Jairo Canuto de Oliveira Junior

Critic
DISC Type : C

BTP Customer Success Manager - Acceleration Team at SAP

São Paulo, São Paulo, Brazil

Overview

Jairo is a Customer Success Manager at SAP with over 24 years of IT experience, specializing in the SAP Business Technology Platform and Fiori UX. His career evolved from a Java Developer to a Lead Architect, delivering solutions for major global companies like Exxon Mobil and Unilever.

He holds a Bachelors in Computer Science from Universidade do Estado de Minas Gerais and an MBA from the prestigious Escola Politécnica da USP. His professional interests include major technology players like IBM and Hewlett Packard Enterprise, indicating a passion for the broader tech landscape.

Peers describe Jairo as one of the "brightest minds" they have worked with, highlighting his dedication and proactive problem-solving abilities.

Personality Overview

Objective Thinker

Precise

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  They like to do things independently and don’t look for support from others. They choose to analyze logically and value facts to emotions.

Topics They Care About

SAP Build & AI
He recently shared content on creating AI-powered skills using Joule Studio in SAP Build, demonstrating a focus on the latest low-code and AI capabilities from SAP.
Event-Driven Architecture
He recently earned a 2025 certification in "Event Driven Enterprise with SAP Integration Suite, " showing his expertise in modern integration patterns.
Enterprise UI/UX
With a background as a Fiori UX Lead Architect and recent posts on SAPUI5, he is focused on building scalable and intuitive enterprise applications.

Media Appearances

Jairo has no verified media appearances

Work History

12-2021
BTP Customer Success Manager - Acceleration Team at SAP
7-2019 - 12-2021
ECS CTO Application Innovation Engineering Architect (SAP Business Technology Platform) at SAP
3-2019 - 6-2019
SAP Architecture Specialist at Louis Dreyfus Company
8-2015 - 3-2019
SAP BTP / NetWeaver / Fiori UX Lead Architect at ConVista Consulting
2-2014 - 8-2015
SAP NetWeaver / HANA Lead at Blend IT Consutoria

Education

2013 - 2015
Master of Business Administration (MBA) from Escola Politécnica da USP
1998 - 2001
Bachelor in Computer Science from Universidade do Estado de Minas Gerais

More Information

Social Presence :

Prographics :

Exp : N/A Location : São Paulo, São Paulo, Brazil Job Level : N/A Designation : BTP Customer Success Manager - Acceleration Team at SAP
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Insights For Selling To Jairo

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories

DONT's

  • Do not use very emotional or colorful language
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jairo is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Jairo

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Jairo move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Jairo take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Jairo

Personality Compatibility


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