Adriano Alves

Senior Sales, Channel, and Alliances Executive with 20+ years of leadership across global enterprise software organizations. Proven expertise in Cybersecurity, Cloud Platforms, Generative and Agentic AI, Application Modernization, and IT Operations. Recognized for scaling indirect and direct sales models, accelerating partner ecosystems, and driving sustained revenue growth across Latin America and U.S. markets.

Trusted advisor to C-suite stakeholders, known for strategic execution, complex deal leadership, and high-performance team development in multinational environments.

Channel & Alliances Director – Latin America - OpenText / Micro Focus / Serena Software - Latin America

(2017-11)

Leads the indirect sales strategy across Latin America, managing distributors, global system integrators, and value-added resellers in support of enterprise software growth. Partnered with direct sales leadership to improve regional performance while designing and implementing scalable partner programs and enablement platforms. Played a key role in post-acquisition integration initiatives, contributing to sustained revenue growth and a significant increase in indirect sales penetration over consecutive years.

• Scaled indirect sales contribution from 10% to 58% through disciplined partner optimization and go-to-market alignment.
• Led and optimized multi-tier partner ecosystems including Distributors, Global System Integrators, and Value-Added Resellers.
• Architected and implemented new partner programs, onboarding frameworks, and enablement portals to drive partner productivity.
• Worked closely with direct sales leadership to improve regional performance and eliminate channel conflict.
• Supported Micro Focus and HP Software integration initiatives, ensuring continuity and growth across partner channels.

Regional Sales Director – LATAM - Micro Focus - Latin America (Brazil, Mexico, Colombia, Argentina, Chile)

(2016-05 - 2017-10)

At Micro Focus, held full responsibility for the Latin America region, leading multi-country sales and pre-sales teams while overseeing the strategic integration of Serena Software following its acquisition. Successfully aligned distributors and partners across Brazil, Mexico, Argentina, Chile, Colombia, Peru, Venezuela, Puerto Rico, and Guatemala, ensuring operational continuity, partner enablement, and market execution across the combined enterprise software portfolio.

• Led full Latin America sales ownership across the complete enterprise software portfolio, managing geographically dispersed sales and pre-sales teams.
• Directed post-acquisition integration following the Serena acquisition, aligning legal, commercial, and operational frameworks across multiple countries.
• Enabled and unified legacy Micro Focus and Serena product portfolios across regional markets to ensure continuity and revenue stability.
• Managed and optimized a complex distributor ecosystem, including master distributors and 11 former Serena partners across LATAM and the Caribbean.
• Drove partner enablement, go-to-market alignment, and territory execution to strengthen regional coverage and pipeline performance.

Regional Sales Director – LATAM - Serena Software - São Paulo, Brazil

(2011-12 - 2016-05)

Led Serena Software's direct and partner-led sales operations across Latin America, overseeing multi-country revenue growth and strategic accounts.

• Owned end-to-end sales and marketing execution across LATAM, managing direct sales teams and sales engineering while driving consistent year-over-year growth.
• Designed and executed a partner-led sales model across Brazil, Argentina, Chile, Mexico, Peru, Colombia, Puerto Rico, Guatemala, and Venezuela, transforming indirect sales performance.
• Scaled regional revenue from approximately US$1M to US$8.5M within three years, delivering record-breaking results for the territory.
• Personally led and closed high-value enterprise agreements with multinational and financial institutions, including seven-figure deals across Chile, Argentina, Venezuela, and Brazil.
• Contributed directly to Serena Software's valuation growth and successful acquisition by Micro Focus (US$540M), while achieving consecutive annual targets, Presidential Club recognition, and Sales Executive of the Year (FY16).

Executive Director & CEO - CenturyTech Solutions do Brasil / Certified Ltda - São Paulo, Brazil

(2009-02 - 2011-11)

Led the strategic direction and growth of a national consulting and mobility services firm, with full responsibility for revenue, partnerships, and operations. Rebuilt sales and technical teams to support expansion and innovation, negotiated exclusive international mobility partnerships at Mobile World Congress, and delivered enterprise certification programs for major brands including Vivo and Samsung in collaboration with CESAR. Focused on scalable growth, partner enablement, and market differentiation within the Brazilian mobility ecosystem.

