Fernanda Mascher

Critic
DISC Type : C

Alliances Director, Strategic Partners at HCLSoftware

Fort Lauderdale, Florida, United States

Overview

Fernanda is a senior sales executive at HCLSoftware, specializing in building strategic partner ecosystems. Her career includes key partner management roles at Google Cloud and Red Hat. She holds a Computer Science degree, an executive MBA from FGV, and has completed specialized business courses at Harvard and MIT.

Originally from Brazil, Fernanda relocated to the United States to lead a business unit for Google Cloud. She is a native Portuguese speaker with full professional proficiency in English and working proficiency in Spanish, highlighting her ability to work across diverse cultures and multinational teams.

She is a member of Partnership Leaders, the industry association for alliance and channel executives.

Personality Overview

Negotiator

Precise

Objective Thinker

They like to take decisions independently and do not seek others' support often.  They don’t appreciate bells and whistles unless backed by data. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Partner Ecosystems
Her entire career at HCLSoftware and Google has focused on driving growth through strategic alliances and partnerships, a topic she frequently discusses online.
Cloud Marketplaces
She follows and shares insights on the strategic importance of cloud marketplaces, viewing them as a key area for ecosystem growth and vendor collaboration.
Applied AI
She shows a strong interest in the practical application and transformative potential of AI, highlighting its power to revolutionize every industry.

Media Appearances

Fernanda has no verified media appearances

Work History

8-2023
Alliances Director, Strategic Partners at HCLSoftware
9-2022 - 8-2023
Member at Partnership Leaders
7-2020 - 7-2023
Partner Manager, Google Cloud at Google
7-2017 - 6-2020
Head of Sales, Renewals and Expansion, Google Cloud at Google
11-2012 - 6-2017
Enterprise Account Executive, Google Cloud at Google

Education

2019 - 2019
Sales from Harvard Business School
2017 - 2017
Leading Change in Complex Organizations from MIT Sloan School of Management
2015 - 2015
High Potential Leadership Program from Harvard Business School
2008 - 2010
Master's degree from FGV - Fundação Getulio Vargas
2002 - 2006
Barchelor of Computer Science from Universidade Federal de Itajubá

More Information

Social Presence :

Prographics :

Exp : 16 Location : Fort Lauderdale, Florida, United States Job Level : Mid-senior Designation : Alliances Director, Strategic Partners at HCLSoftware
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Insights For Selling To Fernanda

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fernanda is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Fernanda

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Fernanda move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Fernanda take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Fernanda

Personality Compatibility


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