Fernando Aurélio

Researcher
DISC Type : Cs

Customer Success Partner Expert - SAP BTP at SAP

Campinas, São Paulo, Brazil

Overview

Fernando Aurélio is a Customer Success Partner Expert at SAP with over 20 years of experience specializing in integration technologies like SAP BTP and PI/XI. He focuses on architecting technical solutions to meet customer needs and holds a degree in Data Processing from FATEC - Centro Paula Souza.

His extensive knowledge spans all versions of SAP PI/XI and includes developing custom Java Mappings, UDFs, and Adapter Modules.

Personality Overview

Cost Conscious

ROI Seeker

Soft Communicator

The only way to convince them is by showing them examples and ample proof.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

SAP BTP
As a Customer Success Partner Expert for SAP BTP, he is deeply involved in helping clients leverage this specific technology platform.
Cloud Integration
His skills highlight extensive knowledge in SAP Cloud Integration, a critical area for modernizing enterprise systems and connecting applications.
SOA Architecture
His background includes deep knowledge of BPM and Service-Oriented Architecture, showing an interest in the foundational principles of system design.

Media Appearances

Fernando has no verified media appearances

Work History

6-2025
Customer Success Partner Expert - SAP BTP at SAP
4-2022 - 6-2025
Services Architecture Expert at SAP
1-2018 - 5-2022
Senior Technology Architect at SAP
6-2012 - 5-2013
PI / SOA and GRC Consultant at Sum IT Informática
11-2001 - 6-2012
ABAP & XI/PI Consultant at Capgemini

Education

Fernando has no verified education history

More Information

Social Presence :

Prographics :

Exp : 25 Location : Campinas, São Paulo, Brazil Job Level : N/A Designation : Customer Success Partner Expert - SAP BTP at SAP
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Insights For Selling To Fernando

During A Call Or A Meeting

DO's

  • When following up with them, expect slowness; use questions to engage them, preferably over email.
  • Use phrases like 'results based on data', 'measurable proof', 'X% growth' etc.
  • Actively address their concerns around change, risk, and acceptance by users

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fernando is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Fernando

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Fernando move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Fernando take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Fernando

Personality Compatibility


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