CASSIO STEGUN VAQUERO
Rochester,USA
Summary
Global VP / General Manager executive with 25+ years leading high‑performance teams and driving commercial transformation across the Americas, Latin America, Asia Pacific, and Global. Proven success in strategic planning, B2B go‑to‑market execution in government and enterprise sectors, and global sales leadership within the information management and document imaging industry. Recognized for accelerating revenue growth, strengthening channel ecosystems, transforming sales talent, and navigating complex operational environments to deliver sustainable business results.
Overview
28
28
years of professional experience
Work History
Vice President & General Manager, Americas & ANZ Regions
KODAK ALARIS
Rochester, USA
01.2025 - 01.2026
- Led the Americas & ANZ regions, overseeing commercial strategy, regional P&L, growth initiatives, and cross‑functional execution across Sales, Marketing, Services, and Operations.
- Oversaw $70M business, leading 120 employees and 10 direct reports to drive operational success.
- Delivered 104% of product revenue FY26 plan and 101% year‑over‑year growth despite significant market headwinds.
- Achieved 116% of services revenue FY26 plan with 10% YoY services growth.
- Increased Intelligent Document Processing (IDP) sales revenue by 60% YoY through targeted go‑to‑market initiatives.
- Stabilized regional performance and protected revenue during organizational restructuring, US‑China tariff impacts, distributor liquidation, and loss of U.S. Federal sales.
- Drove growth in BPO segment through new account acquisition, technology refresh initiatives, and onboarding LATAM partners.
- Delivered large government projects exceeding $1M in Brazil and Peru through partnerships with MPS providers and specialized resellers.
- Developed relationships with distributors, resellers, system integrators, and key end-users to enhance channel ecosystem.
- Enhanced pre‑sales effectiveness and service performance while increasing CRM adoption, resulting in accelerated deal velocity.
Vice President, Global Sales
KODAK ALARIS
Rochester, USA
01.2017 - 01.2025
- Directed global sales strategy and execution for a $100M product business.
- Led a global organization of 140 sales professionals with 6 direct reports.
- Strengthened channel ecosystem through collaboration with distributors, OEMs, resellers, system integrators, and key end-users, enhancing market reach.
- Led and supported new business China OEM partnership, contributing $5M–$8M in annual revenue.
- Manage the sales strategy to close the largest government scanner project in company history: U.S. Department of Veterans Affairs, $17M over three years.
- Secured the company’s largest IDP software project: Arkéa Bank (France), $2M.
- Led global sales talent transformation across EMEIA, improving solution‑selling capabilities and leadership effectiveness.
- Optimized LATAM go‑to‑market model by transitioning from local team to distributor‑led export structure, increasing operational efficiency.
- Built and scaled the global Intelligent Document Processing (IDP) business strategy and resources.
- Consolidated APAC and EMEIA regions to streamline operations and improve efficiency.
- Expanded and supported global strategic accounts plan by identifying and engaging new partners and alliances, including Kyocera, Sonda, and Uipath.
Regional Business Manager, Emerging Markets (LATAM & APAC)
KODAK ALARIS
Singapore, Asia
01.2015 - 01.2017
- Managed the company’s largest global product region with $97M in revenue.
- Led 130 employees and 12 direct reports across LATAM, ANZ, China, Southeast Asia, Japan, and India.
- Product Revenue growth of 6% YOY driven by China and SEA sales strategy execution.
- Executed regional talent transformation initiative enhancing solution selling and demand generation skills across teams.
- Conducted regional assessments and talent transformation to realign cluster teams and refine commercial strategies in Japan, India, SEA, and China.
- Led closure of $2M annual education sector deal with iFLYTEK, facilitating custom scanner integration and service strategy.
- Developed strategies to engage distributors, resellers, system integrators, and key end-users in channel ecosystem.
- Implemented new disciplined pipeline management, and standardized sales KPIs.
Regional Business Director, Latin America
KODAK ALARIS
São Paulo, Brazil
01.2013 - 01.2015
- Led the LATAM region with 46 employees and 6 direct reports across Sales, Product, Solutions, Services, Marketing, and Sales Administration. Managed a US$28.5M business.
- Drove 20% YOY product revenue growth through implementation of government sales execution plan.
- Elevated Kodak Alaris Vendor position from #4 to #1 in total LATAM Scanner market share.
- Closed major banking deals: Bank of Brazil (25K scanners, US$2M), Caixa (7K scanners, US$800K) and Tribunal de Justiça RJ (200 scanners, $1.5M).
- Initiated demand generation initiatives in legal segment, resulting in $500K annual new business in scanner market in Brazil.
- Developed a robust channel ecosystem with distributors, resellers, system integrators, and key end-users to enhance market growth.
- Executed the largest sales talent transformation in LATAM, implementing a Hunter/Farmer model.
- Strengthened competitive intelligence with the first scanner market share dataset for LATAM.
Sales & Marketing Manager, South Cone LATAM
EASTMAN KODAK COMPANY
São Paulo, Brazil
01.2009 - 01.2013
Brazil Business Manager
EASTMAN KODAK COMPANY
São Paulo, Brazil
01.2007 - 01.2009
Product Manager, Latin America
EASTMAN KODAK COMPANY
São Paulo, Brazil
01.2004 - 01.2007
Product Manager, Brazil
EASTMAN KODAK COMPANY
São Paulo, Brazil
01.2002 - 01.2004
Executive Sales Account Manager
EASTMAN KODAK COMPANY
São Paulo, Brazil
01.2000 - 01.2002
Systems Analyst
SERPRO
São Paulo, Brazil
01.1998 - 01.1999
- Federal Government IT Services
- Collaborated with cross-functional teams to pinpoint process improvement opportunities, enhancing workflow efficiency.
Education
Bachelor - Computer Science
Pontifical Catholic University of São Paulo (PUC‑SP)
São Paulo, Brazil01-2000
Skills
- Global Sales Management
- Go‑To‑Market Strategy
- Sales Forecasting
- Market Trend & Competitive Analysis
- Sales Talent Transformation
- Channel development
- Strategic Leadership & Execution
- High‑Performance Team Development
- Regional Business Management
- Government and Enterprise sales experience
- Information Management Industry Expertise
- Team building
Languages
- Portuguese
- Spanish
- English
Timeline
Vice President & General Manager, Americas & ANZ Regions
KODAK ALARIS
01.2025 - 01.2026
Vice President, Global Sales
KODAK ALARIS
01.2017 - 01.2025
Regional Business Manager, Emerging Markets (LATAM & APAC)
KODAK ALARIS
01.2015 - 01.2017
Regional Business Director, Latin America
KODAK ALARIS
01.2013 - 01.2015
Sales & Marketing Manager, South Cone LATAM
EASTMAN KODAK COMPANY
01.2009 - 01.2013
Brazil Business Manager
EASTMAN KODAK COMPANY
01.2007 - 01.2009
Product Manager, Latin America
EASTMAN KODAK COMPANY
01.2004 - 01.2007
Product Manager, Brazil
EASTMAN KODAK COMPANY
01.2002 - 01.2004
Executive Sales Account Manager
EASTMAN KODAK COMPANY
01.2000 - 01.2002
Systems Analyst
SERPRO
01.1998 - 01.1999
Bachelor - Computer Science
Pontifical Catholic University of São Paulo (PUC‑SP)