Guilherme Giordano
Diretor de Operações & Vendas B2B | GTM e Transformação de Negócios | Construo produtos de IA de ponta a ponta
I help international companies enter and scale in the Brazilian market.
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Over 20+ years leading operations, supply chain, and B2B sales — at Whirlpool, EY, SumUp, and Kearney — I've built the playbook that turns a foreign company's strategy into local execution: structuring GTM, building enterprise pipelines from scratch, and translating global positioning into what actually works with Brazilian B2B Most recently, I led exactly this mandate for FCG Equipment: opening the Brazilian market for international construction-tech brands (Elematic, Lintec, Betonmac, NR Cooling, Único Asfaltos), translating their global strategy into local product-market fit and scaling the qualified pipeline from 10 to over 250 enterprise In recent years, I added a competency uncommon among senior executives: I design, build, and ship AI-powered digital products end-to-end, from design to production deployment. Real, verifiable examples: io (a SaaS for monitoring third-party API uptime), the platform behind co (financing and leasing for industrial equipment), and an ongoing AI agents project for the Eco10/Gaia Today, leading AM3 Consulting, I represent international technology brands commercially with Brazilian B2B clients, and provide business transformation consulting — including AI agent systems — for a company in the sustainability It's the combination international companies need when entering Brazil: local execution, executive judgment, and technology built to match.
GTM Index
- AM3 ASSESSORIA E CONSULTORIAJOB
- Diretor1Y 9M
Diretor
AM3 Assessoria e Consultoria
I operate across two B2B consulting fronts: • I commercially represent industrial technology brands with B2B clients, structuring GTM and commercial solutions for high-value equipment adoption. • I provide business transformation consulting for a company in the sustainability sector, including building an AI agent system to optimize internal processes. I apply operational diagnostics, strategic planning, and commercial structuring to accelerate growth-stage clients' P&L results.
- STEERING CONSULTORIAJOB
- Fundador2Y 5M
Fundador
Steering Consultoria
A Steering constrói ferramentas de tecnologia sob medida — apps, sites, dashboards e agentes de IA — para empresas de médio porte (20 a 500 pessoas) que já têm ERP, CRM e planilhas, mas seguem convivendo com retrabalho porque nenhum sistema cobre a peça que falta do processo delas. Três frentes de trabalho: • Operação Inteligente — processos internos manuais deixam de depender de planilha e de memória de pessoa; menos trabalho refeito, mais controle. • Equipes com IA — ampliar a capacidade do time sem aumentar o quadro, colocando IA dentro do fluxo de trabalho que já existe. • Produtos e Experiências Digitais — transformar o conhecimento da empresa em ativo digital para o cliente final. Mét…
- FCG EQUIPMENTJOB
- Diretor Brasil (GTM & Oper…1Y 5M
Diretor Brasil (GTM & Operações)
FCG Equipment
Led go-to-market and operational strategy for FCG Equipment's entry into the Brazilian construction and infrastructure market, representing international brands including Elematic, Lintec, Betonmac, NR Cooling, and Único Asfaltos. • Translated global brand strategies into local product-market fit across the represented portfolio. • Scaled the qualified sales pipeline from 10 to over 250 enterprise accounts through digital channels and strategic relationship-building. • Incorporated 3 new international brands into the portfolio, expanding capability to meet client needs. • Structured complex financing solutions as a competitive differentiator to unlock high-value equipment adoption.
- ROUTEASY BY NSTECHJOB
- Head of SaaS Revenue, Sale…2Y 2M
Head of SaaS Revenue, Sales & Ops
routeasy by nstech
Joined Routeasy leading strategic planning and OKRs, and stayed on through and after its acquisition by nstech, leading the post-merger integration and the product's commercial and growth operation. • Led the company's long-term strategic planning through the "Dream Space" project, defining strategic objectives on a 5-year horizon. • Implemented the OKR routine as a goal-management and tracking tool. • Built "Routeasy Values," a culture program that also guided hiring criteria. • Reviewed the Customer Success operation, aiming for greater efficiency and alignment with company strategy. • Following the acquisition by nstech, led commercial, growth, and operations for the product, driving th…
- A.T. KEARNEYJOB
- Senior Projects Mgr (Opera…1Y
Senior Projects Manager (Operations & Supply Chain)
A.T. Kearney
• Led process-efficiency and cost-reduction projects for enterprise clients, delivering 15% to 25% operating cost reduction. • Partnered directly with client C-level executives, from diagnostics through results presentation. • Audited and restructured operational activities, identifying bottlenecks and building an efficiency roadmap.