• Executive leadership of a national consulting and mobility solutions firm, overseeing commercial strategy and operational execution.
• Full restructuring of sales and technical organizations to improve performance, scalability, and partner readiness.
• Development and execution of strategic partnerships within the mobile and telecommunications ecosystem.
• Successful negotiation of exclusive international partnerships at Mobile World Congress, expanding market reach in Brazil.
• Delivery of large-scale mobility certification programs for tier-one enterprises and telecom operators.

Vice President Director - Compuware Corporation - Detroit, MI (Global Operations) / Latin America

(2006 - 2008)

At Compuware, served as Vice President Director with full P&L accountability for Services Sales and Delivery across Brazil and Latin America. As a member of the Company Leadership Council, collaborated directly with global executives in Detroit to shape regional strategy and transformation initiatives. Leadership of a global restructuring program resulted in accelerated growth, significant cost efficiencies, and a materially strengthened market position for the LATAM organization.

• Executive leadership of a 51-member, multi-disciplinary organization spanning sales, pre-sales, consulting, and services delivery across Latin America.
• Direct ownership of regional Services Sales and Delivery, driving revenue expansion across software, maintenance, and professional services portfolios.
• Leadership of "Greek Fire," a global transformation initiative to restructure and modernize the LATAM business model.
• Achievement of revenue growth from US$10M to US$25M within a single fiscal year while preserving operating margins.
• Execution of a 23% reduction in operating costs through operational optimization, resource realignment, and process efficiency.

Regional Director, Latin America - Compuware Corporation - Brazil | Panama | Mexico

(2002 - 2006)

Directed SMB sales, professional services, pre/post-sales, and technical support across multiple Latin American markets, leading country operations and cross-functional teams with full regional accountability.

• Led the operational audit and regional launch of Changepoint following its acquisition, establishing Latin America as a new PPM business division aligned with global corporate standards.
• Repositioned underperforming regional operations into a high-visibility, high-impact contributor within the global organization through disciplined execution and go-to-market realignment.
• Personally led and supported complex enterprise sales and solution delivery for major accounts including Telmex and Banco Walmart (Mexico), Indra (Panama), Falabella (Chile), and T-Systems and Serasa (Brazil).
• Ensured successful delivery of enterprise solutions by aligning sales, services, and technical teams, strengthening client trust and long-term regional relationships.

Director of Professional Services, Brazil - Compuware Corporation - Brazil

(1997 - 2002)

Led the creation of the Professional Services division in Brazil, managing a high-performing team and enabling strategic partner companies with technical training. Directed the integration of Allydar into local operations and served as the primary spokesperson on industry-critical topics, including the "Millennium Bug." Delivered outstanding results across major Brazilian clients such as GE Capital, Banco Boa Vista, and Fininvest, driving operational excellence and market credibility.

• Established and led the Professional Services division in Brazil, managing a team of 8 SEs and Service Sales Consultants.
• Identified, selected, and technically enabled partner companies across Brazil, coordinating with U.S. offices in Detroit and Milwaukee.
• Led the 1998 integration of Allydar into the Brazilian operations, ensuring seamless technical and operational alignment.
• Acted as the focal point for press and industry communications on the "Millennium Bug," delivering interviews, articles, and lectures.
• Delivered measurable results with leading organizations including GE Capital, Banco Boa Vista, Fininvest, Banco Bozano Simonsen, and others.

Professional Services Manager - Platinum Technologies - Brazil

(1997-04 - 1997-09)

Led the establishment of the Professional Services Division in Brazil, overseeing process development and operational implementation. Engaged strategically with Banco Boa Vista at the SCCM solutions laboratory in Santa Barbara, driving solution presentations, negotiations, and closing a US$660K software deal. Directed the sale and delivery of SCCM solutions at Petrobras valued at US$2M, ensuring successful cross-border collaboration and client satisfaction.

• Established and structured the Professional Services Division in Brazil, defining processes and operational standards.
• Coordinated with Banco Boa Vista management at the SCCM solutions laboratory in Santa Barbara, leading presentations and solution demonstrations.
• Successfully negotiated and closed a US$660K software sale with Banco Boa Vista.
• Supervised end-to-end sale and delivery of SCCM solutions at Petrobras, totaling approximately US$2M.
• Managed coordination between U.S. headquarters and Brazilian clients, ensuring seamless implementation and alignment with corporate objectives.

MBA - Change Management - FGV, São Paulo

Specialization (Lato Sensu) - IT - Mackenzie University, São Paulo

Bachelor's - Business (IT Emphasis) - FASP, São Paulo