Northwestern University - Kellogg School of Management

Escola de Engenharia Mauá

ETE Lauro Gomes

Director of Operator Partnerships and Global OEM and Connectivity Initiatives

In my present role, I am managing the identification, implementation, and management of innovative solutions to foster the growth of advertising, messaging, and commerce businesses through collaborations with a diverse array of internet partners in ad-tech, enterprise, creative, measurement, and messaging segments. Additionally, collaborate closely with product, marketing, and engineering teams to integrate partner platforms with the company, resulting in enhancing user-friendliness and reducing barriers to advertising experience for clients.
Key achievements for this role:
• Generated multi-billion-dollar in revenues, contributing to more than 50% of overall revenue by cultivating partnerships.
• Pioneered multiple integrations to drive new revenues/clientele and confirm compliance with regulatory requirements.
• Managed global partner-led business messaging for WhatsApp, exerting influence on global positioning, pricing strategies, partnerships, and competitive positioning to fortify WhatsApp's market standing.
• Fostered strategic alliances with industry giants such as Adobe, Oracle, Salesforce, Microsoft, Zapier, Smartly, Segment, Sinch, and Twilio.
• Achieved 110% year-over-year growth in the WhatsApp messaging business by cultivating new partnerships and aiding partners in the development of enhanced capabilities; elevated value of Meta solutions.

Sr. Director of Business Development & Strategic Partnerships - Monetization Partnerships 

Here, I was leading a high-functioning team of 25 individuals, including managers, directors, and individual contributors to support Meta's Telco initiatives in LATAM and global connectivity efforts. Additionally, coordinated with key partners with focus on augmenting platform users through pricing and programs that reduce access costs, enhance connectivity, and elevate awareness. 
Check my contributions below:
• Partnered with mobile operators to initiate programs that significantly boost network usage, generate revenues, and expand the user base for Facebook, Instagram, WhatsApp, and Messenger across Latin America and the Caribbean.
• Fostered C-level relationships with key Telco partners such as America Movil and Telefonica, driving adoption of growth programs and contributing to the addition of 50M+ users to platform through influential partnerships.
• Built and strengthened partnerships with mobile operators and device manufacturers in the Latin American and Caribbean region, while supervising global connectivity initiatives with operators and software and equipment manufacturers.
• Co-developed solutions tailored to the satellite segment, expanding connectivity in remote areas of Latin America.
• Tactfully negotiated and closed strategic pre-load agreements for Meta platforms, achieving over 90% penetration of pre-loaded devices in the LATAM market.
• Successfully drove the adoption of WhatsApp for Business across multiple operators in LATAM.

Director of International Business Development for Telco Operators and Connectivity Partnerships 

One of my primary duties was to oversee a significant portfolio and P&L by overseeing an  oversaw team of 1000 professionals spread across diverse global geographies. Along with creating a specialized team targeting Tier 1 and Tier 2 service providers, I re-built sales processes  and strategies, including account strategies, pipeline management, and contract standardization and negotiation. Elevated executive relationships with major customers and targeted new customers.
Some of my achievements are:
• Partnered with new CEO to spearhead multifunctional team in redesigning portfolio, broadening addressable market.
• Restructured services and sales teams, reducing OPEX costs by 15%.
• Managed global P&L of $1B, overseeing 1,500-person organization, driving GTM and customer service activities.
• Led organizational restructuring, resulting in enhancing teams to intensify focus on business development and global expansion.
• Introduced new unit dedicated to Internet content providers and enterprises.
• Launched new portfolio of services to leverage incumbency, revitalizing services practice and propelling it back to growth.
• Won LH project at AT&T, expanded market share with Telefonica in Optical and Data, secured Viettel Metro project in APAC, forged an OEM alliance with NEC, and launched data center interconnection solutions, winning business with prominent companies, including Microsoft.

Coriant, Inc.

Executive Vice President of Global Sales & Services and Chief Revenue Officer

During the merger of Tellabs with Nokia Siemens Networks, I was managing and growing multiple global accounts, such as Vodafone, Telefonica, France Telecom, and Telecom Italia. Supervised markets with high growth potential and designated global accounts following the merger of Coriant and Tellabs. Identified target customers for business development, collaborated with the team to cultivate new relationships, and strategically positioned Coriant's solutions to align with market demands.
Check my contributions below: 
• Introduced DWDM Long Haul solutions into TIM Brazil, expanding company's footprint and influence in Brazilian market.
• Executed strategic refocus of business initiatives in Russia/CIS, Middle East, and Africa regions.
• Secured modernization project with Telefonica in Brazil, migrating their network from legacy TDM technology to Ethernet.
• Attained 30% growth in Telefonica account revenues in 2014, despite CAPEX reduction, increasing market share.
• Introduced optical portfolio into Orange, gaining approved vendor status and won broadband project in Poland.
• Established foothold in strategic market by introducing new Coriant portfolio into Saudi Telecom Company (STC).

SVP & GM – Russia, CIS, Turkey, Middle East, Africa, & Global Accounts

In this role, I was supervising the global accounts for Telefonica, Telecom Italia, France Telecom, and Vodafone, along with strengthening global alliances with Ericsson and Nokia Siemens Networks. Directed Tellabs Access business with specific focus on Optical LAN (OLAN) technologies tailored for the enterprise market; reported to CEO. Nurtured relationships with key channel partners, including Anixter and IBM to enhance collaborative efforts and support the growth of Optical LAN technologies.
Key achievements are:
• Improved company's presence in Russian market, achieving revenue growth from $500K to over $40M/year in two years, while introducing new IP products into major operators including Vimpelcom, MTS, and Megafone.
• Revamped channel program by creating dedicated channel development function.
• Executed restructuring of region, prioritizing business development in growth markets and elevating focus on global accounts.
• Secured a significant win in Poland by winning major RFP with PTK (Orange in Poland), valued at $20M over 3 years.
• Positioned company as market leader in the global telecommunications landscape by winning optical contracts in major markets, including Russia, France, UK, Nigeria, and Germany.
• Introduced the complete portfolio onto MTN, the largest operators in Africa, contributing to a substantial business growth in Nigeria from $2M to $40M annually.
• Won data network deal with Telefonica Germany, deploying data solutions in Tier 1 market in Europe, further solidifying company's position in the telecommunications sector.

Tarcisio Ribeiro