1.
Armando A. C. Andrade<br />Address: Rua Camillo Nader, 315 Apt. 82<br />05688-030 São Paulo São Paulo<br />Phone: (11) 3758-7008 Mobile: (11) 9115-6545<br />E-mail: andradearmando@uol.com.br<br />OBJECTIVE<br />Latina America mgr or Brazil Country manager<br />MAIN QUALIFICATIONS<br />Sense of urgency.<br />Results oriented. Processes as tools to obtain results<br />Aggressive, ambitious and very competitive<br />Focused in the polices and ethical values of the company<br />Calculated risk taker<br />Strategist with a Global vision<br />Very strong in execution<br />Democratic leader and team player. Great motivator with excellent relationship. Transforming sales and technical groups in performing teams<br />Excellent communicator both internally and externally<br />Firm believer of Customer and People satisfaction <br />Enthusiast of Social responsibility programs ‘per se’, and also as a way to integrate the employees team<br />Solid experience in IT (Information Technology), in areas of management and direction in renamed companies like IBM, Sun, EMC, Storagetek and HDS<br />Results of importance:<br />Proofed results in companies general management. Sales, marketing and people management. Experience with local fiscal and accounting processes implementation and execution, in companies like IBM, EMC, Storagetek, SUN and Hitachi Data Systems.<br />Implementation of EMC’ s Brazilian subsidiary from scratch, as first employee and Country Manager in 10/1996, to the storage market leader already at the end of 1998, overtaking companies like IBM, HDS and HP<br />Formation of very aggressive and competent Sales teams (Sales Rep, pre and pos Sales and Services) highly recognized by the industry<br />Initiatives created in EMC Brazil that after the local success were implemented in other countries, such as professional services and following integration with maintenance services, corporate role model for the sales and implementation of integrated back-up systems (EDM) and personnel programs<br />Implementation of Channel Business, negotiating partnership with local and multi-national companies actuating in distribution and services with the strategy to go to market in a hybrid way in order to have the right balance of resources and costs<br />Outstanding results obtained in Customer and Employees surveys<br />IT Enterprise Leader of 2001, elected by democratic vote without name indication, by the subscribers of GAZETA MERCANTIL newspaper <br />Member of the “most 100 important people in IT” , in Brazil, in the last two issues of EXAME magazine<br />Fluent in English and intermediate Spanish<br />User of Windows, Office and Internet.<br />Academic formation<br />B.S. in Mechanical Engineering by Escola de Engenharia Mauá, 1968.<br />MBA corporate (EMC) by IMD, in Lausanne, Switzerland, 1999.<br />PROFISSIONAL CAREER<br />ESCRITORIA MARKETING AND BUSINESS LTDA (03/2008 to now) <br />MEMBER OF THE BOARD<br />FORUMACCESS LTDA (06/2008 to now) <br />MEMBER OF THE BOARD<br />HITACHI DATA SYSTEMS DO BRASIL LTDA (09/2006 to 05/2007) <br />COUNTRY MANAGER<br />HDS Br was in a difficult situation due to the firing of the country manager , controller and accounting manager. Also sales were much lower than the plan. The business model HDS Corporation has, is not favorable to Brazil P&L and the local subsidiary had problems with a positive profit before taxes. By initiative of Brazil management, a complete re-structure of the local subsidiary was done, changing the strategy and adequate the expenses to the revenue levels of Brazil market. The re-structure included the change of a country manager by a sales manager. A country manager was no longer needed for the company size in Brazil. <br />The main achievement was to change completely the financial and logistics controls, determine the channel strategy and improve the revenue and services quality. The FY2006 represented a 17% increase in revenue and a loss significantly lower (50%) than the previous year.<br />SUN MICROSYTEMS BRASIL (09/2005 to 06/2006) <br />DMG COUNTRY MANAGER<br />Due to Storagetek acquisition by Sun Microsystems, Storagetek became a storage group in Sun, the Data Management Group, responsible for all storage transactions in Sun Brasil. DMG has a line of report to Latin America DMG Director, independently of local management. DMG Brasil has played an important role during the integration process. Results of transition period (still Storagetek) and 2nd half (DMG Brasil SUN) of fiscal year 2007 overachieved.<br />STORAGETEK BRASIL (06/2003 to 09/2005) <br />COUNTRY MANAGER<br />The Brazilian subsidiary was in a bad situation in terms of Sales Revenue, people motivation and not moving forward with Professional Services. A complete new structure has been implemented, changing people, motivating the ones that stayed and key new processes implemented. A new police of Channels has been implemented. Move to a new office and a completely new image of the company in the IT market was achieved. <br />Main Results: <br />From not achieving Q1 results in 2003 to over achieving in the other 3 quarters fo the year. Closing 2003 with 30% overachievement.