Alakija LUCIANO

En résumé

Entreprises

• Cisco - Sales Director - IoT Sales Specialist

  Issy les Moulineaux 2016 - maintenant

• Telefonica Brasil - Head of Business Development

  2012 - 2015 Led BD team, influenced and executed local strategy and go to market of m2m solutions beyond connectivity focusing on value added digital services and m2m/IoT verticals such as automotive, smart grid and smart cities.
  - Performed market research and competitive intelligence for m2m/IoT value chain in different verticals.
  - Presented potential M&A and partnerships strategic options in order to accelerate market penetration
  - Led the partnership strategy and company participation in the biggest SmartGrid offers in Brazil with FCV of R$ 1bi and Street Lighting projects valued over FCV R$7 bi, on top of national PPP and auto RFPs
  - Expanded funnel generation on fleet, insurance telematics, automotive, smart grid/city and IoT opportunities

• Ethertronics Inc. - Country Manager & Head of Sales & Marketing - Latin

  2010 - 2012 Reporting to the General Manager for Americas&Europe.
  Responsible for all products, sales, marketing, business development and strategic partnership activities across the Latin America.
  - Executed the Startup of operations in Brazil: increased the market share to a leading position in 1 year, 3151% revenue growth, maintaining high margins and stability on sales pipeline.
  - Developed and executed Go-to-market strategy; established a distribution channel for indirect sales, brand awareness and recognition through participation on strategic forums, events and sector organizations.
  - Developed and executed strategy to penetrate on different industrial internet sectors like: energy (smart grid), auto-security (telemetry) and financial services.
  - Developed local market intelligence to apply company wireless technology on high growth markets: energy (telemetry and automation), automotive (tracking), payment/financial and security.

• Siemens Wireless - Technical Sales & Business Developer

  2008 - 2010 Siemens Wireless Modules (became Cinterion Wireless Modules after spin off) (US, Canada, Latam)
  
  
  
  Hired to be an application engineer responsible for Cellular Wireless Modules certification according to regulation in LATAM. Increased the role to business developer, executing market analysis of different segments and creating services unit.
  - Created and performed internal presentations (roadmap, unique selling points, competition and market analysis) as well as external technical trainings to support direct and indirect sales teams on exceeding sales revenues on 140% and keep the # 1 position with market share above 70%
  - Specified, negotiated, implemented and operated the first innovative LATAM pre-certification Lab (US$0,5million investment) from a M2M module supplier to offer customer value added services.
  - Developed and presented a business case to the company top management (including the company CEO) focusing on strategic investment on services market. The solution focused on the vertical Mobile Media/Digital Signage /Automotive market lead to the negotiation of a US$ 30 million contract.

• Telefonica - Process and Project Engineer

  Madrid 2007 - 2008 Hired to be member of the consulting team responsible for the definition and implementation of the Regional O&M Process on 13 Latin American countries with fixed and mobile operations.
  - Increased the knowledge of 100% of the regional team on mobile technology, allowing the creation of mobile networks KPIs.
  - Built relationship with equipment manufacturers, managed services and system integrators to set long-term vision of services strategy in a project involving collaboration with BCG consultants.
  - Mapped IT frameworks into regional and local NOC/Data Center processes establishing potential savings of US$3 million.
  - Evaluated network costs to the unification of services and networks leading to US$4 million savings.
  - Specified the first Show Room with innovative products and services for VIP customers.

• the Inter-American Development Bank - VOLUNTEER

  2006 - 2008 I participated in the Latin America-Asia Bridge for Youth Initiative of the Inter-American Development Bank-Japan Program focusing on promoting the exchange of knowledge, experiences and best practices in development between Latin America/Caribbean and East Asia countries

• Siemens Ltda. - Technical Sales & Engineer

  2005 - 2007 Technical Sales Engineer at Center of Competence for Latin America
  
  
  
  Pre-Sales Technical Support on Latin America large scale Projects: customer presentations (using value added argumentation) and answering RFx.
  - Analyzed Telecom & IT market/clients/competitors and presented the requirements to the technical board
  - Introduced the first Project/Product virtual meeting and interoperability activities in Latin America
  - Led the interaction with product and R&D team based in Berlin and Munich to align fit of products features
  
  LANGUAGES
  Portuguese, English: fluent Italian, Spanish: advanced German: basic

Formations

• Insper (São Paulo)

  São Paulo 2010 - 2013 Executive MBA

• University Of Glasgow Econ (Scotland)

  Scotland 2004 - 2004

• Politecnico Di TORINO (Turin)

  Turin 2003 - 2004 Master of Science

• State University Of Campinas (Campinas)

  Campinas 1999 - 2003 Bachelor of Science

Réseau

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