Laurent De Grauwe

Co-Founder and CEO @ Justifai | Product, Growth, AI Governance | ex-Microsoft

Driving Innovation and Growth in Tech: From Startups to Global Enterprises

Global Sales & Marketing Leader: With over 20 years of experience, I've driven transformative growth across Cloud Computing, IoT, Data and AI, and Enterprise Software.

Strategic Thinker: From Microsoft to startups, I've consistently scaled businesses of all sizes. Key achievements include:
- Achieving first $1M ARR in startups
- Growing incubation workloads to +$100M
- Transforming products into multi-billion dollar businesses

Go-To-Market Specialist: Expert in crafting and executing global GTM strategies that deliver exponential growth. I've led teams to success in small and highly matrixed organizations.

Business Developer at heart: I thrive where routes to market are yet to be defined. I am a quick learner and able to pivot based on market context.

Authentic Leader: Empowering people to accelerate business growth. Passionate coach, focusing on individual strengths and adapting leadership style for maximum effectiveness.

Sr. Director Global Field GTM & Programs 

Amazon Web Services (AWS)

I help customers to drive their digital transformation journey through migration, modernization and change management aligned with their business objectives and aspirations. By leveraging my past experiences and new learnings, every day is day 1!

Sales Lead

Microsoft

I lead the engagement with customers, field sellers and partners through sales enablement, consistent and repeatable approaches to drive success at scale. Having supported hundreds of customers migrating and modernizing Infrastructure, Apps, Data & AI using the insights and learnings to help define the strategy of the business and accelerate success. Grew the number of successful projects, deals and execution in 5x in 12 months, reducing the time of the journey and improving internal processes and programs

Engagement Program Manager

I have lead the PowerPlatform business, enabling our customers and partners to bring insights, artificial intelligence and automation to life with the power of low code / no code. During my tenure, I created a new go to market plan and execution cadence including the orchestration and execution across multiple subsidiaries in Latin America. During this time, we grew the business in triple digit pace and published a number of new reference cases in the region to inspire our customers with key Digital Transformation scenarios. During the COVID crisis I have worked closely with our ecosystem where we landed a number of projects including Crisis Management Apps, Healthcare solutions as well the Return to Workplace apps that are now in use by many customers that can live and experience first hand the power of #lesscodemorepower across 33 countries and 8 subdiaires

Business Applications Lead: Automation, Data Insights and Intelligent Applications

I am responsible for driving the Internet of Things (IoT) & AI businesses in Latin America as one of the key regions across the world for Microsoft, connecting customers, partners and our key initiatives as a key pillar for Digital Transformation. During my tenure, I had the opportunity to not only help customers and partners to accelerate their journey but also to contribute to what became “Responsible use of technologies”. Also, by landing the largest AI events ever made in the region in multiple countries spanning 2 years, with thousands of customers served in person. By engaging executive/CxO level, many distinct and innovative projects became regional and global references with orchestration of GTM, sales, partners and field execution

LATAM IoT (Internet of Things) & AI (Artificial Intelligence) Business Lead

- I have lead the Enterprise Mobility and Security business to become one of the fastest growing business ever for Microsoft, serving more than 56,000 customers and protecting as of 2017 hundreds of millions of users worldwide. 
- Built a solid cross-company go to market and field strategy across 15 areas connecting customer needs, sales, marketing, engineering/product reviews with Senior Leadership Team
- Created a blooming virtual team across the globe and a strong community to drive our local Go to Market
- Drove the pillars to continue Microsoft journey to support customers in their digital transformation and the unique value proposition around Platform, Intelligence and Partnerships.
- Managed EMS/M365 GTM lifecycles and introduction of new capabilities, licensing, packaging on the field
- I was also responsible for the scorecard on the business, delivering results beyond target *every* fiscal year and creating a solid base for triple digit growth during my tenure.

WW Enterprise Mobility & Security Business Lead

Ahead of the Enterprise Mobility, Hybrid Cloud and Datacenter management solutions

- Regional Strategy 
- Marketing
- Sales
- Partner and customer connection. 

Managing a range of products in different lifecycle stages within all Latin America subsidiaries. 

In addition to System Center, I'm responsible for  Enterprise Client within the Cloud & Enterprise group  for Microsoft Intune, Azure Active Directory Premium, Azure Rights Management) and Remote Desktop Services and Microsoft Identity Manager (formerly known as Forefront Identity Manager)

In addition to the Marketing and Solution selling efforts, I'm also responsible for identifying and reporting new needs from customers to provide feedback to headquarters, influencing new products and capabilities.

