CARLOS J. DE BRITO
Coral Gables
Summary
Revenue executive with 20+ years leading global sales and P&L operations in technology and telecommunications. Designed and executed growth strategies, built high-performing sales teams, and managed pipelines from startup to global scale. Aligned commercial strategy with executive leadership, developed C-level relationships, and expanded market presence across the Americas, EMEA, and APAC. MBA in Finance (Columbia University), General Management Program (Duke University); bilingual in English and Spanish, native Portuguese speaker.
Overview
19
19
years of professional experience
Work History
EVP Global Business Development
Iquall Networks
Miami, FL
07.2024 - Current
- Design and execute global revenue growth strategy across five priority markets (Brazil, Mexico, South Africa, Middle East, Australia), building the partner and pipeline infrastructure to support scale.
- Secured 3 new logos across regions: Tier 1 SP in Mexico, Tier 1 SP in South Africa, Tier 2 SP in Andorra.
- Enhanced C-level visibility with major service providers, transforming market awareness into PoC and RFI/RFP pipeline opportunities for Tier 1 accounts.
- Facilitated progression of a Tier 1 service provider through try-and-buy stage, a key milestone for establishing long-term recurring revenue.
- Apply AI and LLM-based tools to accelerate market intelligence, proposal development, and pipeline forecasting — improving decision speed and productivity across the go-to-market team.
CALA General Manager & Sales VP
Accedian Networks (BGP Private Equity)
Miami, FL
04.2018 - 09.2023
- Owned full P&L and go-to-market strategy for the Caribbean and Latin America region.
- Reversed declining revenue trend within two quarters, closing 12 new-logo accounts and driving growth in market presence.
- Doubled active partner network, expanding into new markets such as Paraguay, Uruguay, Ecuador, and Panama, enhancing regional footprint.
- Increased gross margin by over 10% through strategic integration of hardware, software, and services, optimizing revenue streams.
General Manager, Americas
ECI Telecom
Fort Lauderdale, FL
10.2015 - 03.2018
- Redesigned and implemented regional growth plan within 30 days of hire, leading to promotion within 6 months.
- Secured 18 new-logo wins in two years, achieving 38% year-over-year growth in 2017 despite historical regional decline.
- Established new Tier 1 relationships with Sprint, T-Mobile, Bell Canada, Telefónica, América Móvil, TIM, and Oi.
Vice President Sales, Caribbean & Latin America (CALA)
Juniper Networks
Miami, FL
01.2012 - 09.2015
- Unified distinct organizational cultures into regional go-to-market strategy for enterprise, service provider, and government accounts.
- Closed a $1M custom solution win that opened the largest service provider account in Latin America.
- Secured $1M custom solution win, establishing largest service provider account in Latin America.
- Surpassed FY2014 targets, positioning for robust FY2015 growth.
Executive VP Sales
Genband (Nortel Networks)
Miami, FL
01.2010 - 12.2011
- Developed unified go-to-market strategy integrating Genband and Nortel NGN portfolios, enhancing sales alignment.
- Built a unified go-to-market strategy across the combined Genband and Nortel NGN portfolios.
- Maintained support-contract revenue and profitability over two years amid sector-wide procurement cost pressure, ensuring financial stability.
President / CEO / Managing Director
Nortel Networks do Brasil
Brazil
01.2008 - 12.2009
- Led all business units and strategy for a $230M P&L subsidiary, serving as the company's representative to government, media, and industry stakeholders.
- Executed market exit strategy, ensuring uninterrupted operations and no liabilities.
- Achieved FY2008 sales quota while developing new go-to-market strategy within one year.
Education
General Management Program - Management
Duke University, Fuqua School of Business
Durham, NC01-2025
MBA - Finance
Columbia University
New York01-2002
Graduate Degree - Marketing
ESPM
Brazil01-2000
Bachelor's Degree - Electrical Engineering
FEI
Brazil01-1993
Skills
- Global expansion
- Channel development
- Revenue growth
- Sales operations
- P&L management
- Strategic planning
- Data-Driven Sales Insights
- Digital transformation
- C-level relationships
- Cross-functional alignment
- Team building
Accomplishments
2010 - President Circle Award Genband
2010 - Region of The Year Award Genband
2011 - President Circle Award Genband
2012 - Year Star Award Juniper
2014 - Year Star Award Juniper
2015 - President Circle Award ECI
LANGUAGES
Portuguese (Native)
Spanish (Proficient)
English (Proficient)
Interests
Playing and following basketball, tennis, and soccer; theater; reading fiction and business literature; gardening; home improvement projects; and international travel (70 countries visited)
Timeline
EVP Global Business Development
Iquall Networks
07.2024 - Current
CALA General Manager & Sales VP
Accedian Networks (BGP Private Equity)
04.2018 - 09.2023
General Manager, Americas
ECI Telecom
10.2015 - 03.2018
Vice President Sales, Caribbean & Latin America (CALA)
Juniper Networks
01.2012 - 09.2015
Executive VP Sales
Genband (Nortel Networks)
01.2010 - 12.2011
President / CEO / Managing Director
Nortel Networks do Brasil
01.2008 - 12.2009
Bachelor's Degree - Electrical Engineering
FEI
Graduate Degree - Marketing
ESPM
MBA - Finance
Columbia University
General Management Program - Management
Duke University, Fuqua School of Business
PRIOR EXPERIENCE
- Alcatel-Lucent Brazil — EVP Services, Brazil
- Lucent Technologies — Regional Director, Services Line of Business (CALA); Senior Product Manager, 3rd Party Bids/Proposals (Whippany, NJ); Senior Manager, Business Management & Proposals (Brazil)
- EDS do Brasil / Unibanco — Sales Engineer / Telecom Analyst / Executive Trainee