Roberto Casso

Curriculum Vitae

e-mail: abm6hd@r.postjobfree.com

Skype: roberto-casso

Personal Overview

Over 15 years of Sales, Account Management and Project Management experience in the

technology space, IT, Enterprise Software, Telecom, Multimedia, Consumer Electronics,

Television Broadcasting Technology and Digital Set-top Box Technology with proven success

in establishing and developing international product and service focused operations.

I have extensive commercial experience on global markets with companies from start-ups to

multi-national blue-chip enterprises across Latin America, United States, Western Europe, and

Africa while understanding their culture and sensitivity.

My experience includes strategic/tactical sales planning with ability to close, strong negotiation

skills, complex solution selling leading of high-level business affairs, account management and

business development, maintain and extend relationships in the corporate world.

Working Experience

2009-Present Psitek (Manufacturer/developer of cellular and wireless technology)

Sales Executive / Business Development Manager

Latin America

Psitek develops solutions using cellular and wireless technology to provide access to voice,

data and information services to people in under-serviced areas of the world.

I am currently in charge in building the LatAm regional sales strategy to the different structures

and partners in the region as well as to execute the business strategies throughout the region.

Some of my key responsibilities are:

• Ensure that the regional strategies are executed successfully and identify the critical

success factors for each region/country while managing the performance of my team to

exceed Psitek’s goals;

• I was accountable for the revenue targets and the budgeted expenditure for the LatAm

region;

• Liaise with Psitek’s Product specialists and engineers in order to meet the customer

requirements and specific business needs for the development of new products and

solutions;

• I contributed with the ongoing development strategy of Psitek and worked with the

regional heads to devise appropriate local market strategies, marketing, customer

engagements, support and budgets;

• Approval of the marketing strategy for the LatAm region and work closely with the

corporate marketing team to ensure that provide the required support and involvement

in all my marketing activities;

• Liaise with Support Services to ensure that are aligned with the support requirements

in the region to provide the services efficiently and on time;

• Part of the sales cycle in corporate accounts by writing customer proposals; played a

leading role in negotiations to successfully close a deal.

• Managing the sales teams and in-country partners, monthly sales forecasting and

annual budgeting process;

• Successfully set up an office in Colombia “Psitek Andinas” with a local partner to

provide product and services.

2006-2009 Altech UEC (“STB” Manufacturer/Developer)

Sr Account Executive – Business Development Manager

Latin America and Western European Regions

Altech UEC is an electronic manufacturer and leading developer of digital technology for the

International Pay-TV Industry and specialises in the provision of integrated solutions supported

by global logistical support services.

In Altech UEC, I was a senior sales account executive and business development manager for

Latin America and West European Region for the Pay TV industry mainly with Blue

Chip/Fortune 100 companies; I deal primarily with Set-Top- Boxes (STB) and embedded

software deals. I am also responsible for the overall business development and account

management of Pay-TV companies achieving multi-million dollar deals with satellite and cable

operators within my region. I have good written and oral communication skills, persuasive,

ability to liaise at board/senior level. In addition to my sales responsibility I was in charge for

the development for the in-country partners and service agents in Brazil, Mexico and Spain.

My good presentation skills, service orientation, and thorough understanding of IT and telecom

technology coupled by the knowledge of the consumer electronic market, gives me the ability

to communicate effectively despite language/cultural differences. Some of my current

highlights and responsibilities are:

• Develop sales budgets and forecast plans for the region

• Deliver sales in line with targets (Over-achieved my targets)

• Sales Achievement in 2007 by Increasing sales to $11’500,000 USD

• Sales Achievement in 2008 by Increasing sales to $ 8’200,000 USD

• Grew the Mexican market in 2008 by 180% in sales $4,830,000 USD

• Brought four new Blue Chip customers in two years (Brazil, Mexico and Spain)

• Identified market trends and Monitor competitor activity, generation of marketing

campaigns and company representative on important show events in Las Vegas

(USA), Sao Paulo (Brazil) and Amsterdam (Nederland).

• Identified appropriate product platform support channels

• Responsible for the system analysis of the customised software for the STBs

• Senior in charge of the expansion of Altech UEC to manufacture plant in Manaus,

Brazil. From concept to execution; $3 million USD investment.

