Fabio F.

Microsoft AI Business Solutions Go-To-Market leader | 35+ years of a joyful career by helping companies to achieve more! | Life-long learner, MBA, ICF | MIT, Harvard, FGV, insper, FIA/USP

São Paulo, São Paulo, Brazil7.1k followers

Microsoft

ex-Salesforce

ex-Avanade

As the Senior Go To Market (GTM) Leader for AI Business Solutions for the Enterprise segment, my goal is to support our teams, partners and customers to achieve more by adopting our solutions: - AI Workforce ( Modern Work and Security solutions), enabling every user to have their…
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own Copilot for both personal and professional productivity! - AI Business Process ( CRM, ERP, Low code and AI solutions , e.g. Copilot Studio, Copilot for Sales, Copilot for Service) I am in my second chapter at Microsoft, after working 11 years at Salesforce, another 11.5 years at Microsoft , and 12 years in Consulting , and feel that this diverse background of both technical , business and strategy experience will allow me to contribute to the growth of our presence and market share in the region. I have extensive experience in developing and executing go-to-market strategies, leading sales teams, and delivering innovative solutions for various industries. I have also been recognized for my sales track record, with many years of quota overachievement, including a distinguished Chairman's award for the Top 10 deals ar Salesforce, and an holistic leadership style, taking care of the people, the business and the customers and partners!

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GTM Index

MICROSOFTJOB
1. Diretor de GTM, AI Busines…
  1Y 3M
2. Sr. GTM Leader, Enterprise…
  7M
3. Sr. Solution Sales Profess…
  6Y 9M
4. PMM
  6M
5. Partner Account Mgr
  1Y 1M
6. Solutions Consultant
  2Y
7. bCentral Technical Product…
  8M
SALESFORCEJOB
1. Senior Dir, LATAM Leader E…
  5M
2. Senior Dir, Leader Excelle…
  1Y 8M
3. Senior Dir, Sales Leader C…
  1Y 2M
4. Dir Of Strategic Sales
  9M
5. Regional Sales Dir - HLS &…
  1Y 11M
6. Industry Lead - Healthcare…
  11M
7. Senior Strategic Account Mgr
  3Y 8M
MIT SLOAN SCHOOL OF MANAGEMENTSCHOOL
1. Artificial Intelligence
  11M
HARVARD UNIVERSITYSCHOOL
1. Design Thinking Workshop,…
  11M
INSPER INSTITUTO DE ENSINO E PESQUISASCHOOL
1. Negociação Estratégica e G…
  11M
FIA - FUNDAÇÃO INSTITUTO DE ADMINISTRAÇÃOSCHOOL
1. MBA, Enterprise Management
  1Y 11M
AVANADEJOB
1. Senior Consulting Mgr
  2Y 1M
ACCENTUREJOB
1. Senior Mgr
  7M
WA INFORMATICAJOB
1. Head of Products
  8Y 1M
ANIMACTION INFORMATICA LTDA.JOB
1. Company Owner
  8Y 7M
UNIVERSIDADE PAULISTA (UNIP)SCHOOL
1. Tecnologo em Processamento…
  2Y 11M
CMC INDUSTRIA E COMÉRCIO LTDA.JOB
1. Analyst / Developer
  5M
SOFTED SOFTWARES EDUCATIVOS LTDA.JOB
1. Software Eng
  3Y 8M

