Brazil

Sales

Business Development

Business Transformation

Leonardo Ang

Managing Partner – Corporate Growth and Strategic Partnerships

Partnership

Problem-solving

Time management

Empathy

Organisation skills

Leadership

Analytical skills

Deal strategy

Budget management

Market research

Sales plan and process

Trello

Glassdoor

Mural

Stakeholder management

Collaboration

Negotiation

Business intelligence

Relationship management

Tips for transitioning into a new role or company.

Changing roles

How to successfully prepare and position yourself for a job promotion?

How to get promoted

How to ask for a promotion and negotiate for salary raise?

Negotiating a job offer

How to think about design career paths and what progression looks like for designers?

Design career path

How to set up the team for success by defining and measuring team's performance.

Choosing metrics and team goals

Identify and define potential product problems and generating possible solutions.

Identifying problems vs solutions

Learn how to properly present your work and share ideas and opinions.

Presenting your work with impact

How to work with team members with different skill sets but towards a common goal?

Working cross-functionally

Serving global SMEs on international expansion and advising big techs on go-to-market strategy
- Attained a 75% project success rate on setting the route to market for global SMEs landing in Brazil – either direct, distributor, or system integrators (market average is less than 5%) in 2024 
- Shortened to ¼ the time-to-market potential assessment and reduced by 90% CAPEX in market entry projects; developed an agile consultative approach to identify viability with the right corporate stakeholders and leveraged pre-established connections with Enterprises and Partners, more than 800 B2B meetings
- 96% of client satisfaction rate advising global executives at big techs; reviewing and advising on sales and partnership strategies, with more than 70 sessions

Reported to Sales VP, new business unit expanding into IBM’s existing software installed base
- Facilitated solutions awareness through over 30,000 Ideal Client Profiles (in the Americas and Europe) by designing and coordinating an outreach engagement plan via IBM’s global digital sales centers

Reported to SaaS Business Unit Head, 12 direct reports – over 3,000 existing clients and US$ 90 million Annual Contract Value
- Achieved 140% of the target - by creating a culture of ownership and transparency, re-organizing sellers’ territories according to industries’ challenges, and leveraging the team’s diverse background for specific special assignments (2/3 of reports were race or gender minorities)  
- Obtained the highest rates (across IBM’s SaaS units) of customer satisfaction - NPS, productivity (deals per FTE), forecast planning (+/- 1% quarter by quarter), and other KPIs, by aligning long-term objectives, commitment towards client’s success and empowering team to innovate

Reported to SaaS Business Unit Head, 5 direct reports – turned around unit’s historic client attrition of 60%, 1,500 existing clients, and US$ 40 million Annual Contract Value
- Achieved 80% retention rate (target 70%) – by reorganizing sales processes, reviewing sales teams’ incentives with the global finance team, and targeting churn root causes 
- Outperformed cross-sell and up-sell rate by 200%, by partnering with system integrators and Techs acquired by IBM

Reported to Market Intelligence for Sales VP – evaluated and consolidated technology market trends for IBM Senior sales leadership               
- Conducted various projects on routes to markets for sales and marketing teams, including entrance into new markets, competitors’ analysis, sales enablement, emerging technologies, etc.

Served both the Chemical and Petroleum Partner and the Tiger team director – business development of services and software in new verticals or white space accounts, including SMEs in the Industrial sector
- Generated a qualified pipeline of US$ 40 million, and won US$ 2 million in signings/ revenue, by acting as a client consultative advisor, pre-packaging services solutions for inside sales channels, and exchanging global expertise

Reported to Lead Automotive Partner – served in various client-facing and internal projects
- Created a project delivery dashboard for a local automaker and another for the industrial sector, and managed a workstream to redesign corporate processes for IBM Europe (HR) supporting the European leadership go-to-market transformation

Joined GM development program to accelerate career with key global leadership positions

- Assigned to a utilities client on engagements in Finance and Procurement

- Co-founded Cimenfort, a private cement factory, and managed other investments in the South of Angola region (Construction and real estate); responsible for full operations and P&L, including investing US$ 30 million, management of 70 employees, and negotiation of government licenses and mineral reserves

- Managed sales agreements and delivery; growing responsibility from US$ 80 million/year (1.5 million tons) to US$ 1 billion/year (19 million tons) by simplifying the sales process, conducting a transfer of business from an acquisition, and orchestrating a partnership with the 2nd largest industrial conglomerate in Latin America

Leonardo Ang🇧🇷

Create an account to accelerate your career with expert mentors worldwide.