Paulo Coutinho

Observer
DISC Type : ic

Principal Partner Solution Architect at Amazon Web Services (AWS)

New York, New York, United States

Overview

Paulo Coutinho is a Principal Partner Solution Architect at AWS specializing in mainframe modernization. He is a technical leader and trusted advisor for Global System Integrator (GSI) partners, responsible for equipping their teams with the technical skills to accelerate mainframe-to-cloud migrations.


Paulo is described by colleagues as an expert in integration who can solve any problem thrown his way.

Personality Overview

Example Seeker

Value Driven

Assertive

They are generally good communicators and can be hard to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They ask a lot of questions and rely heavily on information and collaterals.

Topics They Care About

Mainframe Modernization
His entire role at AWS is dedicated to shaping and delivering strategies for mainframe modernization, working closely with global partners and customers on their migration journeys.
Global Partnerships
He focuses on the technical engagement and enablement of Global System Integrator (GSI) partners, acting as a strategic influencer to help them build solutions on AWS.
Generative AI
He actively promotes using generative AI services like Amazon Bedrock and Amazon Q to accelerate the modernization of mainframe applications.

Media Appearances

Paulo has no verified media appearances

Work History

10-2023
Principal Partner Solution Architect at Amazon Web Services (AWS)
9-2021 - 10-2023
Sr Partner Solutions Architect at Amazon Web Services (AWS)
8-2020 - 9-2021
Sr Mainframe Modernization Consultant at Amazon Web Services (AWS)
10-2019 - 7-2020
Cloud Open Source Sales Specialist at IBM
10-2018 - 10-2019
Cloud Advisory - Master IT Architect at IBM

Education

1992 - 1997
College from Instituto Superior Técnico

More Information

Social Presence :

Prographics :

Exp : 16 Location : New York, New York, United States Job Level : Mid-senior Designation : Principal Partner Solution Architect at Amazon Web Services (AWS)
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Insights For Selling To Paulo

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Be prepared for a lot of questions, answer them objectively
  • Invite them for a social do but don’t rely solely on the relationship

DONT's

  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid making offhand commitments

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paulo is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Paulo

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Paulo move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Paulo take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Paulo

Personality Compatibility


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