Fernando Paoleschi - Executive Profile

Executive Summary

C-suite executive with 20+ years architecting and leading customer-centric organizations across the SAP ecosystem and large enterprise technology environments. Repeated track record of scaling revenue, improving profitability, and reducing churn through disciplined P&L ownership, portfolio governance, and data-driven customer success motions.

Experience spans Brazil, Latin America, North America and EMEA, working with global brands, private equity–backed companies and high-growth SaaS ventures. Comfortable operating at Board, C-suite and operational levels, building bridges between strategy, go-to-market execution and delivery teams.

Core Competencies

Customer Success & Net Revenue Retention (NRR)
Go-to-Market & Revenue Architecture
Enterprise & Mid-Market Sales Leadership
SAP S/4HANA, RISE with SAP & BTP Ecosystem
Partner & Hyperscaler Alliances (AWS, Azure, GCP)

P&L Management & Portfolio Governance
Board & SteerCo Advisory
Post-merger Integration & Carve-outs
Large-scale Transformation Programs
Leadership of Distributed, Multicultural Teams

Boards, Steercos & Advisory

Executive advisor to Group Boards and Investment Committees on GTM strategy, customer success motions, SAP program governance and monetization of SaaS assets. Regularly invited to provide C-level guidance on complex digital transformation programs and real-estate SaaS ventures in Brazil and Latin America.

Professional Experience

Chief Customer Officer — delaware consulting | Apr 2022 – Present

Brazil & Latin America · SAP Platinum Partner

Leads Customer Office for Brazil and LATAM operations, driving adoption, value realization and Net Revenue Retention across strategic SAP S/4HANA and RISE with SAP accounts.
Owns executive relationships with key clients and SAP, orchestrating sales, delivery and support teams to reduce churn, increase upsell and improve referenceability.
Chairs or co-chairs SteerCos for large transformation programs, aligning C-level stakeholders around scope, roadmap, risk and value metrics.

Chief Operations Officer — Essence Consulting Group | Sep 2020 – Apr 2022

Brazil · SAP S/4HANA & RISE with SAP Leader

Oversaw consulting delivery, resource management and portfolio governance for one of Latin America’s largest SAP S/4HANA implementers.
Improved group profitability through tighter engagement governance, pricing discipline and service mix optimization.
Strengthened partnership status with SAP by consistently delivering reference-worthy projects and expanding RISE with SAP footprint.

CEO — Imobme (Essence Group SaaS) | 2019 – 2022 (concurrent)

Brazil · Real Estate SaaS Platform

Led spin-off and scale-up of Imobme, a SaaS platform focused on receivables, sales and portfolio management for engineering, construction & operations (EC&O) and real-estate clients.
Drove commercial strategy, key account expansion and investor negotiations, positioning the platform as a specialized complement to SAP for the EC&O segment.
Worked closely with large Brazilian developers and construction groups to digitize sales, contract and receivables operations.

Strategic Advisor — FGV – Fundação Getulio Vargas / FGV Conhecimento | 2017 – 2019

Brazil · Education, Examinations & Public Sector

Advised leadership on technology, customer experience and large-scale examination operations for one of Brazil’s most respected academic institutions.
Helped design new recurring revenue streams and digital offerings within FGV’s exams and assessments portfolio.

Vice President, Sales & Marketing — Rimini Street | Oct 2013 – Sep 2015

Latin America

Founding member of the Latin America operation for a global third-party enterprise software support provider.
Built GTM, pipeline and sales organization from the ground up, securing anchor clients in Brazil and the region.
Drove brand awareness and ecosystem education on alternative SAP/Oracle support models.

Outsourcing & IT Solutions Director — IT2B | Feb 2007 – Oct 2009

Brazil

Led IT services, outsourcing and infrastructure portfolios, managing complex multi-year contracts with large private- and public-sector clients.
Accountable for service quality, operational margins and upsell within managed services accounts.

Senior Business Manager — Sonda IT | 2004 – 2007

Brazil

Managed key enterprise accounts and IT services portfolios, leading sales and delivery coordination for infrastructure and application projects.

Senior Consultant — Pfizer (outsourced) | 2003 – 2004

Brazil

Supported IT operations and business stakeholders in highly regulated pharmaceutical environments.

Business Development & Internal Enablement — Motorola | Nov 1998 – Jan 2003

Brazil

Drove initiatives to improve internal productivity, partner enablement and customer communication for telecom and mobile solutions.

Customer Advocacy & Internal Enablement — SBT Online | Jan 1996 – Apr 1998

Brazil

Early career role focused on digital content, customer relationships and online initiatives for one of Brazil’s largest media groups.

Education & Professional Development

Business Administration — Universidade Presbiteriana Mackenzie
Executive Education & Lifelong Learning — multiple programs focused on leadership, corporate governance, SAP ecosystem and customer-centric growth.

Languages & Other

Languages: Portuguese (native), English (fluent), Spanish (intermediate).
Civic & pro bono work: designs and delivers workshops on ethics, motivation, productivity and customer-centric culture.