Michele Amaral

São Paulo, Brazil4.5k followers

Escalate Ops

ex-TOTVSex-DBMaster - Parceiro Oracle Cloud

15 years of experience in global technology companies, working in sales and competitive intelligence, in English, Portuguese, and Spanish, on SaaS, Cloud, AI, recurring services, and high-complexity projects involving multiple technologies. • Business expansion across LATAM.
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New logo acquisition and installed base management. • Negotiation of global contracts, both for leverage of existing accounts and for new business generated from Brazil. • Allocation of professionals, BPO, time & material (T&M), and squads to deliver projects involving CRM, Oracle Cloud, ERP SAP ECC, TOTVS, PLM, Artwork Management, and complex initiatives across Procurement, Finance, Tax, Accounting, R&D, Quality, and Packaging departments. • Specialist in Competitive Intelligence – Postgraduate and MBA in Strategic and Competitive Intelligence. Research, analysis, and strategic planning supported by Gartner, IDC, and Forrester. • Industry experience in Retail, CPG, Medical Devices, Pharmaceuticals, Chemicals, Food & Beverage, Automotive, and Pre-media. Tools: Microsoft Office , Power BI, Sales Navigator, Salesforce e Revegy

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GTM Index

ESCALATE OPSJOB
1. Account Executive - Brazil…
  1Y 1M
ALTRIO CONSULTINGJOB
1. Strategic GTM and Market I…
  2Y 7M
HCL TECHNOLOGIESJOB
1. Sales Mgr
  6M
ESKOJOB
1. BD Mgr LATAM
  3Y 6M
2. Sales Executive LATAM
  10M
DBMASTER - PARCEIRO ORACLE CLOUDJOB
1. Business Relationship
  9M
SOFTTEKJOB
1. Business Relationship Mgr
  3Y
TOTVSJOB
1. Business Relationship Mgr
  2Y 8M
2. Commercial and Market Inte…
  8M
STAR-ITJOB
1. Market Intelligence Coordi…
  8M
ECOLABJOB
1. Sales Assistant
  1Y 5M

Job: TOTVS — Commercial and Market Intelligence (Inside Sales) · 2010-07 – 2011-03 — RMS Executed commercial activities in ERP software projects, from prospecting to contract signature. Participation in the deployment project, from kick-off to GO LIVE. Identified opportunities through in-depth knowledge of retailer internal processes.
Job: DBMaster - Parceiro Oracle Cloud — Business Relationship · 2018-03 – 2018-12 — Focused on developing server hosting sales in the Oracle cloud. OCM - Oracle Cloud Machine, Exadata, Hybrid Models and public cloud. Commercialize Oracle infrastructure portfolio (licensing and servers hosting in Oracle cloud) in partnership with ERP companies. Execute commercial activities from prospecting to project completion. Manage partner relationship to enable sales together with ERP sales. Support marketing demands.
Job: Ecolab — Sales Assistant · 2009-02 – 2010-07 — Support to the commercial team with administrative routines. Introduction of a new research model, based on market intelligence strategies, in order to raise the level of satisfaction and quality, suggest improvements, identify possible losses and increase commercial contracts.
Job: Escalate Ops — Account Executive - Brazil Growth & Strategy Lead · 2025-07 – present
Job: STAR-IT — Market Intelligence Coordinator - Demand Generation for SAP Retail · 2011-03 – 2011-11
Job: HCL Technologies — Sales Manager · 2024-12 – 2025-06
Job: Esko — Business Development Manager LATAM · 2020-01 – 2023-07 — • Responsible for generating new business and managing the installed base across Latin America, achieving triple-digit ACV growth through new logo acquisition. • Delivered 20% year-over-year growth in revenue and recurring annual contract value (ACV) during the period. • Sold complementary CAD and 3D solutions to marketing and packaging departments within enterprise clients. • Expanded global contracts to LATAM clients through leverage of accounts with no local presence. • Adapted global solutions to meet the technical and commercial requirements of the Latin American market, in collaboration with presales and product leadership. • Managed SDR and sales teams. • Commercial activity througho…
Job: TOTVS — Business Relationship Manager · 2011-11 – 2014-07 — CONSINCO Executed commercial activities in ERP software projects, from prospecting to contract signature. Participation in the deployment project, from kick-off to GO LIVE. Identified opportunities through in-depth knowledge of retailer internal processes.
Job: Softtek — Business Relationship Manager · 2014-08 – 2017-08 — Managed Walmart Brazil account and developed new business in retail segment. Developed direct relationship with Coordinators, Managers, Directors and CIO - (ISD and Integration Program). Annual quota of R$10 million. In one year, sold R$14 million to a single client (Walmart), exceeding the target by 40%. Sold and followed up project delivery of high financial value and high complexity for tax and logistics areas (global and local legacies), support (AMS), allocations (Time & Material).
Job: Esko — Sales Executive LATAM · 2019-02 – 2019-12 — Business development in large clients in Latin America. Consultancy sale, understanding needs and positioning the right solution.
Job: Altrio Consulting — Strategic GTM and Market Intelligence Consultant · 2024-01 – present — Altrio Consulting is a white-box outsourcing firm specialized in connecting SaaS companies in Europe and the US with top multilingual talent from Latin America. At Altrio, I improved commercial performance through analysis of outsourcing market behavior in the US and Europe. I refined the ICP based on actual response patterns and adjusted communication strategies to match distinct decision-maker profiles. I rewrote the company’s GTM messaging, increasing average outbound campaign open rates from 10% to 70%. I ran comparative analyses of customer profiles and direct competitors, applied win-loss reviews, and sharpened qualification criteria, supporting more accurate decisions on targeting an…
School: Harvard Business School — Negotiation Mastery
School: MIT Professional Education — Persuasive Communication
School: Instituição de Ensino FIPE — Master of Business Administration (MBA), Strategic, Competitive and Economic Intelligence
School: FIA Business School — Postgraduate, Intelligence and Market
School: Kaplan University — English, Intercâmbio / Inglês
School: Universidade Paulista — Bachelor's degree, Marketing

Skills

SalesforceVendas internacionaisAnálise de dadosResolução de problemasGestão de conhecimentosPesquisaTecnologia da informaçãoVisão do clienteComportamento do consumidorAnálise de negóciosInsights de negóciosHabilidades analíticasMídias sociaisLiderançaPlanejamento de contasDemonstração de produtosCotasMicrosoft PowerPointMicrosoft ExcelIndústria das ciências da vidaPensamento científico, crítico e criativo

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Michele Amaral

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