- SUMUPJOB
- Head of Logistics & Supply…1Y
Head of Logistics & Supply Chain (POS Fulfillment)
SumUp
• Led the logistics fulfillment operation for POS devices, processing 100,000+ orders/month with a team of 40. • Reduced operating costs by 20%+, freight costs by 35%, and delivery lead time by 40%. • Led 3PL selection and negotiation, delivering 20%+ cost reduction and improved service quality. • Managed logistics integration with multiple tech platforms and API-driven
- EYJOB
- Senior Mgr, Consulting (Co…8Y 2M
Senior Manager, Consulting (Commercial & Delivery)
EY
• Secured annual consulting revenue above R$5 million, with a mix of 60% new business and 40% account expansion. • Owned the full B2B consulting cycle, from diagnostics to post-sale account management, on global enterprise accounts such as Heineken, Ypê, Mars, and J&J, using "land & expand" strategies. • Led Network Design review projects delivering up to 15% cost reduction in Operations and 9% in tax base optimization. • Designed and delivered internal training for consultants on process redesign and data analysis.
- WHIRLPOOL CORPORATIONJOB
- B2B and B2C Logistics Mgr2Y 3M
B2B and B2C Logistics Manager
Whirlpool Corporation
• Led a Six Sigma Black Belt project that reduced supply chain waste by approximately R$2 million/year. • Reviewed work standards and logistics KPIs, targeting a 50% reduction in delivery issues. • Implemented a retailer bonus program based on logistics performance.
- DIGIPIXJOB
- Digital Print and E-commer…3Y
Digital Print and E-commerce Operations Manager
Digipix
• Grew photo album production capacity from under 500 to over 10,000 units/month. • Redesigned the digital printing process, scaling from 5,000 to 50,000 photos/day with 50% less labor. • Redesigned the manufacturing process by internalizing previously outsourced steps, cutting lead time by 67%. • Managed inventory of roughly 350 raw materials across 50+ different suppliers.
- INTEGRATION CONSULTINGJOB
- Supply Chain Analyst1Y
Supply Chain Analyst
Integration Consulting
• Implemented S&OP (Sales & Operations Planning) processes for food industry clients. • Led CPFR (Collaborative Planning, Forecasting and Replenishment) projects for pharmaceutical industry clients.
- Job: AM3 Assessoria e Consultoria — Diretor · 2025-01 – present · 1y 7mo — I operate across two B2B consulting fronts: • I commercially represent industrial technology brands with B2B clients, structuring GTM and commercial solutions for high-value equipment adoption. • I provide business transformation consulting for a company in the sustainability sector, including building an AI agent system to optimize internal processes. I apply operational diagnostics, strategic planning, and commercial structuring to accelerate growth-stage clients' P&L results.
- Job: Steering Consultoria — Fundador · 2024-05 – present · 2y 3mo — A Steering constrói ferramentas de tecnologia sob medida — apps, sites, dashboards e agentes de IA — para empresas de médio porte (20 a 500 pessoas) que já têm ERP, CRM e planilhas, mas seguem convivendo com retrabalho porque nenhum sistema cobre a peça que falta do processo delas. Três frentes de trabalho: • Operação Inteligente — processos internos manuais deixam de depender de planilha e de memória de pessoa; menos trabalho refeito, mais controle. • Equipes com IA — ampliar a capacidade do time sem aumentar o quadro, colocando IA dentro do fluxo de trabalho que já existe. • Produtos e Experiências Digitais — transformar o conhecimento da empresa em ativo digital para o cliente final. Mét…
- Job: FCG Equipment — Diretor Brasil (GTM & Operações) · 2025-01 – 2026-06 · 1y 5mo — Led go-to-market and operational strategy for FCG Equipment's entry into the Brazilian construction and infrastructure market, representing international brands including Elematic, Lintec, Betonmac, NR Cooling, and Único Asfaltos. • Translated global brand strategies into local product-market fit across the represented portfolio. • Scaled the qualified sales pipeline from 10 to over 250 enterprise accounts through digital channels and strategic relationship-building. • Incorporated 3 new international brands into the portfolio, expanding capability to meet client needs. • Structured complex financing solutions as a competitive differentiator to unlock high-value equipment adoption.
