Sales Leader

• Nov 2021 - Present

Senior Sales Account Executive

• Jul 2017 - Nov 2021

Responsible for find business opportunities and manage customer relationships. Directly responsible for the protection and growth of customer base. The main goal is to win opportunities and turn them in long-term profitable relationships based on trust and mutual satisfaction. Special focus in Financial Services and Telco accounts. Responsible for find business opportunities and manage customer relationships. Directly responsible for the protection and growth of customer base. The main goal is to win opportunities and turn them in long-term profitable relationships based on trust and mutual satisfaction. Special focus in Financial Services and Telco accounts.

Sr Field Marketing Program Manager (Product Makerting)

• Dec 2015 - Jul 2017

Responsible for product marketing strategies for Latin America, as well as product positioning and their communication to different market segments and industries. Working with both global and latin america teams. Main responsibilities:• Manage integrated marketing programs plans, with measurable objectives, strategies, timeline, budget, tactics and offers. • Drive market awareness of CA leading solutions focused in Continuous Delivery and Agile Management• Generate and identify new sales opportunities• Manage creative execution across campaign assets (whitepapers, ebooks, newsletters, blogs, sales tools), and vehicles (emails, digital advertising, social media).

Business Development Manager

• Jan 2014 - Dec 2015

Robinson Caiado is in charge to develop tasks, process and relationship with customers, partners and strategic alliances in Brazil and replicate sales strategies to other operations such as: Chile, Mexico, USA, Colombia, Spain and India.The main objective is to establish strategy and actions to increase sales pipeline, revenue growth and market presence in Brazil through managing Sales Team activities and directly conducting sales opportunities that will effectively contribute to the company’s results.He has to collaborate and integrate knowledge and feedback from the local market to corporate departments, such as: R&D, Operations, Marketing and Sales to assure that the organization is capable of implementing the growth opportunity successfully. Beyond that, Robinson has the responsability to develop and maintain strategic alliances with Oracle, HP, Microsoft and Micro Focus.

Professional Services Manager

• Apr 2013 - Jan 2014

Responsible to build and manage teams that provide services to customers in different contract models, such as Time&Material and/or Fixed Price. In general, the main activities include hiring, assigning duties, training and evaluating people and customers stakeholders. Regarding customers relationship, the responsibility is to identify potential problems, document these problems, devise solutions and document these solutions, i. e. resolve conflicts and facilitate the communication with every side - customer and services team. The main customer is from Telecommunications industry.

Director of Business Development, South America

• Sep 2012 - Apr 2013

Director of Business Development South America, withLegato Management Solutions, Inc. (Legato).Robinson is in charge to development tasks, process and relationship with customers and partners in South America. The main objective is to establish Legato’s presence in Brazil and conduct sales opportunities that will effectively contribute for the company’s results. He has to collaborate and integrate the knowledge and feedback from the local market to corporate departments, such as: R&D, Operations, Marketing and Sales to assure that the organization is capable of implementing the growth opportunity successfully.

Partner and Alliances Manager

• Apr 2011 - Sep 2012

Responsible for create and implement plans to achieve revenue goals from strategic alliances and specialty partnerships including System Integrators (Accenture, CSC, Capgemini, logica, HP and others), resellers and IT services companies. Ensures that the alliances model is being followed and is not in conflict with field sales team. He works with targeted partners and internal teams (legal, marketing, services and financial) to establish clear expectations, measure results and achieve the objectives.

Account Manager / Solution Architect - technical pre sales

• Aug 2009 - Sep 2012

As a member of Sales team (Cobol, Borland and Mainframe Solutions) in Brazil, Robinson has been working as an Account Manager and Technical Pre Sales. He supports and manages customers that represent relevant revenue in licenses, maintenance, training and services) and his activities include products demonstrations, customers qualification, creation of technical and commercial proposals, participate in lectures and marketing events.

Technical pre sales

• Aug 2007 - Jul 2009

Solution Engineer for the Technical Pre Sales team at Borland Latin America.Focused on client goals to effectively execute an ALM (Application Life Cycle Management) implementation, he helped Borland's customers to implement requirements definition and management (RDM), software configuration management (SCM) and project and portfolio management (using PMI practices) processes/techniques/tools.He has demonstrated expertise in RDM/SCM process development, in standard and customized training development/delivery, and in RDM/SCM best practices presentation to a variety of audiences including BorCon Brazil (2004 to 2007). Additionally, he has provided collaborative team leadership and is flexible in team working.

Senior Principal Consultant

• Aug 2000 - Jul 2007

As a consultant, Robinson has performed some specific roles:- Project Manager for projects of different types, like: software development, ALM (Application Lifecycle Management) implementation using Borland tools and integrating it with third-part solutions.and Borland tools implementation- Specialist in Borland ALM tools - working as senior consultant and official instructor- Software analyst and developer

System Analyst

• Jul 1998 - Jul 2000

Responsible for the application development lifecycle regarding the sales process of a food industry that includes sales cycle, credit control, product delivery, billing and sales compensation. Responsible for the application development lifecycle regarding the sales process of a food industry that includes sales cycle, credit control, product delivery, billing and sales compensation.

Developer

• 1996 - 1997

Software developer using Delphi. Software developer using Delphi.