HEC Paris

USP - Universidade de São Paulo

Define go-to-market strategy of sales for Small and Medium Business segment of LATAM
Apply data analytics to strengthen decision making
Develop solutions and metrics with multiple channels to drive growth on SMB
Execute strategy with sales, marketing and partner teams

Amazon Web Services (AWS)

LATAM SMB GTM Strategy

Define key performance metrics that bridges Marketing and Sales gap
Focus on data and analytics to transform marketing insights into business outcomes
Create growth strategies through digital channels and lead generation optimization
Ensure Marketing strategy execution through Operations excellence in processes, metrics and tools

Head of LATAM Marketing Programs

Drive LATAM business development of Amazon AWS cloud computing services
Understand commercial and technical requirements from customers and work closely with service BUs to guide direction of product offerings
Extract insights from the business regarding progress and roadblocks to revenue growth
Lead the business development of Startups

Business Development Manager

Led Latin America business development towards a new vertical market
Defined best go-to-market strategy (Verticals, M2M, Smart Grid) based on market analysis, country drivers and company’s regional readiness
Built potential partnership ecosystem and potential targets for M&A
Led discussions with stakeholders in Brazil, Mexico, Chile and Uruguay
Worked with cross cultural team from Americas, Europe and Asia
Represented company on trade shows and conferences

Ericsson (IoT)

Market Development Manager for Latin America (Strategy & Marketing)

Analyzed smart grid markets, chose niches with best fit with company's core competencies and built customer value proposition.
Built 5-year marketing plan with revenue forecast, go-to-market and ecosystem analysis.
Marketing strategy on smart grids presented to company's CITO (Chief Innovation Technology Officer).
Strong understanding of smart grid trends, market structure and drivers.

Gemalto (Cyber security)

New Business Development (MBA Project)

Created a complete business plan covering all aspects of the business, from customer value proposition to target marketing and business model
Worked on companies P&L, costing, budgeting, pricing, capital expenditures and financial objectives
Worked directly with CEO and peers from France and the Netherlands

Rosen (French Startup Company)

Business Consultant

• Developed and executed strategies for sales growth in the local market. Achieved highest volume of sales for a product line in Americas in 2006.
• Evaluated market positioning and defined sales strategies of a product line for the local market. Successfully maintained 80% of market share in local market compared to company’s worldwide 40% market share.
• Participated in local marketing campaigns (e-seminars, portfolio catalogs, flyers, trade shows) adapting content and format to local customer needs.
• Built extensive communication skills by delivering hundreds of presentations in congresses, seminars, trainings and web tools
• Reported directly to country manager and worked with local Sales & Marketing and Business Units from USA, Scotland, Germany, Malaysia, China and Japan.
• Ranked among top performers of the company for 4 consecutive years. Achieved 100% growth on sales (14 million US$) in multinational customers in 2008
• Acquired strong knowledge of different technology markets (telecom, aerospace, automotive, RF devices)

HP / Agilent Technologies

Business Development and Technology Consultant (Sales & Marketing)

• Coordinated wireless communication network implementations, working together with infrastructure department (energy, radio base station towers)
• Actively participated in the implementation of a network for more than 10 million subscribers in less than 1 year
• Developed a new process that increased efficiency of equipment commissioning by 30%.

Ericsson

Implementation Engineer

Participation on technical bid proposals for energy utilities
Optimized process for electric current calculation on transmission lines

Roberto Yoshida