• Identify, promote relations and manage appropriate set-top box CA and middleware

vendors/partners and applications solutions

• Liaise internally and externally for expert opinion on technical, Tier 1 support and

logistical issues with channel base and service agents

• Co-ordinate and present proposals including technical compliance statements

• Set up and attend technical, sales and quality meetings with decision makers

• Monitor operational project and product delivery related issues and take appropriate

remedial action where necessary

• Identify and develop relations with potential new Blue Chip customers in specified

markets

2004-2006 Orion Telecom (Telecommunications Company)

National Business Development Manager - SMS Telecom

South African Region

Orion Telecom provides alternative telecommunications services for the corporate market

place. It offers international voice telephony, cellular least cost routing, SMS and data services.

During my service with Orion I provided a dual role of SMS division, as product/IT

Infrastructure manager and as sales manager for the SMS in the region. I was responsible for

the growth the Orion SMS brand and business in accordance with set targets in corporate.

Some of my experience is as follows:

• Marketing campaigns: Participated in Public Relations and press such as Magazines,

Editorials and Industry Interviews among others.

• Managed all Corporate Deals and Channel/Agents

• Responsible for all the Marketing Development for Orion’s SMS Products and Services

• Fully in charge for the Software and Hardware platforms (SMS and IT), Networks,

Software Development team and Tier 1 Support

• Maintained top senior relationships with all the Cell phone Networks for the SMS

Business: Vodacom, MTN, Virgin Mobile and Cell-C.

• Corporate Technical Support and Relationship with CTO

• Developed SMS Marketing campaigns for Corporate events

• Responsible for Business Plans and Budgeting

• In charge for Mobile and Telecommunication ( Telecom ) SMS – Business

Development

Product Development Background:

Besides the success of the SMS product in the region, the product was sold to customers such

as Retail Stores, Private Hospitals, Universities, News paper Companies, Corporations, etc. I

successfully launched new enterprise software called Message Maestro™ from start where it

was deployed successfully allowing enterprises to conduct premium rate campaigns and to

conduct sms2business transactions. I was involved with the negotiations with all the cell phone

networks, software/hardware and web implementation of marketing and sales campaigns.

2003-2004 Stratus Technologies (HW Technology/Solution provider)

Key Account Manager

Johannesburg

Stratus Technologies is a leader in the design, creation, and delivery of continuous availability

solutions for mission critical applications. My main roles include the account management by

promoting the Stratus value proposition with target key accounts by listening and

understanding their needs and articulating the solutions. I was in charge for developing new

customer and partner opportunities. Some of my responsibilities include:

• Regular forecasting and key account management

• Understand and communicated the business value and ROI of Stratus products and

solutions to partners and potential customers;

• Develop robust and lasting business relationships at all levels in each key partner

account;

• Execution of campaigns and partners programs;

• I was the central point of contact for the customers and channel partners by

successfully working on their behalf with all other departments within Stratus;

• Develop and drive region channel execution plan;

1999-2003 Progress Software Latin America Regions (Software Company)

Channel & Globalisation Programs Manager

Latin American Operations

Progress Software is a provider of application infrastructure software for the development,

deployment, integration and management of business applications; during my employment

with Progress Software I started my career in Mexico as an Account Manager of North Mexico

and Border territory; after three years I got promoted to Latin America Operations and I was in

charge for the development of new Channel Partners (ISV) in PS Subsidiaries in LAR

(Argentina, Brazil, Chile, Colombia, Mexico and Venezuela) and other countries in Latin

America. I was also in charge for the daily operation and development of marketing programs

of 160 Channel Partners (ISV) of different sectors from Latin America.

In addition, I was also responsible for the Globalisation Program for Latin America reaching

markets worldwide to bring new products to our region and development of Partners in other

countries outside Latin American Region. Some of my achievements were:

• Effectively introduced the ASP model (e-commerce) in Latin America to Channel

Partners, achieving the development of one important ASP portal in México and eight

fully functional ASP's for different sectors in Latin America.

• Major contributor in the opening of three new subsidiaries in Latin America by being

responsible for the structure, operations and development of Marketing and Channel

programs.

• Successfully imported applications and ISV operations from countries like United

Kingdom, Hungary, Canada, USA, among other Countries to Latin America.

• Responsible for defining and implementing Channel recruitment programs and plans

through the respective geography.

• Developed key L.O.B. segments with Subsidiaries and Distributors.

• Expanded fifteen platinum channel partner's business to other countries in-between

Latin American Region.

• Standardization of the Regional Channel Program and Implemented a regional tiering

program.

