RICARDO F. MACHADO FILHO
São Paulo, Sao Paulo,SP
Summary
Results-driven senior executive with a proven international background in Latin America & Caribe. Specializes in empowering teams and driving sales growth with leading international technology firms. Possesses deep technical product knowledge across various domains such as databases, business intelligence, big data, machine learning, blockchain, and applications. Recognized for exceptional team building and leadership skills. Adept at devising effective business and go-to-market strategies. Experienced in navigating diverse cultures, developing impactful marketing initiatives and events, establishing robust distribution networks, and identifying and retaining valuable customers. Extensive industry exposure in finance, natural resources, telecommunications, utilities, logistics, retail, healthcare, and public sectors. Fluent in English, Portuguese, and Spanish.
Overview
17
17
years of professional experience
Work History
Head of Public Sector Transformation Latin America
Oracle Corporation
06.2024 - Current
- Used strong analytical and problem-solving skills to develop effective solutions for challenging situations.
- Proven ability to develop and implement creative solutions to complex problems.
- Applied effective time management techniques to meet tight deadlines.
- Participated in team projects, demonstrating an ability to work collaboratively and effectively.
- Identified issues, analyzed information and provided solutions to problems.
- Acted as a team leader in group projects, delegating tasks and providing feedback.
- Exercised leadership capabilities by successfully motivating and inspiring others.
- Proven ability to learn quickly and adapt to new situations.
- Demonstrated creativity and resourcefulness through the development of innovative solutions.
- Worked closely with product teams to understand customer needs and requirements.
- Collaborated cross-functionally with headquarters, regional and other teams nationally and internationally to maintain consistent message and experience to our customers and in order to share best practices.
- Participated in high level conferences and institutional meetings with C-levels across the world.
- Work very close with government affairs, local compliance and legal in order to build and promote internally and externally a consistent institutional message and promote the integrity culture over the region.
Regional Senior Sales Director - MCR South
Oracle Corporation
06.2022 - 05.2024
- Established a totally new sales team, set sales targets and worked on customer satisfaction.
- Managed and motivated sales team to increase revenue in 3 digits.
- Established ambitious sales targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Worked with Channels team to build a health partnership ecosystem with high standards of integrity.
- Collaborated with marketing teams to help sales campaigns reach target audiences.
- Achieved sales goals and service targets by cultivating and securing new customer relationships.
- Worked closely with product teams to understand customer needs and requirements.
- Collaborated cross-functionally with headquarters, regional and other teams nationally to maintain consistent message and experience.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Building a culture of ethics and integrity in order to fosters trust, strengthens relationships, and ensuring sustainable success.
Regional Sales Director
Oracle Corporation
05.2017 - 05.2022
- Company Overview: Leading multinational technology company specializing in enterprise software and cloud engineered systems
- Responsible for developing business and building customer base in a large territory of leading multinational technology company specializing in enterprise software and cloud engineered systems
- Driving business strategy and marketing initiatives in Latin América & Caribe
- Development of channel and distribution partnerships
- Relationship building with C-level executives and their correlates in specially at government
- Management of a sales operation of on-premises and cloud-based infrastructure, hardware, software, and analytical intelligence solutions
- Responsible for planning and resource allocation of sales, technical and business back-office support teams with a team of 34 territory managers and 5 sales managers
- Budget and margin administration
- Delivery of industry events
- Applied expertise in data analysis, big data, machine learning, and emerging technologies to help deliver tailored client solutions
- Oversee regional and local sales managers and their staffs
- Implemented a new model of sales based in a Digital/Field approach focused in our Hubs in São Paulo/BR and Bogotá/CO
- Established strategic partnership agreement with ISV Partners where we combine our solutions with niched solutions resulting in access to new customer segments, expanded territory, increased sales, and reduced costs
- Achieved 3 digit growth in last 3 years by consistently applying new sales & account coverage methodology
- Leading multinational technology company specializing in enterprise software and cloud engineered systems
Senior Sales Manager - Brazil
Oracle Corporation
06.2016 - 05.2017
- Senior Sales Leader responsible for Sales Organization in Brazil with 8 Account Managers (Public Sector & Private Sector Business Analytics)
- At this year we had a 368%
- Growth YoY
- Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs
- Prepare budgets and approve budget expenditures
- Resolve customer complaints regarding sales and service
- Determine price schedules and discount rates
- Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase
Sales Manager - Brazil
Oracle Corporation
06.2015 - 05.2016
- Senior Sales Leader responsible for Sales Organization in Brazil with 10 Account Managers (Public Sector)
- Oracle Club of Excellence FY16 Award in Hawaii
- Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs
- Prepare budgets and approve budget expenditures
- Resolve customer complaints regarding sales and service
- Determine price schedules and discount rates
- Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase
Sales Manager - Brazil
Oracle Corporation
06.2014 - 05.2015
- Senior Sales Leader responsible for Sales Organization in Brazil with 8 Account Managers (Public Sector & Enterprise Accounts)
- Plan and direct staffing, training, and performance evaluations to develop and control sales and service programs
- Prepare budgets and approve budget expenditures
- Resolve customer complaints regarding sales and service
- Determine price schedules and discount rates
- Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase
Key Accounts Sales Executive - CX
Oracle Corporation
06.2013 - 05.2014
- Key Accounts Sales Executive for Customer Experience Solutions
- Field Account Manager on Oracle Largest Key Accounts for Financial Services (Itaú Group and Bradesco Group)
- Solid experience with Solution Selling and Spin methodology for sales life cycle, demand generation, pipeline, territory and account management
- Working on cloud business transformation in Brazil with SaaS solutions, developing opportunities with training content and marketing campaigns among sales channels, customers and service partners with Financial Services industries
- Resolve customer complaints regarding sales and service
- Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase
- Advise dealers and distributors on policies and operating procedures to ensure functional effectiveness of business
- Contact prospective customers to present information and explain available services
- Review business trends to advise customers regarding expected fluctuations
General Manager & Strategic Accounts Director
JC Eyewear Ind. e Com. Ltda.
09.2009 - 06.2013
- Company Overview: Mid sized company in Brazil at Optics Market focused on wholesale of sunglasses, cases and optical accessories
- General Manager of a mid sized company in Brazil at Optics Market focused on wholesale of sunglasses, cases and optical accessories
- Managed the entire operation involving management of international partnerships in China, United States and Chile, supply chain, product fabrication and sales operation
- Participated in the most famous television show in Brazil about emerging Business
- TV Globo
- Reduced and controlled expenses by improving resource allocation
- Changes of infrastructure and team to maximize company revenue
- Benchmark purchase prices of supplies and extension of the supply chain
- Drafted business plans, budgets and quarterly and semi-annual business reviews
- Created and executed marketing campaigns, including new product introductions and existing product development
- Traveled across the country in order to expand business, create commercial partnerships, recruit, hire and train sales representatives
- Recruit and hire new sales representatives to expand the business to the whole country
- Mid sized company in Brazil at Optics Market focused on wholesale of sunglasses, cases and optical accessories
Trainee
Itaú Unibanco S/A
02.2008 - 09.2009
- Trained in Process Engineering Area of WMS (Wealth Management Services) attending stocks market and private banking
- Designed processes through specific methodology
- Actively participated in the development of KPIs software along the executive board of the bank
- Designed a system to follow the KPIs
- Developed Dashboard for monitoring the performance of KPIs for executive board
Education
MBA - Business
Fundação Getulio Vargas - FGV
São Paulo, SP11-2020
Bachelor of Science - Economics
PUC - SP
São Paulo, SP06.2012
Certificate - Project Management, Engineering
University of São Paulo
São Paulo, SP01.2010
Certificate - Process Management, Engineering
University of São Paulo
São Paulo, SP01.2010
Skills
- Critical Thinking
- Complex Problem Solving
- People Management
- Emotional Intelligence
- Communication
- Business Development
- Sales Management
- Decision-making
Timeline
Head of Public Sector Transformation Latin America
Oracle Corporation
06.2024 - Current
Regional Senior Sales Director - MCR South
Oracle Corporation
06.2022 - 05.2024
Regional Sales Director
Oracle Corporation
05.2017 - 05.2022
Senior Sales Manager - Brazil
Oracle Corporation
06.2016 - 05.2017
Sales Manager - Brazil
Oracle Corporation
06.2015 - 05.2016
Sales Manager - Brazil
Oracle Corporation
06.2014 - 05.2015
Key Accounts Sales Executive - CX
Oracle Corporation
06.2013 - 05.2014
General Manager & Strategic Accounts Director
JC Eyewear Ind. e Com. Ltda.
09.2009 - 06.2013
Trainee
Itaú Unibanco S/A
02.2008 - 09.2009
Bachelor of Science - Economics
PUC - SP
Certificate - Project Management, Engineering
University of São Paulo
Certificate - Process Management, Engineering
University of São Paulo
MBA - Business
Fundação Getulio Vargas - FGV
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