Igor Santos

Managing and leading the sales operation of the company across Africa. My role entailed managing sales operations across West, East and SADC including the direct management of its country managers where we have presence (Nigeria, Ghana, Angola and Kenya); Accountability for the Company’s sales revenue, profit & growth targets; Developing and executing business plans for new territories/countries & penetration plans for new products and solutions; Actively managing high revenue complex sales processes with extensive customer C-level engagements. A significant part of my role is working with over a dozen of the world leading IT OEM's which DataGroupIT represents (i.e. Hitachi, Check Point, HP-Security, Imperva, SafeNet, EnTrust, Trusteer, BMC, CommVault and more) as well as working with over 70 different business partners, Integrators and ISV's for promoting and selling DataGroupIT solutions portfolio across Africa.

- Enterprise account management focusing in developing and increasing revenue at Angola's biggest company. Successfully created a framework agreement signed by both companies in which it guarantees repeated yearly revenue. - Increase NetApp market share by acquiring new net territory accounts. YTD 20+ new accounts. - Enabling existing key channel partners strengthening pathways to market and identifying new channel partners. - Protect and increase revenue at the Oil & Gas industry ( NetApp has 90% market share) by promoting different products and solution as against to just selling the standard offering. - Promote and increase NetApp brand awareness in the local market by doing onsite trainings and marketing events.

- Successfully built and developed from scratch the Energy district in Africa proving to have the ability to manage large, diverse sales territory with varying cultures, buying patterns, and business needs. - Achieved double digit revenue over achieving target by 160% and becoming the most performing district in Africa margin and profitability wise. - Leveraged account teams across EMEA and US to expand deal size and value to the customer to drive data management standards for multinational customers (ExxonMobile, Shell, BP, Total, Petrobras, Statoil, ConocoPhillips, Anadarko). - Effectively communicate NetApp’s value proposition for Oil and Gas data management requirements from both and technical business perspectives for wide variety of audiences. - Achieved 90% Market share in Oil & Gas in Angola.

- Pre-sales activities in SADC and East Africa region helping customers identify their business needs and match with potential solutions. - Helped the sales team close new business expanding into new and existing territories throughout Africa. -- Executed technical trainings to partners creating a strong network across the region.

- Worked as a consultant at a Data Center Project where we helped the customer design, set best practices, evaluate and define the best vendors and supervise all implementation activities related to the new DC. - As part of project we elaborated all RFI and RFQ in order to select the best solution/vendors acting as the customer trusted advisor.

Worked as a system engineer helping the sales team understand customer technical needs and design solutions according to their business needs. The main focus was selling NetApp technologies but it also included other solutions that was part of the companies portfolio. Other activities included: Present to customer benefits of products and solutions, post support assistance helping the PS team identifying technical problems and helping them to solve it and provide technical training to end users in our customers.

- Responsible in managing the entire infrastructure of Monsanto's site at Camaçari in Brazil. This included supporting the data and phone network, MS Active Directory, Exchange, security systems and monitoring systems - Project Manager to implement Altiris technology across all sites in Brazil

- Responsible for the Storage and Backup infrastructure at Petrobras in the state of Bahia. Aside from the main site, looked after 6 regional sites across the state. - Managed NetApp and EMC storage systems and Symantec Netbackup backup software. - Implemented the first NetApp OSSV project in Brazil. Implemented the backup policy on Petrobras off shore rigs making sure the backups were safely secured outside the rig using OSSV technology. - Implemented the storage and backup infrastructure at Petrobras subsidiaries at five different states in Brazil. - Project Manager at the OS migration of more than 3000 end user desktops.

Worked for 6 months at a project at Vale do Rio Doce (2nd biggest company in Brazil) where we helped them map different land areas and my role was to he deliver the end presentation in flash technology in which is was highly praised by the customer. The template of my presentation was set as a standard for future deliveries at Deloitte in similar projects.