Fabio Schmidt - Sales Director Latam, Casa Systems

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Work Background

Casa Systems, Inc.Sales Director

Jun. 2020São Paulo, BrazilResponsible for all Casa Systems Products in South America: Managing accounts like: VTAL Claro Brazil, Claro Argentina, Claro Chile, all Telefonica Latam Group (including Vivo Brazil and Peru), TIM Brazil, Liberty Latin America, Algar Telecom, Brisanet and others Achievements: - Increase revenue in Brazil in 5x => from US$2M in 2019 to US$10M in 2020 and 2021 ( 2 years of highest revenue in Latam) - Increase Market share at Claro Brazil from 13% to 34% for CMTS solution - Close Contract with Telefonica Peru - Introduce products like 5G FWA, vBNG, WAG, 5G CORE, Private Networks, and others at all tier1 companies in South America - Successful trials for FWA 5G mmWave at TIM Brazil, Claro Argentina, Claro Chile, Telefonica Brazil, Claro Brazil, Oi Brazil

TiVoSales Director

Oct. 2016 - May. 2020São Paulo, Brazil · RemoteResponsible for all TiVo Products in South America including clients like: Oi, NET, Vivo, Globo, Supercanal, Cable Vision, Telecom, Telered, Tele Porto, and other Achievements: - Increase revenue in Brazil in 100% - Close contracts with Cablevision Argentina (now Telecom), Supercanal, Oi, Telered and Nuevo Siglo - Create relationship with key partners like: Youcast, Bold, Logicalis, Technicolor, Commscope and Vubiquity

Sterlite TechSales Director

Jul. 2015 - Oct. 2016São Paulo Area, BrazilI was the responsible for all Business in Latin America - Achievements: - Close partnership with big companies in the region like: Ericsson, Promom Logicallis, NEC, Binario, Agility. - Positioned Elitecore products for Tier 1 and 2 Carriers like: Oi, TIM, Claro, Vivo, Algar, Tigo Colombia, Digicel Chile, Entel, Cable Wireless, - Starting the homologation process at Telefonica Madrid for PCRF and BSS products: relationship with GCTO team

NewtecCommercial Director

Apr. 2014 - Jun. 2015São Paulo · On-siteI was the responsible for Sales and Marketing department in South America Achievements: - Close Contract with Petrobras for MX-DMA – Biggest contract in Latin America - Close Contract for update for DTH Project at GVT – Modulators and Demodulators - Close Contract for update for Trunking Project with Oi

Allot CommunicationsCountry Manager

Dec. 2009 - Dec. 2013São Paulo, Brazil · RemoteI was the responsible for all areas in Brazil, I was responsible to create the partnership with Distributors and Resellers in Brazil. In 2010 I increased 100% the revenue comparing to 2009 and increase 533% revenue in 2011 comparing to 2010 Achievements: - in 2011 reached 205% of the sales goal - Close contract with NET Serviços (biggest Cable TV company in Brazil) – biggest contract in Latin America - Close Contract with Telefonica Empresas in Brazil and Algar Technologia (Contact Center) - Close Contract with Ministério do Trabalho and Tribunal de Justiça - Close Contract with Oi, GVT and Unotel for Transparent Cashing Solution (Video Cashing)

UTStarcomSenior Regional Sales Director

Jun. 2004 - Dec. 2009São Paulo, Brazil · On-siteI was responsible for all areas in Brazil, including sales, operational and finance. Because I helped to start the company in Brazil, I am responsible to create all sales process in Brazil, including: Importations, contract with partners and Resellers (NEC do Brasil, MUDE, Promom, etc...) and create the local team, reaching a total of 15 employees. Achievements: Responsible to increase the revenue from U$0 Million (in 2004) to U$13 Million - FOB (in 2008) with main contracts below: - Brasil Telecom: IPTV (First in LA); ADSL (U$20 million FOB in contacts) and Fixed Mobile Convergence - Softswich (first in the world). - Transit Telecom: VoIP CPE (more than 5.000 units) - Vivo: SDH products (U$6 million in 2008) - Claro and Embratel: SDH Products Awards: - Highest Achiever 2006 (with 250% from the Goal) - Highest Gross Margin Deal in Latin America in 2007 - Best Performance for Americas Region in 2008

Telecon Consultoria e TreinamentoCEO

May. 2003 - Jun. 2004- Telecon is a Training Brazilian Company with 19 years in the Market and is the main Cisco Training Company in Brazil with 20 employes (6 in Sales; 3 in Marketing; 4 in Finances and 7 in technical). With the following responsabilities: - Responsible to create the sales process (Funnel; Forecasts; Strategy to attack the Market) - Responsible to create strategy of the Company (Alliances; Cost reduction; Develop new products,…) - Responsible for the new alliances (HP and others)

Lucent TechnologiesAccount Manager

Jun. 1999 - Apr. 2003São Paulo, Brazil · On-site- 8 months participating to the MSLDP in Coral Gables USA, where includes: - Rotation in all Lucent Business Units in the USA and Brazil in cities like: Whippany/ Atlanta/ Columbus/ Orlando/ Coral Gables/ Homedell (Bell Labs) - Courses related with all Lucent Products (5ESS/ 7R/E, Ascend, Wireless Network), Sales skills, Finance, etc - Experience in Products like: NGN; Softswitch; ADSL; RAS; IT; Software (Billing, Management Systems); CDMA; Mobile Internet; WiFi; EV-DO; Firewalls; IP Services. - Responsible to turn Brasil Telecom as the main account in Lucent Brazil in only 2 years. With Contracts like: - Switching: 1.4 million ports in all Brasil Telecom Area - ADSL: +200k ports in the 6 main cities in Brasil Telecom Area. (75% of the Market Share) - RAS: 53K ports in the main cities in Brasil Telecom Area. - UMS ( Unified Messaging System): First contract at Lucent Worldwide

Lucent TechnologiesAccount Manager

Jan. 1999 - May. 1999- responsible for accounts like: EMBRATEL/MCI, TIM, TCS, TELEMAR, PROCEDA SYSTEMHOUSE, - Courses related with Alcatel PBX/Call-Center (A4400/4200) and data products (Xylan routers/switches).

NEC do BrasilAccount Executive

Jun. 1997 - Jan. 1999São Paulo, Brazil · On-site- responsible for Wireless Products, including: - Proposals like Costa Rica ( WLL DCTS) and Russia ( WLL CDMA): - Stayed 1 month in Moscow: 5 contracts closed ( Total amount US$~50 Millions) - Negotiation with TELEPARs and TELEBAHIAs contracts and proposals. - Large experience in NEC products ( AMPS and CDMA)