Summary
Overview
Work History
Education
Skills
Accomplishments
Languages
Awards
Websites
Timeline
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MARCELO CARDOSO

MARCELO CARDOSO

São Paulo

Summary

Executive with over 25 years of experience in the technology and financial services sectors, including 16 years leading consultative sales initiatives at global companies such as IBM, OpenText, TIVIT, and GXS. Proven track record in product commercialization, go-to-market strategies, and delivering high-impact solutions across technical, marketing, sales, and pre-sales areas. Consistently exceeded sales targets — achieving 140% at OpenText and 180% at TIVIT — through the development of high-performance teams and channel-driven strategies. Specialist in Cloud Services, B2B e-Commerce, Payment Gateways, and Mobility Solutions. Educational background includes Sustainable Finance (ESG) from the University of Cambridge, an Executive MBA from ESPM, and a degree in Electrical Engineering from Unisanta. Recognized for analytical mindset, results orientation, and ability to lead in dynamic global environments.

Overview

31
31
years of professional experience

Work History

BUSINESS DEVELOPMENT DIRECTOR

UNION IT
01.2023 - 11.2023
  • Spearheaded business development initiatives in the digital space, focusing on innovation and digital transformation strategies.
  • Successfully closed a $0.5M deal for a key digital transformation project, driving significant client value.
  • Achieved a substantial increase in the sales pipeline by identifying and penetrating new markets. Developed tailored solutions to address client needs, ensuring alignment with digital innovation goals.

SALES DIRECTOR LATAM

OPENTEXT
04.2016 - 05.2020
  • Responsible for Sales and Strategic Planning across Latin America, fostering business development in diverse sectors including Automotive, Retail, Consumer Goods, Healthcare, and Banking.
  • Established a sales team in Mexico, accounting for 40% of the region's total results.
  • Reviewed and introduced products such as Managed Services, Analytics, and commercial models.
  • Surpassed the target by 140% in the first FY, marking the first time Opentext Brasil BN achieved such results.
  • Secured the largest deal ever in the history of Opentext Brasil's Business Network.

SENIOR EXECUTIVE - CLOUD SPECIALIST AND INFRASTRUCTURE SERVICES

UOL Diveo
02.2015 - 11.2015
  • Responsible for Key Accounts, cultivating existing clients, and developing new business across diverse segments.
  • Identified new opportunities for Cloud Services (USD 6M), including Private, Public, Virtual Private, Hybrid, and OpenStack.
  • Sold services such as Managed Services, Security Services, Application Services, PaaS, SaaS, and Telecommunications.
  • Prospected new clients, including Cielo, Allelo, Invepar, BRF, Embraer, Klabin, Metalfiro, and Bom Bril.
  • Managed existing clients, including Telefônica, Getnet, Novartis, Catho, Mapfre, Rabobank, and GLP - totaling an annual revenue of USD 5M.

HEAD OF BUSINESS SOLUTIONS - BUSINESS SOLUTIONS

TIVIT
11.2011 - 01.2015
  • Responsible for preparing a Business Plan and approving investments to build the area from scratch.
  • In doing so, I established processes, recruited a new sales team of 16 members, and managed approximately 900 contracts.
  • Reduced margin erosion by 20% and boosted sales by 10%.
  • Developed and launched products including pricing and offer policies, product management, and roadmaps.
  • Closed substantial deals, such as those with Getnet and Cielo, thereby achieving 180% of the target.
  • Conducted training and facilitated integration across commercial, delivery, service, and other support areas.

DIRECTOR OF MARKETING PRODUCT AND PRE SALES

GXS/OpenText
01.2009 - 10.2011
  • Monitored competitive products and marketing activities to keep in line with consumer trends.
  • Mentored and developed marketing team members, fostering a culture of continuous improvement and innovation.
  • Directed the customer relationship management (CRM) strategy, including segmentation, targeting, and personalization tactics.
  • Developed budgets for marketing initiatives while ensuring maximum ROI on all investments.
  • Cultivated business partnerships to build lasting relationships with internal and external parties.