• Project Management for the adaptation and localization of worldwide applications.

• Created Global contract agreements, terms, conditions, split policies and procedures.

Mediator in bilateral settlements and brokering between ISV partners in different

countries.

• Corporate presentations and spokesman in subsidiary visits to large audiences.

• Developed strategic planning presentations to President, Vice-Presidents and

Directors of The Corporation.

• Creation reseller alliances between Software and Hardware vendors like IBM, HP and

Sun among others in Latin America.

• Communicate effectively and replicate Corporate Programs and communications to

Channel Managers in Progress subsidiaries in Latin America.

1997-1999 Progress Software Mexico (Software Company)

Account Manager

Mexico - North of Mexico and Border Territory

Responsible for the development of new business accounts in the border cities and states of

Mexico and United States. Created Sales and Marketing programs for penetration of products

into different market sectors.

• 1998 Sales Achievement award for selling $1.750.000, USD in product revenue for one

year.

• Successfully acquired new accounts like Philips Products and Electronics (12

divisions), Zenith Electronics, EWD Corp. Group-Chrysler Wire Div. (10 divisions),

Johnson Controls, General Electric, Whirlpool, Panasonic, among others.

• Developed strategic account penetration programs for large accounts in the

• Manufacturing Sector.

• In charge of the project management with different Progress ISV partners to fully

integrate their product to a single Customer.

1987-1989

1992-1996 Professional Forwarders, Inc. (Freight Forwarding Company)

Mexico - Operations Director.

In charge of the daily basis operation of an Import and Export Company based on worldwide

trade. Strategic planning for the development of growth of new accounts in Mexico, USA and

Canada under the North American Free Trade Agreement. In charge and responsible for

finance, sales, shipping, receiving and computer information department. Responsible for the

general administration of the company.

• Effectively managed a team of 35 people under my supervision.

• Responsible for the growth of new accounts and sustain an excellent long lasting

customer relationship with important accounts like Coca-Cola Corp., PepsiCo, Avery

Dennison, among others.

• Maintain a logistic department to expedite and import/export merchandize next day

service.

• IT department under my supervision responsible for implementing and developing the

first fully automated Import/Export Company in Mexico, joining the Corp. office in

Mexico with the office in USA in real time.

• Developed and integrated the traffic system, accounting system and the classification

system for the company.

Educational Background

1983-1987 St. Augustine High School. (México and U.S.A.) High School Diploma

1987-1989 Laredo Junior College. (U.S.A.) A.D. Computer Science

1989-1992 Devry Institute of Technology. (U.S.A.) B.S.D. Computer Information Systems

Minor in Business Administration

1993-1995 Canterbury University MBA in Business Administration

Awards

1995 Sales Achievement Award Progress Software

2002 Globalization Program Award Progress Software Latin America (USA)

2005 Product of the Year Orion

2008 Employee of the Month Altech UEC

Other Education

Dec 1998 "Solution Selling" Training Course (México)

Dec 1999 "Solution Selling" Training Course (U.S.A.)

Nov 2000 "Power Base Selling" Training Course (U.S.A.)

Sept 2001 "Dale-Carnegie" Course (U.S.A.)

Aug 2008 “Global Corporate Sales” Diploma (S. Africa)

Certifications

Oct 1998 Progress Software Mexico “4GL/RDMS Progress Programming”

Nov 1998 Progress Software Mexico “PS RDMS Management”

Oct 2006 Certifications by Brainbench USA

Computer Fundamentals Master Achievement

Math Fundamentals Master Achievement

Written Spanish Master Achievement

E-Commerce Concepts

Computer Industry Knowledge

Internet Industry Knowledge

MS Excel 2003 -2007

MS PowerPoint 2003 - 2007

MS Word 2003 - 2007

MS Project 2003

Apr 2001 SkillPath Seminars Business Writing & Grammar Skills

Mar 2001 Progress Software USA “CorVu Business Intelligence and Balanced Scorecard I &

II”

Feb 2002 Microsoft “Microsoft Licenses”

Jun 2005 Siemens “Telecommunication technologies ICC&S”

Apr 2006 Account Management

Nov 2007 Corporate Finance for “non-financial” persons

Jun 2008 Applied Negotiations Skills

Language Proficiency

Spanish: Speak, Read and Write (Fluent)

English: Speak, Read and Write (Fluent)

Portuguese: Speak, Read and Write (85%)

Italian: Speak and Read (60%)

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