Resumé (in English)

Partner & CTO.

zms_photo_185x185Solid experience in Marketing and Sales (M&S) in large multinationals companies for different consumer and carrier-class products such as: Cellular 3G/LTE, WiMAX, AWS, NGN, VoIP, WLAN, IPTV, xDSL, IMS, Antennas, and cell phones (handsets), Professional Services (consultancy selling), and turn-key projects.

Worked as part of cross-functional teams consisting of engineering, sales, deployment, project management and documentation staff responsible for product development, customization and implementation for numerous customers and projects.

Target accounting funnel analysis, Strategic business planning and business development, GTM (Go-To-Market) planning and execution; P&L co-responsibility, Customer consultancy and Solution design aid. Ability to lead negotiations with large customer’s accounts; prospect, develop and maintain long term partnerships. Some of the partners I had worked with: Juniper, Cisco, Avaya, Cellvine, Acme Packet, Verint, SS8 Networks and Sonicwall among others.

Responsible for revenue generation and recognition, within the defined timeframe, assuring quality and delivery time to customers, while attaining to company’s objectives. Worked on large (Lucent and Alcatel-Lucent) and mid-sized (Splice do Brasil and Powerwave Technologies) companies, understanding how each one make their business. Helped Powerwave Technologies establishes and increase its presence in Brazil and other countries in South America, with some major accomplishments, like the multi-million US dollar contract with the Metro de Sao Paulo (subway) and cellular carriers in Brazil.

Working on telecom market for more than 22 years, with emphasis on business development aspects of telecommunications solutions and systems. Solid knowledge of the Brazilian telecom market (voice and data). Strong background in several wireless, wireline and NGN technologies. Active participation on Seminars, Trade Shows and Events, as speaker and presenter of themes related to NGN, IMS, 3G Systems and Mobile Internet Business. Solid knowledge on xDSL, wireless and wireline broadband solutions.

Worked on technical sales activities as a Technology & Product Manager in Brazil. Responsible for new business opportunities, working on ‘new business’ development, mainly regarding new technologies.

Large experience on regulatory subjects at ANATEL (the FCC-like brazilian regulatory body). Strong relationship with OCD’s (Organismo Certificador Designado) in Brazil.

Lead efforts in order to pave the way to introduce new technologies, such as CDMA-450, WiMAX and IMS in Brazil. Published some articles on the specialized press, and author of “Sistemas Móveis de Terceira Geração” whitepaper, published by Brisa.

Participation in the International Telecommunication Union – Radiocommunication Sector (ITU-R) activities, an United Nations Organizations, as a Brazilian Administration’s delegate, in the following working groups: Task Group 8/1 (3G Mobile Communications) and Working Party-8F (IMT-2000 and systems beyond): Spectrum, Radio Technology, Global Circulation and Vision. Preparation of various proposals of the Brazilian Administration for both CITEL and ITU-R groups.

Member of “Cyber Law & High Technologies Crimes Comission” and Consultant Member of “Science and Technology Commission” from OAB/SP.

Participation in the Brazilian Manufacturers Association (ABINEE) as a Lucent’s delegate on the Personal Mobile Services and Certification groups. Former member of CITEL (Comisión Interamericana de Telecomunicaciones – part of Organización de los Estados Americanos) and CDG (CDMA Development Group). Made presentations during CITEL’s PCC-II Meetings in Venezuela, Mexico and El Salvador, inclusive as a CDG’s keynote speaker.


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– Senior Consultant and Business Advisor – Business Development and Sales Manager:

Strategic consulting, structuring commercial transactions including new businesses and sales strategy development. Business and partnership development. Responsible for customers like Nextel, Claro and Embratel. My main role is to provide business and solutions consultancy for these customers, including IT platforms (VAS, OSS/BSS, network & element management), specific equipment and professional services among others. ConsulTel is also a sales channel for companies like CPqD, Digitro and Innovix.


– Regional Account Manager:

Working as Account Manager and Sales Representative of Clarify’ solutions and products, for small-to-medium and large companies, in the IT segment like: marketing & advertising agencies, industries, banking, food, TV, gas & energy, hospitals and logistics among others. The solution portfolio is related to customized software development, web and mobile systems and high-skilled outsorcing.

JMS CONSULT – IT & Telecom (self-owned company)

– Partner and Director:

Experienced telecom consultant, acting in partnership with private companies like Arion Solutions and Clarify. Providing regulatory and technical consultancy to law firms on subjects related to telecommunications, for example on lawsuits or technical advisory.


– Senior Application Engineer and Sales Engineer:

Consultancy on equipment certification at ANATEL. Responsible for sales efforts and strategies covering indoor coverage systems and antenna systems. Main achievements on Powerwave: win several equipment contracts with Claro, Vivo, Nextel TIM and BrT. Won a multi-million US$ contract to cover the Sao Paulo subway and a project of indoor RF coverage for Costanera Norte HWY in Chile. Equipment trials in Brazil, Argentina, Chile and Honduras.


– Professional Services Sales Manager:

Responsible on positioning the Professional Services (PS) portfolio from Alcatel-Lucent both to existing and new customers. Examples of these PS were: Managed Services, Hosted Services and Applications, Network Operation and Optimization, RF Engineering optimization and benchmark etc.

– Technology & Product Marketing Manager:

Responsible to maintain ongoing business and develop new opportunities at major telecom operators in Brazil, such as Brasil Telecom (BrT), Telecom Italia, CTBC and others. On this role, I was responsible to help customers identify eventual gaps and issues on their networks, and positioning Lucent’ solutions. On these accounts, I was responsible for revenues of around US$ 10M.  Worked on the Telebras System privatization, participating on meetings with Telefónica de España, in Madrid – Spain, throughout July’ 1998. This job assignment preceded a multi-million US dollar contract signed between Lucent and Telefónica, in Brazil (a CDMA network in RJ state).

– Market System Engineer (MTS – Member of Technical Staff | Lucent Technologies – Bell Labs):

Marketing support to the specialized press, as well write technical papers and articles.

– RF Engineering:

CDMA network deployment in São Paulo metropolitan area; RF project design; cell planning; system optimization; customer interface advocate; TDMA Network Design in Curitiba; RF Design in Argentina, performing a CDMA system optimization of CTI Móvil network, at Santa-Fé region;


Systems Engineer – Deployment and enhancement of mobile cellular networks using repeaters and microcells; cell planning; system design. Provided training courses for Brazilian Telco’s and vendors.