Fábio di Santoro fasantoro@yahoo.com.br

LinkedIn: http://www.linkedin.com/in/fabiodisantoro

Rua General Fernando Albuquerque 500 Mobile: +55 11 98543-8346 Phone: +55 11 94789-1380 São Paulo – Brazil 06711-020 37 years old Mobile: +55 11 98543-8346

MANAGEMENT | DIGITAL PRODUCTS AND SERVICES

PROFESSIONAL OBJETIVE

Creating value in the communication, IT, internet, media and multimedia industries, bringing a robust and deep knowledge, a strategic-thinking approach and a proven sensibility for technology market and

innovation.

SUMMARY OF QUALIFICATIONS • Executive director with wide international experience in Digital Products and Services, in

telecommunications, IT, digital media and e-commerce industries, including start-up and consolidation projects in Southern America.

• Results-oriented with proven success in added value creation and costs optimization. Decisive leader experienced at defining required service levels and negotiating related agreements, as well as contract definition and SLA’s with main global solution vendors, including value-added services implementation and Cloud Computing systems.

• 17 years of experience acting as a sales executive worked in enterprise and carrier industries for multinational technology companies with large experience in enterprise sales processes and design of business models;

• Sales and revenue leader for 6 consecutive years, responsible for planning budget with customers, sales pipeline management, channel management;

• International background, experience with multinational and startup companies in Brazil and South America.

• Posses articulated communication capabilities, strongly value the principles of honesty, transparency, fairness, good faith and an essence driven to building long-term relationships;

• Determined, curious and detail-oriented, I seek excellence and quality through attitudes of collaboration, creativity, hands-on, inspiration, resilience, agility and flexibility to perspective change;

EDUCATION

Bachelor in Electrical Engineering - Telecommunications University of Industrial Engineering - FEI, Sao Paulo, Brazil. December 2000.

Executive Education in Leadership Development and Strategic Planning Harvard Business School, Boston, USA. January 2012.

Business Management specialization Diploma University of California Riverside, Los Angeles, EUA. August 2004.

LANGUAGES

Full proficiency in Portuguese, English and Spanish

Italian basic

PROFESSIONAL EXPERIENCE

TECH MAHINDRA (Sao Paulo, Brazil) - Sales and Strategic Planning Director, Mar 2015 - current Executive director responsible for the planning, sales and business development of the IT platforms and services, according to the corporate strategies and objectives. Headcount: >50 people. Main achievements:

• Redefinition of organization and processes, leading to increased productivity and reducing costs up to 20%;

• Contract re-negotiation with customers developing and improving relationships with new and existing ones at all levels;

• Hands-on: Planning, design and implementation of sales strategies that resulted USD 20 million in revenues;

• Organization and process design, resources planning, knowledge management and retention; • Customer-focused: building a sales pipeline, design of value propositions, perform business-oriented

presentations to marketing and business audiences; • Consultative approach: Understands specific requirements and build tailor-made solutions to customers.

MAHINDRA COMVIVA (Sao Paulo, Brazil) - Sales Director LATAM, Sep 2012 – Jan 2015 Management role during the start-up of the Indian VAS company "COMVIVA" (later renamed "Mahindra Comviva") in Brazil during the period 2012-2014. In charge of Sales, planning, development and implementation of VAS platforms and services. Main achievements:

• Introduce market innovations: presentation of successful cases to telco and banking customers from all levels in Brazil and Latin America;

• Successfully built internal VAS organization, focusing on efficiency and knowledge retention; • Introduced company’s cutting-edge Mobile Financial Services portfolio, allowing operators and financial

institutions to gain competitive advantage in mobile money and mobile payments ecossystems; • Introduced both messaging and mobile marketing solution portfolios to all tier-1 telcos in Brazil; • Business hunter focused to identify business needs, discuss viable solutions and propose winning value

propositions to customers; • Scouting for strategic partnerships and contacts with technological partners and vendors of mobile VAS

platforms and services; • Develop a local partnership channel ecosystem, enabling a complementary solution portfolio cross sell; • Presence in specialized events and congresses, perform public speeches/presentations, implemented

the company's digital media strategy.

LOGICACMG | ACISION (Sao Paulo, Brazil) - Key Account Manager, Nov 2005 – Aug 2012 Worked as senior sales manager specialized in key telco named accounts for the value-added services company called LocicaCMG (later renamed “Acision”). My job was primarily customer-focused including business development, deal negotiation, pipeline management, create sales strategies and business plans. Main achievements:

• Designed, planned and performed, along with sales and product teams a set of go-to-market strategies that enabled the company to win USD 6 million in new deals;

• I collaborated with several business units in the design of a sales business plan that resulted in increased orders, aiming at higher value propositions with customers. Sales performance figures:

o 127% achievement of annual sales target in fiscal year 2011; o 106% achievement of annual sales target in fiscal year 2009; o 147% achievement of annual sales target in fiscal 2008;

• I led both pre-sales and business development teams designing value proposition offerings that resulted in a recurred USD 3M deal for 2 consecutive years;

• I received the approval from the board of the company after careful risk analysis to present a business model to a customer which resulted in winning a US$ 6 million deal and for 2 years;

• Close collaboration with finance and legal teams in contract reviews, risk assessment preparations and reviews;

• Negotiation of terms and conditions with customers, deal review presentations to senior management and strategic deal presentations to the board.

• Scenario analysis and technical/economic studies for Value Added Services on mobile networks

HUAWEI TECHNOLOGIES (Sao Paulo, Brazil) - Key Account Executive, Mar 2002 – Nov 2005 Under the direction of the Regional Sales VP, I managed the overall sales and pre-sales functions of fixed, broadband and next generation network business unit of Huawei’s Information and Communication Technology (ICT). I designed, planned and managed sales strategies to achieve both business and marketing unit objectives.

Main Achievements:

• Delivered US$ 80M in sales orders during fiscal year 2005 against US$ 56M target; • Delivered US$ 53M in sales orders during fiscal year 2004 against US$ 39M target; • Closed Huawei’s biggest first in market fixed broadband contract in the Brazilian Market, being a

breakthrough for the company in the largest Braziliam telco operator; • Supporting business cases definition for the commercial operations; • Technological benchmarking of fixed and next generation network (NGN) competitors; • Development of the technological plan and supporting business cases definition of the fixed,

broadband and next generation network business unit; • Participation to the development of a test system for wireless, wireline and NGN data applications; • Participation to international forums and working (UMTS Forum, other workshops), for the VAS mobile

service specification. �

NOKIA SIEMENS NETWORKS – NSN (Sao Paulo, Brazil) – Marketing Pre-Sales Manager, Dec 2000 – Mar 2002 Interests and Hobbies

Sports: Running, Cycling, Swimming, Squash, Tennis and Basketball. Reading: Books on innovation and business management, successful businessman stories. Family: Spend quality time with my wife and daughter.