Tatiana Lima

Activist
DISC Type : Cd

Manager, Select Territory @Apptio + @Kubecost + @Turbonomic at IBM

São Paulo, São Paulo, Brazil

Overview

Tatiana is a sales and GTM leader at IBM with over a decade of experience driving growth for tech companies like Twilio and Instructure in LATAM. Specializing in AI, SaaS, and FinOps, she has an MBA and a strong record of exceeding quotas. Colleagues describe her as a resilient, supportive, and creative leader.

Outside of her professional career, Tatiana is a dedicated parent. She intentionally took a career break during the pandemic to care for her baby, an experience she found to be wonderful and meaningful, allowing her to strengthen family connections while also honing her leadership skills for her next role.

Unique fact: She believes setting only "realistic" goals is one of the most dangerous traps in leadership.

Personality Overview

Perfectionist

Value Conscious

Meticulous

They care equally about the product and its potential impact.  They respond well to confident salespeople. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

AI Financial Oversight
She actively discusses the intersection of AI and FinOps, highlighting the need for new roles like an "AI CFO" to manage the growing cloud costs of AI workloads.
LATAM GTM Strategy
Her entire career is focused on building and scaling go-to-market strategies and sales teams specifically for the Latin American tech market.
Purposeful Leadership
She focuses on building resilient, motivated teams and setting ambitious goals, believing that focusing only on what is already known can feel limiting.

Media Appearances

Tatiana has no verified media appearances

Work History

2-2024
Manager, Select Territory @Apptio + @Kubecost + @Turbonomic at IBM
4-2022 - 1-2024
Manager Sales Development - Latam at Twilio
9-2021 - 3-2022
Full-time parenting at Career Break
9-2021 - 3-2022
Regional Director Latam - Tech Investor at New Tech Investments
1-2021 - 8-2021
Regional Director LATAM at Instructure

Education

Master of Business Administration (M.B.A.) from FGV - Fundação Getulio Vargas
2009 - 2012
Business Administration from Centro Universitário FMU | FIAM-FAAM

More Information

Social Presence :

Prographics :

Exp : 21 Location : São Paulo, São Paulo, Brazil Job Level : Middle Designation : Manager, Select Territory @Apptio + @Kubecost + @Turbonomic at IBM
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Insights For Selling To Tatiana

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Stress on the business value that your product offers
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Refrain from asking too many questions
  • Avoid long winding pitches, stay objective
  • Don’t expect them to change their mind quickly if they say no once

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tatiana is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Tatiana

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Tatiana move?

  • Their decision making speed is somewhere in the middle.
  • Can Tatiana take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Tatiana

Personality Compatibility


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