Felipe de Cabo Resume. To learn more: http://ar.linkedin.com/in/felipedecabo

1. Tupac Amaru 1126 (1636) Felipe de Cabo
Phone: +5411-4791-6274 decabof@hotmail.com
Mobile: +54-9-11- 6273-8412 decabof@gmail.com
CURRICULUM VITAE
Executive Summary
Senior professional with 15+ years of success in achieving challenging goals in top technology
multinational companies. Extensive business and technical background in IT, software, hardware,
and telecommunications services. Committed, versatile, fast-learning and results-oriented
professional and leader with demonstrated ability to work with multidisciplinary regional teams,
increase revenue and streamline operations
Successful track record in:
• Team Management & Quota achievement
• Revenue Growth
• Business Plan Development
• Alliances and Partnerships Mgr.
• Channel Incentive Management
• Channel Sales Best Practices achievement
• Project Management
• Budget Management
• Customer & Partners Experience Oriented (NSAT)
Professional Experience:
Microsoft de Argentina S.A. (2005 – current)
Partner Account Manager LAR/ESA - July 2008 – Present (3 years 8 months)
The PAM Large Account Reseller (LAR/ESA) is responsible for driving and delivering expert volume
licensing sales through Microsoft LAR/ESA channel. Partner Account Managers (PAMs) act as “sales
managers”, deliver sales coaching, marketing, and account management expertise to Microsoft
LARs.
Focused and responsible for managing Microsoft Argentina LAR/ESA partners (80% of subsidiary
revenue come from these resellers) DELL, HP, SoftwareOne, DATCO, Softline, Geminis Computer and
CEDI Consulting. Executing aggressive sales and marketing strategies that drive broad and specific
revenue goals which are tightly aligned with the subsidiary goals. Manage daily sales, marketing,
operations activities and relationships, as well as executive contacts (as required) within named
accounts. Meeting the needs of all internal customers within the LAR/ESA accounts and ensuring a
One Microsoft Voice to the partner.
Key responsibilities include:
• Pipeline Management
o Demand Generation
o Co-Selling
o Opportunity Management
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2. Tupac Amaru 1126 (1636) Felipe de Cabo
Phone: +5411-4791-6274 decabof@hotmail.com
Mobile: +54-9-11- 6273-8412 decabof@gmail.com
CURRICULUM VITAE
• LARs Maintenance
o Relationship Management
o Training and Readiness Execution
Sales Management Hosting & ISV’s - Microsoft Cono Sur (Argentina, Chile, Paraguay y
Uruguay) July 2007 – July 2008 (1 year)
As a Sales Management Hosting & ISV’s (Argentina, Chile y Uruguay), my role was drove adoption
and market share of Microsoft hosted solutions among the service provider segment. I was also
responsible for managing the hosted solution opportunity pipeline, which leads to reported hosted
revenues for Microsoft. In the managed partner space (Telefonica, Iplan, CubeCorp, Telecom,
Neuralsoft, CDW, Telefonica Chile), I was built joint business and sales plans with Service Providers
to resell MS hosted solutions (Exchange, UC, Collaboration), amplifying the Service Provider’s sales
force. In the un-managed space, l was engaged with MS Services Provider License Agreement
resellers (SPLAR) & ISV’s to build market demand and momentum for hosted solutions, and license
new hosting partners. I coordinated a telesales team (TPAMs, PTS, Solution Specialist) under the
Value Proposition of Hosting & ISVs.
Key responsibilities and duties of the Sales Management include:
• Achieve and exceed revenue targets and sales quota
• Drive joint business plans with managed hosting partners that outline commitments to
grow the MS hosted solutions business while achieving Microsoft revenue goals
• Develop and manage to close the hosted solution opportunity pipeline
• Ensure accurate revenue reporting through close management of resellers
• Increase the number of MS hosted solutions that are commercially launched by the CS
hosting partners and increase the Microsoft share in the hosted market against our
competitors
• Provide industry expertise in the hosting business while achieving a trusted business advisor
relationship to the senior level management of the hosting partners
• Develop a dynamic strategy for successfully delivering partnership & platform value to a
varied set of partners that enables a true long-term sell-with partnership
• Negotiation and compliance management of Services Provider License Agreements (SPLA)
and other related licensing agreements
• Develop and support joint demand generation marketing activities between Microsoft and
the hosting partners.
