ABOUT ME
Sales and Pre-sales Director. Business manager with extensive Software and Cloud Computing knowledge. Proven record of target overachievement, having managed mature markets with revenue levels near US$ 500M per year, as well as started new businesses growing to tenths of millions dollars in revenue. I am a technology enthusiast, specialist in Cloud and various technology stacks of modern Web and mobile apps. I am capable of developing business with C-level business and technical leaders. I have started multiple new operations in Brazil and LATAM, including the IBM PaaS business and the IBM software support and development Lab in Brazil. I have managed teams as large as 180 people in multiple countries.
SKILLS
People management, P&L management for IT services, Sales sales leadership. Product management with strong ability to define business models and the underlying technology. Strong skills in finance, capital markets, accounting and business operations. Core technical skills are Cloud Computing, Kubernetes, DevOps, cloud native application architectures and development, SaaS revenue models, mobile app development, hybrid Cloud integration, Blockchain, Artificial Intelligence and Analytics, and transactional systems.
LANGUAGES
English: Fluent French: Fluent Spanish: Fluent Portuguese: Native
CONTACT
lozass@gmail.comREGION
São Paulo - SP - Brazil
Sergio Coelho Loza
Cloud, Software, and IT Services
Sales and Pre-sales Director
Experience
IBM - Jan 1991 - Sep 2019
Head of IBM Cloud Platform and Blockchain, Latin America
Jan 2016 - Sep 2019
Owns sales, revenue and client satisfaction of IBM Cloud platform product (IAAS+PAAS). Owns sales of IBM Blockchain platform and solutions. Report to Global VP of Sales for the IBM Cloud Platform (a.k.a. Bluemix). Delivered 137% revenue growth in 2018, having taken the business from less than 1M to over USD 10M yearly revenue at the end of 2018. Grew the installed base from zero to over 700 subscribers. The mission includes definition of sales strategy, Go-to-market coverage and sales execution for face to face, digital sales, and Business partner channels.
Cloud Software Sales Director, Latin America
Jan 2015 - Dec 2015
Responsible for sales of IBM Cloud Unit software products for hybrid cloud, integration and Devops in Latin America. Delivered strong double-digit growth in 2015, created new business (Bluemix) revenue stream in the region.
Big Data & Analytics Sales Director, Global Business Services Latin America
Jan 2013 - Dec 2014
Responsible for sales of Consulting Services, Software and hardware platform (servers) products for the Big Data & Analytics market (market size US$ 7.8B in Latin America in 2014, of which IBM held around 10%). Achieved double digit growth in 2014 and 2013, overachieving targets. Reporting to the Latin America General Manager. Responsible for new offering creation, deployment and management in the region. Responsible for transitioning the Business Intelligence only business to Big Data related projects. As executive liaison between Software and Consulting divisions, my mission was to ensure good governance and collaboration between these divisions in case of complex projects.
Sales Executive, Social Business software, Latin America
Jan 2010 - Dec 2012
Responsible for sales of Software Social Business (team collaboration) software products in Latin America. Achieved sales target in the range of tenths of million dollars (new yearly sales). Grew sales in the region by 70% in 3 years, capturing significant market share.
Sales Operations Executive, Software, Latin America
Jan 2008 - Dec 2009
Responsible for all sales operations relative to software in Latin America. Reporting to region Sales VP and running sales operations with the region countries, including weekly execution cadences. I owned Head count (HC) and expenses control and led special investment and culture transformation projects, achieving an improved sales management system with reporting sales forecast to WW HQ. Leadership role in sales transformation processes, including deployment of new market segmentation models, new sales methodologies and new IT systems to support the business.
Technical Sales and Services Executive, Software, Brazil
Aug 2005 - Dec 2007
Head of a team of 170 HC with technical-sales, delivery services professionals, project managers and IT architects. Took the organization in a financial loss condition and turned it into a double-digit gross profit state, with improvement in delivery quality and client satisfaction, process and cost improvements. Started the software development of IBM products in Brazil, an organization that currently employs hundreds of developers.
Management and professional positions at IBM Brazil
Jan 1991 - Jul 2005
Various positions including Sales, pre-sales, IT services delivery, marketing, business partner management and product management.
Education
Entrepreneurial MBA
Fundação Dom Cabral, 2008 - 2009
Business Management Diploma
Fundação Instituto Administração, 1998 - 1999
Electrical Engineer
University of Sao Paulo – Escola Politécnica, 1986 - 1990
Courses and Professional Development
Investment Management
University of Geneva and Coursera
2019-2020
16-week specialization, including the courses: Securing Investment Returns in the Long Run, Portfolio and Risk Management, Meeting Investor’s goals, Understanding Financial Markets courses.
Cloud Native + Kubecon Conference
Cloud Native Computing Foundation
2019
Cloud Native Computing Conference, 40 hours, Barcelona Spain.
Architecting with Google Platform Specialization
Google Education and Coursera
2019
Coursera, 6 courses Specialization, 4 weeks.
AWS Fundamentals: Going Cloud Native
AWS Education and Coursera, 2 weeks
2019
Coursera, 6 courses Specialization, 4 weeks.
Breakthrough Value Leadership
Boston Toronto Group and University of Boston
2015
Economic impacts of digital transformation, 40 hours.
Data Science Specialization initial 4 courses
Johns Hopkins University and Coursera. 16 weeks
2014
Exploratory data Analysis; Getting and Cleaning Data; R Programming; The Data Scientist’s toolbox courses.
Statistics – Making Sense of Data
University of Toronto and Coursera
2013
Basics of Statistics for analytics and machine learning. 6 weeks.
Initiation à la Programmation (en Java)
École Polytechnique Fédérale de Lausanne et Coursera
2013
Software development with the Java language, 24 hours.
