Managing Partners and Founders
Three careers built separately across the world's largest technology and services multinationals, now converged into a single way of thinking. Every XALQ deliverable is signed by name, and these are the names that stand behind it.
Delano has built a long and successful executive career. With a Business Administration degree from UNICAP-PE, he specialized in Marketing and Sales at FGV and in Human Resources Management at San Francisco State University, alongside business programs at Fundação Dom Cabral, FGV, Harvard, University of Chicago, UC Berkeley and Stanford. More than 30 years in sales and business development, a path that started at the bottom of the org chart and today places him at the head of XALQ | House of Decision Work. An innovative executive and applied-AI specialist, he works as a strategic management and innovation consultant, instructor and speaker, and serves as Innovation Ambassador at LIDE-PE. Before XALQ he passed through SAP, TMF Group, NetScout Systems, Saba, Cisco, Alcatel, Avaya, Enterasys Networks and Novell. He is internationally certified as an instructor in consultative selling methodologies (Solution Selling and Miller Heiman) and is a guest professor at IBMEC. His growth comes from a good-humored, and above all human, way of navigating the corporate world, inspiring those around him to be more than they imagine they can be.
With a background in management and marketing, João Carlos brings more than 30 years in sales, with a track record of building sales organizations, defining market strategy and driving SaaS revenue across multiple segments, mostly as CRO or reporting directly to the CRO. A Forecast & Pipeline Intelligence specialist, he has become one of the most direct voices on Brazilian LinkedIn about pipeline discipline: he publicly questions the gap between what is agreed in a forecast meeting and what actually becomes an auditable record, and argues that every claim about a deal should come with evidence attached, not with good faith. His signature is insisting on verification gates, with human review before any document goes out, rather than exception lists that generative AI outpaces with every new round.
André built his career in IT infrastructure and cybersecurity solution architecture. He worked at iLand Soluções, was a Solutions Architect at HSBS, the same house Delano and João Carlos came through, and at Nagem held the roles of Commercial Manager and HP Solution Architect until leading the entire infrastructure and datacenter sales business unit. He connects cutting-edge technologies in AI, automation, cloud, CRM, supply chain and ERP to business strategies that deliver real results. To his corporate path he added years in the nonprofit sector, as Technology Innovation Director for the North/Northeast at the Brazil-Israel Chamber of Commerce (CAMBICI) and as a board member of the Israelite Center of Pernambuco. He holds more than 30 certifications, many in AI applied to leadership and to the security of autonomous agents. He writes regularly on how boards should read AI and cybersecurity risk in terms of financial impact, not technical jargon, and on the difference between cognitive craftsmanship (a human operating AI line by line) and the cognitive assembly line (autonomous systems that decide and deliver without friction).