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3. Tupac Amaru 1126 (1636) Felipe de Cabo
Phone: +5411-4791-6274 decabof@hotmail.com
Mobile: +54-9-11- 6273-8412 decabof@gmail.com
CURRICULUM VITAE
Large Opportunity Manager - Microsoft Cono Sur (Argentina, Chile, Paraguay y Uruguay)
December 2006 – July 2007 (8 months)
As an Opportunity Manager I was a strategic, senior sales role intended to drive large and strategic
opportunities to closure while ensuring the best customer and partner experience. I had a primary
sales objective and I was a key contributor to our core revenue streams as well as Enterprise
Agreements penetration. I engaged on Licensing, Infrastructure or Business Solutions opportunities
to maximize their value, closure rate, win rate and forecast accuracy. The partner sales management
team assigns the Opportunity Manager on opportunities which require Microsoft engagement due
to its nature (strategic, complex, multi-partner, high value). I orchestrated Microsoft and Partner
resources to assist in the sales engagement. I was responsible for maximizing the Microsoft
technology penetration in the assigned opportunities by leveraging the Microsoft extended teams
and Partners’ resources and offerings.
Solution Sales Specialist Business Productivity – Microsoft Cono Sur (Argentina, Chile,
Paraguay y Uruguay) - December 2005 – December 2006 (1 year)
In this position I was responsible for driving demand for IW solutions (Collaboration, UC, Office)
through broad evangelism and sales to Midmarket customers through Microsoft Partners. As a
Solutions Specialist I was provide deep business and industry knowledge to customers through
1:few and 1:many events and pre-sales activities as customers assess and determine investments in
IW solutions and deploy those technologies with Microsoft Partners.
Working with others sales team members I identified and recruit Microsoft Partners capable of
selling and deploying IW solutions, coach them through their first IW sales engagement with the
goal of making them self-sufficient, and manage the pipeline of the opportunities they generate. I
worked with the team to ensure the deals are closed and the solutions are deployed. In this role, I
had a significant impact on the success of the SMS&P sales team.
In this role I required strong professional communication - both written and verbal, and significant
knowledge of the technology industry with an ability to analyze and communicate a technical
solution in simple, medium-sized customer-oriented terms. To effectively execute the sales process,
I required understanding sales methodologies, sales and Partner management, virtual sales
coordination and negotiation.
Key responsibilities:
• Demand generation reach
• Presales activities
• Partner recruitment
• Sales enablement
• Sales quota attainment
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4. Tupac Amaru 1126 (1636) Felipe de Cabo
Phone: +5411-4791-6274 decabof@hotmail.com
Mobile: +54-9-11- 6273-8412 decabof@gmail.com
CURRICULUM VITAE
IBM Argentina (1996 – 2005)
April 2003 – December 2005
Department: Outsourcing Services – IBM Global Services SSA
Title: Segment Leader Outsourcing Services and e-business hosting
Tasks: Project Leader and Technical Solution Manager for Mid Range Express leading marketing,
communication, delivery, deployment and business strategies across the SSA countries. Develop,
pre-sales and help in outsourcing solutions.
June 2001 – April 2003
Department: Infrastructure & System Management
Title: Server Consolidation Segment Leader for SSA countries
Tasks: Responsible for Server Consolidation Consultancy practice projects and business.
Development marketing strategies of Microsoft technology services in LA South.
January 1999 – January 2001
Department: Infrastructure & System Management
Title: Project Manager - Halliburton Outsourcing
Tasks: Managed, coordinated and executed the task for the Outsourcing Project for the customer
Halliburton Argentina
January 1998 – January 1999
Department: Software Services
Title: IT Specialist – Microsoft Services
Tasks: Pre-sales activities and implemented different software solutions for IBM customers.
April 1996- January 1998
Department: Software Services
Title: OS/2 Second Level Technical Coordinator
Tasks: Coordinated the second level support for OS/2 software at IBM HelpCenter.
Technisys S.A. (December 1995 – April 1996)
Title: OS/2 Technical Support
Tasks: Provided technical support to branches from Grupo Banco Provincia. Project called S.O.L
(Sistema On-Line)
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5. Tupac Amaru 1126 (1636) Felipe de Cabo
Phone: +5411-4791-6274 decabof@hotmail.com
Mobile: +54-9-11- 6273-8412 decabof@gmail.com
CURRICULUM VITAE
EDUCATION: Universidad Argentina de la Empresa (UADE)
Information Technology (1 subject pending)
LENGUAGES: English intermediate level
CERTIFICATIONS:
2012 Citrix Certified Sales Specialist (CCSP)
2010 Microsoft Certified Professional (MCP) - Licensing
2005 Cisco Unity Engineer
2005 Microsoft Certified Systems Engineer (MCSE)
2002 Microsoft Certified Systems Administrator (MCSA)
1998 IBM Professional Server Expert (IBM PSE)
1998 Microsoft Certified Professional Internet Specialist (MCP+I)
1997 Microsoft Certified Professional (MCP)
HOBBIES: Golf (Handicap 14)
Soccer
REFERENCES
Carlos Dario Santiso – IBM Argentina SSA ITS
santiso@ar.ibm.com
Carina Ponce - SALES MANAGEMENT – HOSTING
acponce@microsoft.com
Fernando Guerschuny – LC SOFTWARE General Manager
fernandog@lcsargentina.com.ar
Daniela Hansen - Geminis Computer Sales Manager
Daniela.hansen@gemco.com.ar
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