Job: Microsoft — Diretor de Go To Market, AI Business Solutions · 2025-07 – present · 1y 1mo — In the beginning of FY26. I expanded my role , covering the entire AI Business Solutions Go To Market for Brazil and MCSA, adding all AI Workforce Portfolio ( Windows, Office, M365 Copilot , Teams, Sharepoint, Purvue, Defender, etc.) on top of the AI Business Process portfolio (CRM, ERP, Low code platform, Copilot ) , and being accountable to the overall regional revenue
Job: Microsoft — Sr. GTM Leader, Enterprise Business Applications LATAM · 2025-03 – 2025-10 · 7 mo — Leading Business Applications portfolio ( CRM, ERP, Low Code, AI) Go To Market strategy for the Enterprise segment in Latin America
Job: Salesforce — Senior Director, LATAM Leader Excellence Coach · 2024-09 – 2025-02 · 5 mo — I aim to provide a white glove personalized support and empower Sales and Solutions leaders to drive excellence among their teams and become their best version, leveraging both our global standards, frameworks , processes, tools
Job: Salesforce — Senior Director, Leader Excellence Coach AMER Industry & Consumer Enterprises & LATAM · 2023-02 – 2024-10 · 1y 8mo — Responsible for the professional development of all sales leaders in the Latin America, North America MAE (Manufacturing, Automotive , Energy) and Service Cloud organizations.
Job: Salesforce — Senior Director, Sales Leader Coaching LATAM · 2021-11 – 2023-01 · 1y 2mo — Responsible for the professional development of our sales leaders in the Latin America region.
Job: Salesforce — Director Of Strategic Sales · 2021-02 – 2021-11 · 9 mo
Job: Salesforce — Regional Sales Director - HLS & Manufacturing · 2019-02 – 2021-01 · 1y 11mo — Responsible for building a new, high performance team that will take the Salesforce Brazil industry play to an even higher level.
Job: Salesforce — Industry Lead - Healthcare & Education · 2018-02 – 2019-01 · 11 mo — Responsible for the localization and local execution of the global industry strategy , to Brazil Top 100 companies. Go to market approach including expert channel recruitment and development. Orchestration of tens of multidisciplinary resources.
Job: Salesforce — Senior Strategic Account Manager · 2014-05 – 2018-01 · 3y 8mo — Leading the Health and Education industry at the Enterprise segment, I am responsible for driving a strong growth in the region aligned with our global industry strategy.
Job: Microsoft — Sr. Solution Sales Professional · 2007-05 – 2014-02 · 6y 9mo — Responsible for leading complex enterprise software sales processes for the Enterprise accounts segment. Management of virtual teams with both internal and external teams. Playing a strategic role on the largest local deals to date, winning market share with a consistent two-digit YoY growth.
Job: Microsoft — Product Marketing Manager · 2006-10 – 2007-04 · 6 mo — Responsible for the business around Microsoft Dynamics CRM in Brazil, from the planning, marketing, sales, channel and industry perspectives, aligned with the strategies from other Microsoft divisions.
Job: Microsoft — Partner Account Manager · 2005-08 – 2006-09 · 1y 1mo — Responsible for the entire business solution sales process to enterprise customers across different industries and on a country-wide reach, working together with both internal and partner sales teams.
Job: Microsoft — Solutions Consultant · 2003-07 – 2005-07 · 2y — • Co-led the launch of Microsoft Dynamics CRM in Brazil, collaborating closely with the Business Group Lead. • Drove marketing initiatives and channel recruitment to establish a robust sales pipeline. • Successfully closed the first sales deals, contributing to the early growth of the CRM platform in the region.
Job: Microsoft — bCentral Technical Product Manager · 2002-10 – 2003-06 · 8 mo — • Led the development of a B2B cloud-based EDI solution, enhancing operational efficiency for clients. • Collaborated with cross-functional teams to integrate the product into the newly formed Microsoft Business Solutions division. • Drove product strategy and roadmap, resulting in a seamless transition to market and increased customer adoption.
Job: Avanade — Senior Consulting Manager · 2000-08 – 2002-09 · 2y 1mo — • Co-led the creation of a technology infrastructure services offering for the Brazilian Settlement System (SPB), enhancing transaction integration. • Collaborated with private and public banks, ensuring seamless connectivity with the Central Bank of Brazil (BACEN). • Managed tailor-made projects in eCommerce and Application Development, driving innovation and efficiency. • Achieved significant improvements in transaction processing times, positively impacting client satisfaction and operational efficiency.
Job: Accenture — Senior Manager · 2000-01 – 2000-08 · 7 mo — • Spearheaded the CRM strategy and implementation for Amelia.com.br, enhancing customer engagement and retention. • Collaborated with cross-functional teams to define user experience • Led the RFP creation and vendor selection for the contact center operation
Job: WA Informatica — Head of Products · 1991-11 – 1999-12 · 8y 1mo — • Led the development of one of the first CRM applications, utilizing state-of-the-art technology. • Successfully deployed telemarketing solutions for major clients, including TUBOS E CONEXÕES TIGRE and CONSUL. • Pioneered a Customed Service module and offline Sales Force Automation app, enhancing user experience for thousands.
Job: Animaction Informatica Ltda. — Company Owner · 1990-03 – 1998-10 · 8y 7mo — Entrepreneurship period, started a 3D Computer Graphics company called Animaction ( Animaction + Action ). With the launch of Windows 3.0 in Brazil, expanded the offerings and started training executives on the new platform. Worked on the development of commercial applications.
Job: CMC Industria e Comércio Ltda. — Analyst / Developer · 1989-10 – 1990-03 · 5 mo — • Developed commercial software solutions for high-profile clients, including Coca-Cola and White Martins. • Collaborated with cross-functional teams to gather requirements and deliver tailored software applications. • Enhanced software performance, resulting in a 30% increase in operational efficiency for client projects.
Job: Softed Softwares Educativos Ltda. — Software Engineer · 1986-02 – 1989-10 · 3y 8mo — • Developed software solutions as a part-time Software Engineer at Softed Softwares Educativos Ltda. • Collaborated with a small team to create educational software, enhancing user engagement and learning outcomes. • Gained hands-on experience in programming languages and software development methodologies. • Contributed to the startup's growth by delivering projects on time, fostering a culture of innovation Won the Brazil Ministry of Education (MEC) “First National Education Software Award” in 1987 with a science class about invertebrates
School: MIT Sloan School of Management — Artificial Intelligence · 2020 – 2020
School: Harvard University — Design Thinking Workshop, Administração, Negócios e Marketing · 2017 – 2017
School: Insper Instituto de Ensino e Pesquisa — Negociação Estratégica e Gestão de Conflitos, Business · 2017 – 2017
School: FIA - Fundação Instituto de Administração — MBA, Enterprise Management · 2008 – 2009
School: Universidade Paulista (UNIP) — Tecnologo em Processamento de Dados, Computer Science · 1993 – 1995
School: MIT Sloan School of Management — Artificial Intelligence

Skills

SalesforceSoftware DevelopmentLogic ProgrammingEstratégia digitalLiderançaEstratégia empresarialExecutive CoachingBusiness CoachingLeadership DevelopmentCoaching & MentoringEnterprise SoftwareCloud ComputingBusiness IntelligenceSolution SellingIntegrationConsultingCoachingLeadershipCRMMicrosoft CRMStrategy

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Fabio F.

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