Tupac Amaru 1126 (1636) Phone: +5411-4791-6274 Mobile: +54-9-11- 6273-8412

Felipe de Cabo
decabof@hotmail.com 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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Tupac Amaru 1126 (1636) Phone: +5411-4791-6274 Mobile: +54-9-11- 6273-8412

Felipe de Cabo
decabof@hotmail.com decabof@gmail.com

CURRICULUM VITAE LARs Maintenance o Relationship Management o Training and Readiness Execution

Sales Management Hosting & ISVs - Microsoft Cono Sur (Argentina, Chile, Paraguay y Uruguay) July 2007 July 2008 (1 year) As a Sales Management Hosting & ISVs (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 Providers sales force. In the un-managed space, l was engaged with MS Services Provider License Agreement resellers (SPLAR) & ISVs 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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Tupac Amaru 1126 (1636) Phone: +5411-4791-6274 Mobile: +54-9-11- 6273-8412

Felipe de Cabo
decabof@hotmail.com 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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Tupac Amaru 1126 (1636) Phone: +5411-4791-6274 Mobile: +54-9-11- 6273-8412

Felipe de Cabo
decabof@hotmail.com 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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Tupac Amaru 1126 (1636) Phone: +5411-4791-6274 Mobile: +54-9-11- 6273-8412

Felipe de Cabo
decabof@hotmail.com decabof@gmail.com

CURRICULUM VITAE EDUCATION: Universidad Argentina de la Empresa (UADE) Information Technology (1 subject pending) English intermediate level

LENGUAGES:

CERTIFICATIONS: 2012 2010 2005 2005 2002 1998 1998 1997 Citrix Certified Sales Specialist (CCSP) Microsoft Certified Professional (MCP) - Licensing Cisco Unity Engineer Microsoft Certified Systems Engineer (MCSE) Microsoft Certified Systems Administrator (MCSA) IBM Professional Server Expert (IBM PSE) Microsoft Certified Professional Internet Specialist (MCP+I) 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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