COUNTRY MANAGER

GXS/OpenText
01.2006 - 12.2008
  • Member of the President's Club in 2008 and 2009, surpassing targets by achieving 113% and 115%, respectively.
  • Successfully converted a negative margin of 35% into a positive 30% margin by decreasing third-party costs, and streamlining operations.
  • Responsible for Brazil Unit operations, taking it from a 31% loss in 2006 to its break-even at the end of 2007, and achieving a growth of 12% in income, with an expressive expansion of the customer portfolio. Directed sales, marketing, implementation, support, projects, and outsourced parties - legal, HR, and financial.

SALES MANAGER

GXS/OpenText
12.2004 - 12.2005
  • Used change methodologies to increase sales and led projects for increased productivity.
  • Managed daily operations of sales department, including supervision of staff members.
  • Oversaw regional and local sales managers and staff.
  • Conducted market research and reported on competitors.
  • Implemented process changes to streamline the sales department's workflow.

MARKETING & PRODUCT MANAGER

IBM Brazil
01.2000 - 11.2004
  • Cultivated product and service roadmaps based on IT trends and organizational expectations.
  • Provided training and mentoring to junior members of the engineering team.
  • Developed and wrote technical documentation for products.
  • Collaborated with professionals to drive system development and maintain services.

THIRD LEVEL SUPPORT TEAM LEADER

IBM Brazil
01.1993 - 12.1999
  • Third-level support for critical issues.
  • Homologation and solution testing.
  • Y2K project: migrated 15K customers across 16 different applications.

Education

Sustainable Finance, ESG

University of Cambridge
12.2023

MBA - Service Marketing

ESPM
12.2003

Bachelor's - electrical engineering

UNISANTA
12.1994

Skills

    Strategy & Leadership

  • Business Planning
  • Organizational Development
  • Operations Management
  • Performance Improvement
  • Growth Planning
  • Technical analysis

    • Consultative Sales & Go-To-Market

  • Market Entry Strategy
  • Product Commercialization
  • Channel Development
  • Client Relationship Management
  • Quick decision making
  • Negotiation & Closing

    • Analysis & Decision-Making

  • Data Interpretation
  • Quick Decision-Making
  • Economic and Market Analysis
  • KPI Monitoring
  • Strategic Forecasting

Accomplishments

  • Leader Coach|Adigo|2018
  • Core leadership program|Opentext|2018
  • Sales Bootcamp – Advanced Sales – Opentext Sansburry England – 2010

Languages

Portuguese: First Language
Bilingual or Proficient (C2)
English
Advanced (C1)

Awards

Opentext - Achievement: Closed the largest contract in Opentext Brazil history, worth $3.3M USD., TIVIT - Achievement: Achieved 180% of the sales quota, surpassing targets as a leader., Opentext/GXS (President's Club) - Achievement: Exceeded sales targets (113% in 2008 and 115% in 2009), earning President's Club recognition two years in a row.

Websites

https://www.linkedin.com/in/marcelo-cardoso66/

Timeline

BUSINESS DEVELOPMENT DIRECTOR

UNION IT
01.2023 - 11.2023

SALES DIRECTOR LATAM

OPENTEXT
04.2016 - 05.2020

SENIOR EXECUTIVE - CLOUD SPECIALIST AND INFRASTRUCTURE SERVICES

UOL Diveo
02.2015 - 11.2015

HEAD OF BUSINESS SOLUTIONS - BUSINESS SOLUTIONS

TIVIT
11.2011 - 01.2015

DIRECTOR OF MARKETING PRODUCT AND PRE SALES

GXS/OpenText
01.2009 - 10.2011

COUNTRY MANAGER

GXS/OpenText
01.2006 - 12.2008

SALES MANAGER

GXS/OpenText
12.2004 - 12.2005

MARKETING & PRODUCT MANAGER

IBM Brazil
01.2000 - 11.2004

THIRD LEVEL SUPPORT TEAM LEADER

IBM Brazil
01.1993 - 12.1999

MBA - Service Marketing

ESPM

Bachelor's - electrical engineering

UNISANTA

Sustainable Finance, ESG

University of Cambridge

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MARCELO CARDOSO