<br />Implementation of a new team of Professional Services with a 12% contribution for 2003 revenue and moving to 25% in 2004<br />Growth and re-structure of maintenance services<br />New Channel Distributor added (Ingram Micro) and new policies for indirect sales implemented<br />Achievement of all years targets until acquisition by Sun Microsystems. Storagetek Brasil became storage market leader again in the tape industry business.<br />STK perceived by the industry as the leader in storage (tape) mkt. Highly appraised by customers surveys. <br />EMC BRASIL (10/1996 to 05/2002) <br />COUNTRY MANAGER<br />Pioneer to bring the company to Brazil in October 1996 with the objective to start the operations locally and also in the first country in Latin America, reporting to the Sales VP for Latin America and Southern Europe, located in Hopkinton, MA (USA). From 2 million dollars sold through distributors to a 200 million dollars revenue company at the end of 2001. With main focus in results, we obtained the first reference accounts with excellence of services and support. Also we created all processes and polices locally due to the small international experience and support of the company.<br />Main Results: <br />Market leader since 1998 with sales trough direct sales and channels getting to a 65/35% of direct/channel sales<br />Implementation of Professional Services with a 10% contribution for the company’s revenue<br />Worldwide highest software participation in the company revenue with a 35% percentage <br />Hiring of the all employees, mainly in Sales, Marketing and Services and participation in HR and G&A, to a total of around 270 people at the end of 2001<br />SUN microsystems do brasil (04/1996 a 08/1996) <br />Regional Director (Rio de Janeiro) <br />Reporting to SUN Brazil President. <br />Responsible for the opening of the first branch out of Sao Paulo state. Indirect Sales always trough partners with emphasis in partners support and training and customers institutional presence.<br />Results:<br />* Not enough time to quantify numeric results<br />IBM Brasil (01/1971 to 03/1996) <br />Sales/Marketing Director – Systems Division (01/94 to 03/96) (Rio de Janeiro - HQ)<br />Reporting to COO.<br />Responsible for Sales, Marketing and P&L of the systems division (Mainframes and storage) with a quota of 500M US$ and managing a team with 110 people.<br />Marketing Manager – Systems (09/92 to 12/93) (Rio de Janeiro - HQ)<br />Reporting to COO.<br />Responsible for Marketing and Sales programs for mainframes and storage products.<br />Intermediate Mainframe Product Manager (01/91 to 08/92) (Somers, NY)<br />Reporting to Mainframe Product Manager.<br />International assignment in the Mainframe Division of IBM Co, responsible for marketing programs and market needs of the products (IBM 9121)<br />Marketing Manager – Systems (01/89 to 12/90) (Rio de Janeiro - HQ)<br />Reporting to Marketing Product Director<br />Responsible for all mainframes and peripherals as far as marketing and sales programs.<br />Intermediate Systems Manager (10/88 to 12/88) (Rio de Janeiro – HQ)<br />Reporting to Marketing Product Manager<br />Responsible for Intermediate and Large Mainframes and respective marketing and Sales programs.<br />Gerente de Desenvolvimento de Negócios (01/87 to 12/87) (Rio de Janeiro – HQ)<br />Reporting to BDM Director.<br />Responsible for development of alternatives for servers in the local market due to the market reserve law existent at that time.<br />Intermediate Product Manager (10/82 to 12/86) (Rio de Janeiro – HQ)<br />Reporting to Product Manager<br />Responsible for Intermediate mainframes marketing and Sales programs.<br />Program Mgr, Mfg Industry (09/81 to 09/82) (Sao Paulo)<br />Reporting to Mfg Program Mgr<br />Responsible for marketing and Sales of COPICS in São Paulo Region.<br />Mfg Industry Program Manager (01/78 to 08/81) (Boca Raton, FL)<br />Reporting to Center Mgr.<br />International assignment in AFE (Americas and Far East) Support Center, Responsible for supporting the region countries in marketing and Sales of MAPICS. <br />Sales Rep (01/72 to 12/77) (Sao Paulo)<br />Selling IBM products for DP and GS Divisions.<br />Sales Associate(01/71to 12/72) (Sao Paulo)<br />Sales training period<br />Gemmer Brasil (TRW today) (04/1970 to 12/1970) (sao paulo)<br />Sales Engineer<br />Caterpillar Brasil (03/1969 to 03/1970) (Sao Paulo) <br />Product Engineer<br />Personal data<br />Brazilian, 66 years old, married with 2 children and 5 grandchildren<br />