS & AMS Executive, IBM Brazil
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Jan 2002 - Dec 2002
Led IBM's Consulting (BIS) and Application Management Services (AMS) for IBM Brazil, responsible for 350 professionals, and sales & delivery of IT Consulting and Application Services, including CRM, ERP, Systems Integration, and Application Development & Maintenance;Responsible for a direct P&L of high double digit US$, and measured on Signings, P&L, Delivery & Quality metrics and Client Satisfaction. Exceeded all targets, achieving year to year growth of 104% in signings, 455% in backlog, and 58% in GP. Proposed and implemented an unique model in IBM Services at the time, integrating the Design & Build Consulting business with the Application Management Services business, and creating a full life cycle, one stop firm to serve client's transformation and application services needs. Three years later, this organizational model was adopted globally by IBM's Consulting business. Show less
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Infrastructure & Systems Management Executive, IBM Global Services, Latin America
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Jan 2000 - Dec 2001
Led the I&SM business unit of IBM Services (IGS) in Latin America, responsible for a P&L of a high double digit US$ P&L, and for sales and delivery, offerings development, skills & resource management.Services included IT Consulting; Design, Implementation and Management of IT systems; Systems Management Solutions and Testing Services. Grew the business at four times the market for two consecutive years, and consistently over-achieved all GP targets.
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Managing Principal, Systems Management & Networking Services, IBM Brazil
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Aug 1998 - Dec 1999
Led the SM&NS business unit of IBM Services in Brazil, turning around a troubled business, with marginal revenue and negative GP, into a high growth, solid margin business, with revenue growth of 750% in one year, closing in two quarters 19 troubled projects and achieving all client satisfaction targets.Made SM&NS into the second fastest growing area in IBM Services in Brazil (second to Y2K), and positioned IBM Services as one of the two leading Network Integrators in Brazil.
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Market Strategy & Business Development Manager, IBM Brazil
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Jan 1998 - Jul 1998
Led Business Development at a time when IBM Services (IGS) in Brazil was aggressively designing and developing new businesses, and pursuing acquisition opportunities. Managed a team responsible for Marketing Strategy & Planning, Offerings Development, Market Intelligence and Marketing Communications in IGS Brazil., and conducted directly two acquisition valuations, deal negotiations and due diligences.
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IBM Customer Services Manager, IBM Brazil
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Mar 1996 - Dec 1997
Consolidated and managed the integrated operations of 19 Help Desks and Customer Services Centers in IBM Brazil, with +350 professionals, and obtained ISO9001 Certification in July 1996, 4 months after beginning of operations. Won for IBM Brazil Info Exame’s Best Customer Services Award in 1996 and 1997. Created and led IGS’s Distributed Systems Outsourcing engagement team.
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Strategy Consultant & Project Manager, IBM Brazil
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Jan 1994 - Feb 1996
Developed business case and plan for IBM’s Internet Services Provider business, which IBM started in 1994 and was the market leader until 1997, when business was sold. Developed business case and plan for IBM”s Distributed Systems Outsourcing services, and led the team who deployed the operations infrastructure for the new services. Developed business case, implementation plan and led the team who designed the operating model and infrastructure for the IBM Customer Services operation in Brazil; Model was later adopted in all LA countries. Managed proposals and projects in SI/AD and IT Outsourcing, among them IBM’s first outsourcing agreement with VARIG, for PCs, servers and printers. Show less
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Strategy Consultant & Marketing Analyst, IBM Brazil
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Jul 1992 - Dec 1993
Worked as a Business Strategy Consultant in IBM's recently created IT Services and Consulting business. Developed and executed marketing and organizational development strategies for IBM Services’ Consulting and Systems Integration/Application Development businesses.Developed IBM Services’ marketing & communications strategy and positioning for Brazil; developed concept, reviewed and managed campaigns with Advertising agencies.
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Education
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1983 - 1987
Universidade Federal do Rio de Janeiro
Bachelor’s Degree, Communication and Media Studies -
1991 - 1992
Pontifica Universidade Catolica do Rio de Janeiro
Master of Business Administration (M.B.A.), Marketing, Management and Finance -
1981 - 1982
Orange High School, Pepper Pike, Ohio
High School, Ohio State Award of Merit -
1979 - 1981
Centro Federal de Educação Tecnológica Celso Suckow da Fonseca
Industrial Electronics Technology/Technician
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