- Job: routeasy by nstech — Head of SaaS Revenue, Sales & Ops · 2022-03 – 2024-05 · 2y 2mo — Joined Routeasy leading strategic planning and OKRs, and stayed on through and after its acquisition by nstech, leading the post-merger integration and the product's commercial and growth operation. • Led the company's long-term strategic planning through the "Dream Space" project, defining strategic objectives on a 5-year horizon. • Implemented the OKR routine as a goal-management and tracking tool. • Built "Routeasy Values," a culture program that also guided hiring criteria. • Reviewed the Customer Success operation, aiming for greater efficiency and alignment with company strategy. • Following the acquisition by nstech, led commercial, growth, and operations for the product, driving th…
- Job: A.T. Kearney — Senior Projects Manager (Operations & Supply Chain) · 2021-03 – 2022-03 · 1y — • Led process-efficiency and cost-reduction projects for enterprise clients, delivering 15% to 25% operating cost reduction. • Partnered directly with client C-level executives, from diagnostics through results presentation. • Audited and restructured operational activities, identifying bottlenecks and building an efficiency roadmap.
- Job: SumUp — Head of Logistics & Supply Chain (POS Fulfillment) · 2019-12 – 2020-12 · 1y — • Led the logistics fulfillment operation for POS devices, processing 100,000+ orders/month with a team of 40. • Reduced operating costs by 20%+, freight costs by 35%, and delivery lead time by 40%. • Led 3PL selection and negotiation, delivering 20%+ cost reduction and improved service quality. • Managed logistics integration with multiple tech platforms and API-driven
- Job: EY — Senior Manager, Consulting (Commercial & Delivery) · 2011-10 – 2019-12 · 8y 2mo — • Secured annual consulting revenue above R$5 million, with a mix of 60% new business and 40% account expansion. • Owned the full B2B consulting cycle, from diagnostics to post-sale account management, on global enterprise accounts such as Heineken, Ypê, Mars, and J&J, using "land & expand" strategies. • Led Network Design review projects delivering up to 15% cost reduction in Operations and 9% in tax base optimization. • Designed and delivered internal training for consultants on process redesign and data analysis.
- Job: Whirlpool Corporation — B2B and B2C Logistics Manager · 2009-07 – 2011-10 · 2y 3mo — • Led a Six Sigma Black Belt project that reduced supply chain waste by approximately R$2 million/year. • Reviewed work standards and logistics KPIs, targeting a 50% reduction in delivery issues. • Implemented a retailer bonus program based on logistics performance.
- Job: Digipix — Digital Print and E-commerce Operations Manager · 2006-07 – 2009-07 · 3y — • Grew photo album production capacity from under 500 to over 10,000 units/month. • Redesigned the digital printing process, scaling from 5,000 to 50,000 photos/day with 50% less labor. • Redesigned the manufacturing process by internalizing previously outsourced steps, cutting lead time by 67%. • Managed inventory of roughly 350 raw materials across 50+ different suppliers.
- Job: Integration Consulting — Supply Chain Analyst · 2005-07 – 2006-07 · 1y — • Implemented S&OP (Sales & Operations Planning) processes for food industry clients. • Led CPFR (Collaborative Planning, Forecasting and Replenishment) projects for pharmaceutical industry clients.
- School: USP - Universidade de São Paulo — MBA, Operations and Services Management
- School: Fundação Getúlio Vargas — Specialization in Business Administration – CEAG
- School: IMT - Mauá - Instituto Mauá de Tecnologia — B.S. in Production and Mechanic Engineer
- School: UC Berkeley — ELP, English Language Proficience
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