Paulo Morais

Evaluator
DISC Type : Dcs

Oracle Cloud Snr Director at Oracle

Greater São Paulo Area, Brazil

Overview

Paulo is a seasoned executive with over 25 years of experience leading technology transformation. As Director of Cloud Architecture at Oracle, he leads a team of architects for Brazil’s top 10 strategic accounts, co-creating roadmaps with C-level executives. Colleagues describe him as competent, committed, and resourceful.

Outside of his deep focus on technology, Paulo enjoys personal time with his wife, such as attending theater performances and visiting local restaurants. He finds connections back to his work and company in unexpected, everyday places.

Unique fact: After seeing a play with his wife, he was pleasantly surprised to find his company, Oracle, featured at the hotel bar they visited afterward.

Personality Overview

Fast But Analytical

Thorough Evaluator

Hard To Convince

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

AI-Driven Disruption
He frequently shares content on how AI is transforming industries like SaaS and telecom, highlighting the impact of AI-First startups.
Cloud Architecture
As a Cloud Architecture Director, he specializes in designing scalable and secure cloud strategies for top-tier enterprise clients in Brazil, focusing on OCI.
Telecom Innovation
He shows a keen interest in the evolution of the telecommunications sector, particularly how AI is creating new revenue streams and enabling intelligent networks.

Media Appearances

Paulo has no verified media appearances

Work History

6-2024
Oracle Cloud Snr Director at Oracle
6-2022 - 7-2024
Cloud Enterprise Architecture Director at Oracle
3-2020 - 6-2022
Enterprise Architecture Sr. Manager at Oracle
10-2012 - 3-2020
Digital and Cloud Architect, Principal at Oracle
4-2011 - 10-2012
Sales Engineer at Lexmark Enterprise Software

Education

2008 - 2009
Master Business Administration from Ibmec
2000 - 2002
Gestão Empresarial e Tecnologia da Informação from Estácio

More Information

Social Presence :

Prographics :

Exp : 30 Location : Greater São Paulo Area, Brazil Job Level : Mid-senior Designation : Oracle Cloud Snr Director at Oracle
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Insights For Selling To Paulo

During A Call Or A Meeting

DO's

  • Showcase your competitive superiority clearly when possible or address it at the minimum
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid making strong statements, instead invite them to agree with you by asking them questions
  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paulo is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Paulo

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Paulo move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Paulo take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Paulo

Personality Compatibility


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