Advanced Sales Leadership
University of Boston
2011
40 hours. Value Selling of IT solutions. My Capstone Project was a plan to modernize a degraded part of the City of Boston, positioning it as an innovation hub for new technology-based businesses and startups.
Publications
Loza, S. C., & Ballon, T., & Hinner, F. (1994)
IBM LAN Distance Version 1.1 Configuration and Customization Guide (2nd ed.). IBM Press. book number GG24-4158-1, 411 pages.
Loza, S. C., & Janke, E., & Paget B. (1992)
Lan Server 2.0 New Functions and Features. IBM Press. book number GG24-3875-00, 227 pages.
Cloud, Software, and IT Services
Sales and Pre-sales Director
Head of IBM Cloud Platform and Blockchain, Latin America
Jan 2016 - Sep 2019
Owns sales, revenue and client satisfaction of IBM Cloud platform product (IAAS+PAAS). Owns sales of IBM Blockchain platform and solutions. Report to Global VP of Sales for the IBM Cloud Platform (a.k.a. Bluemix). Delivered 137% revenue growth in 2018, having taken the business from less than 1M to over USD 10M yearly revenue at the end of 2018. Grew the installed base from zero to over 700 subscribers. The mission includes definition of sales strategy, Go-to-market coverage and sales execution for face to face, digital sales, and Business partner channels.
Cloud Software Sales Director, Latin America
Jan 2015 - Dec 2015
Responsible for sales of IBM Cloud Unit software products for hybrid cloud, integration and Devops in Latin America. Delivered strong double-digit growth in 2015, created new business (Bluemix) revenue stream in the region.
Big Data & Analytics Sales Director, Global Business Services Latin America
Jan 2013 - Dec 2014
Responsible for sales of Consulting Services, Software and hardware platform (servers) products for the Big Data & Analytics market (market size US$ 7.8B in Latin America in 2014, of which IBM held around 10%). Achieved double digit growth in 2014 and 2013, overachieving targets. Reporting to the Latin America General Manager. Responsible for new offering creation, deployment and management in the region. Responsible for transitioning the Business Intelligence only business to Big Data related projects. As executive liaison between Software and Consulting divisions, my mission was to ensure good governance and collaboration between these divisions in case of complex projects.
Sales Executive, Social Business software, Latin America
Jan 2010 - Dec 2012
Responsible for sales of Software Social Business (team collaboration) software products in Latin America. Achieved sales target in the range of tenths of million dollars (new yearly sales). Grew sales in the region by 70% in 3 years, capturing significant market share.
Sales Operations Executive, Software, Latin America
Jan 2008 - Dec 2009
Responsible for all sales operations relative to software in Latin America. Reporting to region Sales VP and running sales operations with the region countries, including weekly execution cadences. I owned Head count (HC) and expenses control and led special investment and culture transformation projects, achieving an improved sales management system with reporting sales forecast to WW HQ. Leadership role in sales transformation processes, including deployment of new market segmentation models, new sales methodologies and new IT systems to support the business.
Technical Sales and Services Executive, Software, Brazil
Aug 2005 - Dec 2007
Head of a team of 170 HC with technical-sales, delivery services professionals, project managers and IT architects. Took the organization in a financial loss condition and turned it into a double-digit gross profit state, with improvement in delivery quality and client satisfaction, process and cost improvements. Started the software development of IBM products in Brazil, an organization that currently employs hundreds of developers.
Management and professional positions at IBM Brazil
Jan 1991 - Jul 2005
Various positions including Sales, pre-sales, IT services delivery, marketing, business partner management and product management.
Entrepreneurial MBA
Fundação Dom Cabral, 2008 - 2009
Business Management Diploma
Fundação Instituto Administração, 1998 - 1999
Electrical Engineer
University of Sao Paulo – Escola Politécnica, 1986 - 1990
Investment Management
University of Geneva and Coursera
2019-2020
16-week specialization, including the courses: Securing Investment Returns in the Long Run, Portfolio and Risk Management, Meeting Investor’s goals, Understanding Financial Markets courses.
Cloud Native + Kubecon Conference
Cloud Native Computing Foundation
2019
Cloud Native Computing Conference, 40 hours, Barcelona Spain.
Architecting with Google Platform Specialization
Google Education and Coursera
2019
Coursera, 6 courses Specialization, 4 weeks.
AWS Fundamentals: Going Cloud Native
AWS Education and Coursera, 2 weeks
2019
Coursera, 6 courses Specialization, 4 weeks.
Breakthrough Value Leadership
Boston Toronto Group and University of Boston
2015
Economic impacts of digital transformation, 40 hours.
Data Science Specialization initial 4 courses
Johns Hopkins University and Coursera. 16 weeks
2014
Exploratory data Analysis; Getting and Cleaning Data; R Programming; The Data Scientist’s toolbox courses.
Statistics – Making Sense of Data
University of Toronto and Coursera
2013
Basics of Statistics for analytics and machine learning. 6 weeks.
Initiation à la Programmation (en Java)
École Polytechnique Fédérale de Lausanne et Coursera
2013
Software development with the Java language, 24 hours.
Advanced Sales Leadership
University of Boston
2011
40 hours. Value Selling of IT solutions. My Capstone Project was a plan to modernize a degraded part of the City of Boston, positioning it as an innovation hub for new technology-based businesses and startups.
Loza, S. C., & Ballon, T., & Hinner, F. (1994)
IBM LAN Distance Version 1.1 Configuration and Customization Guide (2nd ed.). IBM Press. book number GG24-4158-1, 411 pages.
Loza, S. C., & Janke, E., & Paget B. (1992)
Lan Server 2.0 New Functions and Features. IBM Press. book number GG24-3875-00, 227 pages.