Rafael Gutierrez da Silva

I've built and managed a BRL 100M+ services-only joint pipeline across 20 enterprise accounts at Faiston, anchored by Vivo/Telefônica. I develop account plans, stakeholder maps, partner-led opportunities, and co-sell motions while maintaining 100% SLA compliance.

At Vivo Vita–Telefônica, I retained and expanded infrastructure and security opportunities across 300+ corporate accounts. I managed renewals, assessed contract health and adoption, identified upsell and cross-sell opportunities, and improved Salesforce visibility for renewals, pipeline, and reactivation.

Across cybersecurity distribution, alliances, and NetSecurity Technology, I've owned full sales cycles spanning prospecting, technical presales, pricing, proposals, negotiation, closing, and expansion. I've supported Palo Alto Networks and Juniper projects exceeding USD 500K, maintained renewal rates above 90%, and led commercial operations improvements and a four-person back-office team.