Bruna Stefani Gonçalves
São Paulo
Summary
Senior Professional, specialist in Business Administration and Control and Automation Engineer, with +13 years of experience in multinational companies, advanced English, acting and leading multidisciplinary teams of marketing, engineers, developers and commercial. Certifications: Microsoft 5x, AWS 2x and Google, knowledge of Cloud solutions , AI, GenAI. Expertise in people, business and process management.
Acting in the IT consulting sector as a Solution Architect with approximately 50%conversion in sales in businesses of +R$ 100M and as Account Manager with an increase in the cloud consumption rate of the customer portfolio from $25K to $250Kmonthly.
Entrepreneur in the Services sector, as Commercial Director reached a monthly revenue of R$15K, conquering Ford Motor Company as one of the main customers. Founder and responsible for the commercial area of a micro-company in the food sector, in a few months reached a turnover of R$ 5.5K and a portfolio of 50 customers.
Success in structuring the commercial area as a Sales
Engineer, creating presentations, sales pitch, standardized commercial materials for B2B solutions, being also responsible for the implementation of Sales Force in the company.
Overview
13
13
years of professional experience
1
1
Certification
Work History
Solution Architecture Specialist
Accenture
12.2022 - 04.2024
- Responsible for designing end-to-end solution, in order to be trust advisor to client in their need for Outsourcing services, focusing on Media and Telecom industry (AD and AM), as well as IT Infrastructure Management Service;
- Design solution in all its spheres, considering solutions in generalist way of AI, GenAI, Cloud, Data, Security (tests), among other technologies adopted as differentials and for productivity purposes composing scope of service provision in response to RFPs Solutions with 50% sales conversion rate in projects that reached +R$100M;
- Preparation of technical proposals, considering applied technologies, SLA's involved, as well as commercial proposal, involvement (agnostic) of players such as: Microsoft, AWS and Google in deals;
- Ticket volume analysis, costs and competitiveness as well as definition of schedule and staffing/pyramid;
- Technical discussion and validation with other teams and leaders, including delivery team and pricing of complete solution (Time Material or Fixed Price);
Account Manager
Accenture/Microsoft
09.2021 - 12.2022
- Acting in SMB segment, with large strategic national clients, serving C level, building a relationship of trust, with a generalist perspective for projects that reached $3.5M in M365, Power BI, Cybersecurity, Data and especially Cloud solutions;
- Follow-up of the client's digital transformation, especially through Cloud solutions;
- Supervision of complex projects, such as migrations to Cloud, IOT, metaverse, among others, through which increased the consumption of Cloud in the portfolio from $25K to $250K;
- Contract renewal, upsell and cross-sell, pipeline management, use of negotiation techniques; Internal orchestration to assist the client in their needs and training of the same, as well as search for investments (ECIF, POC, ACO, Programs) in an end-to-end process;
- Recommend events and new solutions applicable to the client's business, suggesting new mindsets and innovation to the client, always in a strategic and relationship-focused way.
Owner and Commercial Director
Garlic Masters
01.2018 - 02.2019
- Founder and responsible for structuring business, working in administrative and financial management of marketing and commercial area;
- Formation and maintenance of clients portfolio, preparation and monitoring of strategic planning and performance of sales area, reaching revenues of R$ 5.5K in less than 1 year and a portfolio of 50 customers;
- Elaboration and execution of work processes, indicators management financial and cost control;
- Follow-up of negotiation with the customer, using sales funnel method, pipeline management.
Sales Engineer
Guiche Virtual
03.2017 - 01.2018
- Responsible for providing technical support and back office to the Commercial area and other administrative areas of the company;
- Contract management, preparation of commercial material, sales speech, reports and product management;
- Monitoring of indicators and communication between multidisciplinary teams;
- Elaboration and monitoring of processes focused on the commercial area with a focus on agile methodology, achieving success in structuring the sales team, creating support materials, implementing and disseminating the use of a new CRM (Sales Force) in the company.
Partner and Commercial Director
Datum.K Engineering
06.2015 - 06.2016
- Responsible for the Commercial Department, where in less than 1 year, obtained customers in the automotive sector such as Ford and reached the revenue of R$15K, focusing on good relationships and using negotiation skills;
- Follow-up of negotiation status with the client, through the sales funnel method;
- Carrying out strategic planning with a focus on sales goals and results;
Product Engineer
Vale / MSX International
04.2011 - 01.2015
- Expertise in development of hybrid buses and electric cars in area of Sustainable Energy;
- Research and development of electrical and electronic components and their electrical integration, energy storage, storage test laboratories, team leadership, preparation and execution of tests, with satisfactory results, where it was then possible to validate applicability of components in prototype under development.
Education
Post-Graduation in Business Administration -
Fundação Getúlio Vargas
Sao Paulo - Brazil01.2015
Control and Automation Engineering -
Anhanguera De Taubaté
Sao Paulo - Brazil12.2011
Skills
- Expert Problem Solving
- Advanced Communication
- Analytical Thinking
- Client Relationship Management
- Goal-Oriented
- Cross-Functional Teams
- Upselling and Contract Negotiation
- AI / ML / SaaS / IaaS / PaaS
- Revenue Generation
- CRM Software
- Lead prospecting
- Opportunities Identification
- Sales tactics
- Post-Sales Activities
Certification
- AWS Solution Architecture
- AWS Cloud Practitioner
- Microsoft: MB-910, AZ-900 / MS-900 / SC-900 / DP-900
- Google Digital Leader
- Data&AI
- Scrum
- Agile Methodologies
- Empretec (Business and Sales)
- Sales Strategy
Languages
Portuguese
Bilingual or Proficient (C2)
English
Advanced (C1)
Spanish
Elementary (A2)
Timeline
Solution Architecture Specialist
Accenture
12.2022 - 04.2024
Account Manager
Accenture/Microsoft
09.2021 - 12.2022
Owner and Commercial Director
Garlic Masters
01.2018 - 02.2019
Sales Engineer
Guiche Virtual
03.2017 - 01.2018
Partner and Commercial Director
Datum.K Engineering
06.2015 - 06.2016
Product Engineer
Vale / MSX International
04.2011 - 01.2015
Post-Graduation in Business Administration -
Fundação Getúlio Vargas
Control and Automation Engineering -
Anhanguera De Taubaté
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