Gustavo Pinto Guimaraes, Finance Expert in Barcelona, Spain
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Gustavo Pinto Guimaraes

Verified Expert  in Finance

Management Consulting Expert

Barcelona, Spain

Toptal member since June 20, 2022

Expertise
M&ABudgeting Consulting
Bio

Gustavo is an expert in management consulting with extensive experience working with digital native tech companies and retail, energy, and telecom corporations. He combines strong analytical, abstract thinking, and problem-solving skills with a remarkable capacity to intersect strategic, product, and commercial perspectives. Gustavo is willing to bring his expertise to the Toptal network, engaging with new clients and helping them thrive in their businesses.

Career Highlights

Senior Strategy Manager, Digital Experience and Ecosystem
WooliesX
Sales Strategy and Operations Manager
LinkedIn
Engagement Manager
McKinsey & Company

Education Highlights

Exchange Program
University of California, Berkeley
Master's Degree
Columbia Business School
Bachelor's Degree
Pontifical Catholic University of Rio de Janeiro

Case Studies

Expertise

  • Business Cases
  • Digital
  • Digital Transformation
  • Ecosystem
  • Modeling
  • Product Strategy
  • SaaS
  • Strategy

Work Experience

Director, Strategic Sales Initiatives

2024 - PRESENT
Kyriba
  • Handled performance management of the sales organization, including leading weekly forecast calls and executive presentations.
  • Performed capacity modeling for the workforce as part of budget conversations.
  • Led the analytics process of due diligence on the sell side.
Focus areas: Sales, Sales Operations, Sales Strategy, Go-to-market Strategy, Go-to-market Optimization, Strategy, Budgeting

Senior Strategy Manager

2023 - 2023
GPC Asia Pacific
  • Developed Vision 2027, a 5-year strategic plan for Motion Asia Pacific, a $700 million business willing to double its size in four years.
  • Supported the set-up of the strategic program office, which was responsible for designing and supporting the delivery of key strategic initiatives.
  • Led needs-based customer segmentation in partnership with external survey providers.
Focus areas: Mergers & Acquisitions (M&A), CX Strategy, Strategy, Budgeting, Business Transformation

Principal Product Manager

2022 - 2023
Appen
  • Led the development of a new pre-labeled dataset product expected to create a $20 million business line for Appen. Handled the market research, business case, customer testing, and go-to-market strategy.
  • Spearheaded an end-to-end, cross-functional program to drive an additional $160 to $200 million in revenue from data collection activities. Led the market and user research activities to guide the product roadmap and new capability building.
  • Managed roadmap and user experience improvements for Appen Mobile, the primary data collection tool for over one million collaborators globally.
Focus areas: Product Sales, Product Strategy, Go-to-market Strategy, Product Marketing, Business Cases

Senior Strategy Manager, Digital Experience and Ecosystem

2020 - 2021
WooliesX
  • Developed the strategy and led the discovery and design of a next-gen digital platform with expected traffic of 200 million monthly visits and yearly revenue of $6 billion. Led a cross-functional team of marketers, designers, and engineers.
  • Co-owned the development of the Woolworth app, a main customer-facing digital asset with 1.5 million weekly users. Handled the definition of the product vision, key customer missions, feature roadmap, and marketing activities.
  • Oversaw the digital content strategy to drive monthly traffic to owned channels by 80 million and $200 million in digital media revenue. I also identified and negotiated with content partners.
  • Led the business case team implementing self-scanning check-out methods with scan and go technology to around 100 stores at a CAPEX investment of $30 million.
Focus areas: Digital, Digital Media, Strategy, Agile, Product Strategy, Product Marketing, Business Cases, Ecosystem, Business Technology, Executive Consulting, Executive Presentations

Sales Strategy and Operations Manager

2018 - 2020
LinkedIn
  • Led the merger of lines of business across APAC with combined global revenue of $4.5 billion. Defined the new operating model and established the target across different product and territory allocations.
  • Spearheaded the regional strategy review with the strategy and business development teams, identifying new business revenue streams and areas for collaboration with the regional Microsoft team. Achieved a 30% growth in revenue year over year.
  • Ran target setting, performance management, and identification of growth opportunities in Australia and New Zealand for the largest business line, LinkedIn Talent Solutions. Raised a $100 million revenue and forecasting accuracy from about 5% to 30%.
  • Led the planning process and identified priorities for a global sales organization. Established the plan and quota and allocated 300,000+ accounts across over 50 sales representatives, leading to average yearly growth of 25% in revenue.
Focus areas: Sales Operations, Tech Sales, SaaS, Sales & Channel Enablement, Organization, Pricing

Engagement Manager

2010 - 2018
McKinsey & Company
  • Evaluated cost reduction opportunities in the procurement of major equipment, such as distribution transformers, and services, like pole replacement and vegetation management, for an Australian trade and development company, saving up to 30%.
  • Developed a board white paper for a regional electricity retailer, including an assessment of benefits from client experience transformation and a transformation roadmap.
  • Evaluated cost reduction opportunities and designed and implemented value-capturing initiatives for a major ASX-listed telecom player as part of a major transformational program prompting $1 billion savings in two years.
  • Assisted the pricing team from a downstream oil and gas client in assessing features of a proposed real-time automated pricing system for gas stations. Developed the playbook to be used by the automated system, leading to a 10% increase in revenue.
  • Led the post-merger PMO for the Australian operations of a leading global technology company with combined global revenue of $30 billion. Granted the completion of different workstreams and capture of financial and operational synergies.
  • Developed a bidding strategy for an above-rail train operator in a concentrated market environment. Assessed future demand and impact of regulation on business. Ran a workshop with the client's leadership team on game theory.
Focus areas: Strategy, Operations, Business Transformation, Digital Transformation, Growth

Education

2018 - 2018

Exchange Program in Economics

University of California, Berkeley - Berkeley, CA, USA

2013 - 2015

Master's Degree in Business Administration (MBA)

Columbia Business School - New York, NY, USA

2005 - 2010

Bachelor's Degree in Engineering

Pontifical Catholic University of Rio de Janeiro - Rio de Janeiro, Brazil

Certifications

DECEMBER 2021 - PRESENT

The Product Strategy Sprint

Section 4

Skills

Output Software

Microsoft Excel, Microsoft PowerPoint, Microsoft Word

Data & Analysis Software

SQL, Microsoft Access

Finance

Pricing, Mergers & Acquisitions (M&A), Budgeting

Other

Strategy, Modeling, Product Strategy, Digital, Ecosystem, Executive Consulting, Executive Presentations, SaaS, Google Cloud Platform (GCP), Innovation, Operations, Marketing, Finance, Economics, Go-to-market Strategy, Product Marketing, Business Transformation, Growth, Microsoft Power BI, Miro, Management, Statistics, Creative Problem Solving, Product Sales, Business Cases, Digital Media, Agile, Business Technology, Sales Operations, Tech Sales, Sales & Channel Enablement, Organization, Digital Transformation, Customer Journeys, Market Trends, Consumer Trends, DevOps, User Research, CX Strategy, Sales, Sales Strategy, Go-to-market Optimization

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