Marcelo Massarente

Critic
DISC Type : C

Partner at Vila Nova Partners

São Paulo, São Paulo, Brazil

Overview

Marcelo Massarente is a Partner at Vila Nova Partners with over 20 years of experience in executive search and strategy consulting. He specializes in leadership advisory and board governance for capital-intensive industries like mining, energy, and agribusiness. He holds an MBA from Northwesterns Kellogg School and an engineering degree from ITA.

He is committed to continuous learning, recently completing a sustainability program and actively studying Generative AI. Marcelo also engages in philanthropic activities, showing support for social impact organizations such as Instituto Resgatando Vidas, which is part of the Rede Gerando Falcões network.

Unique fact: Marcelo is the author of a publication on the transformations within Brazils aluminum industry over the last 15 years.

Personality Overview

Negotiator

Precise

Critic

They enjoy working alone and do not rely on others very often.  They prefer to do logical analysis and value evidence over emotions. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Board Governance
A core part of his specialization, where he partners with boards and leadership teams on strategic talent decisions and governance optimization.
Capital-Intensive Industries
His expertise is centered on sectors like metals, mining, pulp and paper, energy, and infrastructure, where he advises on leadership and performance.
Continuous Learning
He recently completed a sustainability program and has stated his next focus is studying Generative AI, demonstrating a commitment to self-development.

Media Appearances

Marcelo has no verified media appearances

Work History

1-2026
Partner at Vila Nova Partners
6-2024 - 12-2025
Senior Advisory Partner at Mirow & Co.
6-2021 - 9-2023
Consultant at Spencer Stuart
4-2021 - 9-2023
Membro Associado at BR Angels
1-2021 - 6-2021
Sabbatical leave at Self-employed

Education

1995 - 1999
Engenheiro from Instituto Tecnológico de Aeronáutica - ITA
6-2005 - 6-2006
MBA from Northwestern University - Kellogg School of Management

More Information

Social Presence :

Prographics :

Exp : 25 Location : São Paulo, São Paulo, Brazil Job Level : N/A Designation : Partner at Vila Nova Partners
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Insights For Selling To Marcelo

During A Call Or A Meeting

DO's

  • Be ready to answer many clarity-seeking questions and requests for information
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don't give superficial answers, they are easily rattled by them
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • 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 Marcelo is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Marcelo

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Marcelo move?

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

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

You And Marcelo

Personality Compatibility


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