Ubirajara Castilhos

Questioner
DISC Type : c

Sales Director at Oracle

São Paulo, São Paulo, Brazil

Overview

Ubirajara Castilhos is a Sales Director at Oracle with over 20 years of experience in the hospitality technology sector. An alumnus of Universidade Feevale, he focuses on leveraging innovation and strategic partnerships to expand Oracles market presence in Latin America, particularly within the hospitality industry.

Based on recommendations, Ubirajara is a dedicated and transparent professional known for building strong, amicable commercial relationships. He is praised for his excellent interpersonal skills and for being an attentive, hands-on leader who keeps up with emerging IT trends.

He is consistently described by colleagues as being exceptionally competent, dynamic, and "hands on" in his professional approach.

Personality Overview

Cautious & Analytical

Price-Sensitive

Not Easily Convinced

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to analyze every situation thoroughly.


Topics They Care About

Hospitality Tech
With over two decades in the industry, he actively promotes Oracle Hospitality's solutions and the expansion of its partner network in Brazil.
AI in Business
He follows the strategic integration of AI into cloud services to transform businesses, a key topic from his attendance at Rio Innovation Week.
Digital Transformation
He engages strategic clients in discussions about their digital transformation journey, utilizing resources like the Oracle Innovation Center to showcase possibilities.

Media Appearances

Ubirajara has no verified media appearances

Work History

4-2022
Sales Director at Oracle
10-2021 - 4-2022
Sales Manager Global Accounts LAD at Oracle
6-2019 - 10-2021
Senior Solution Engineer LAD at Oracle
11-2018 - 10-2021
Senior Sales Consulting (HGBU Senior Solutions Engineering Hospitality LAD) at Oracle
10-2016 - 4-2018
Gerente Geral de TI at GJP Hotels & Resorts

Education

2004 - 2008
Sistemas de Informação from Universidade Feevale
2000 - 2004
Ciencias da Computacao from Centro Universitário Feevale

More Information

Social Presence :

Prographics :

Exp : 24 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : Sales Director at Oracle
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Insights For Selling To Ubirajara

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ubirajara is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Ubirajara

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Ubirajara move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Ubirajara take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Ubirajara

Personality Compatibility


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