LATAM Enterprise Mobility & Hybrid Cloud Management Lead

Responsible for driving marketing efforts for virtualization, private cloud, and core infrastructure  including field readiness, partner readiness, and press/analysts.

Drove almost 20% market share increase of Hyper-V according to IDC, making Latin America the #1 market to surpass the competition in virtualization in 2 years. Lead the successful launch of the CloudOS product lineup (Windows Server 2012, System Center 2012 and Hyper-V) across 9 subsidiaries, putting Hyper-V ahead of the competition in key subsidiaries including Mexico, Peru, Colombia and Argentina/Uruguay and growing products ahead of the market growth, increasing share and penetration in key customers.

LATAM Virtualization & Private Cloud Lead (AHQ)

My goal is to add value to the top customers through superior business and technical engagements using Virtualization, Server platform and Management Technologies to solves business problems, including Private Cloud, Public Cloud, Standardization of Processes, Compliance, Best Practices and Regulations

Core Infrastructure - Datacenter Technology Solutions Specialist

• Led technical engagement and strategy for top Enterprise accounts, accelerating adoption of Core infrastructure solutions.
• Closed the largest global project in the world of its type, combining value selling and technical execution and creating best practices to replicate success across multiple accounts (and later replicated in 30+ countries)

Core Infra Structure Management Technical Specialist

My responsibility is to support the strategy and execution around S+S (Software + Services / Hosting / Outsourcing / Services in the cloud) sales.

Industry Technical Solution Specialist - S+S and Management Platforms

Responsible for the new business around SaaS and Hosting, covering the whole region to drive new business and partnership across top telcos and hosters in the region

Regional Technical Solution Specialist - SaaS / Hosting (LATAM RHQ)

Responsible for the security strategy and execution of the new Security business for Microsoft connecting regional headquarters (AHQ/RHQ), WW and subsidiary structures, customer needs and future launches and acquisitions

Regional Security Solution Specialist LATAM

Check Point Software Technologies

Started the operations for Check Point in Brazil, leading technical pre sales and post sales and developing the partner ecosystem to support new technologies and market needs

Security Expert

Modulo Security Solutions SA

Starting with special projects, my responsibility was to lead the top deals and review the strategy to be the #1 security consulting company in Brazil. Lead and supported multiple areas inside the company to drive a strategy and execution plan, multiplying the win rate and results

Project Manager / Solutions Manager

HITECH / ETEK

Ahead of the top security projects in Brazil and other regions, leading new projects and restructuring of the startup area. Lead the operations for Check Point, ISS, Watchguard, RSA as well lead the official trainings serving as instructor and lead instructor at the time and redefining structure and processes for pre sales and project delivery, establishing the #1 security products distributor for LATAM region at the time

DIALDATA Internet Systems

Responsible for the infrastructure management, including BBS and new service provider business, including networking (dial up, access servers, telephone structure), UNIX and Windows infrasctruture, authentication, provisioning and security assets. Established one of the first commercial firewalls in Brazil and a complete redesign of infrastructure during the BBS to Internet Service Provider structure as well incident and problem management disciplines

Network administrator / Security Expert

SEIL / TGR - SCUA

Developed and Coded key security software components, from device driver and kernel components to companion applications (ex: logon/logoff, user and application management, OS Shell, cryptographic subsystem) and real time encryption system for hard/floppy disks, transitioning from a small local player to #1 security solution in Brazil in 80's and 90's

Software Development Manager

Datanews

Started new structure for training, covering DOS, DBase II/III/III Plus, Clipper, Lotus 123, and C/C++ language

Senior Instructor / Security Consultant

With over 3 decades in the IT industry, currently supporting organizations as a Sales Lead at AWS, enabling their digital transformation journeys through cloud migration, modernization, and strategic change management. 
I leverage my unique cross sector and technology experiences to drive customer business goals to unlock measurable outcomes and drive success.

Previous leadership roles at Microsoft honed expertise in global business leadership, security, compliance, cloud infrastructure, app modernization, and sales enablement, driving scalable success across diverse businesses and solution portfolios. I am passionate about technology as a tool for empowerment, fostering innovation, and delivering impactful solutions in collaboration with cross-functional teams. I am a true believer in education and technology as universal levelers as true inclusion and empowerment enablers.

Music and arts are part of my passions - I am an avid vinyl record, memorabilia and musical instruments collector) -  Using nights and weekends I have produced artists from all over the world and also my own album and singles. My music is available on all music and streaming platforms, the adventure never stops! I am a forever-learner, driver and “shaker” that seeks purpose and impact.

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Laurent De Grauwe

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