Fabio Martins

Inquirer
DISC Type : dc

Director of Applied Innovation at Oracle

São Paulo, São Paulo, Brazil

Overview

Fabio is the Director of Applied Innovation at Oracle, where he spearheaded the creation of the Oracle Innovation Center in Brazil. With a background in business administration and consulting at Accenture, he specializes in digital transformation, enterprise architecture, and customer experience. He holds executive education certificates from Harvard and Columbia.

A colleague has praised Fabios ability to successfully balance his career-driven personality with his personal life. This is exemplified through his relationship with his daughter, Camila. People who have worked with him also applaud his ability to perform well under very tight deadlines.

He led a small team to build the 8, 000 sq ft Oracle Innovation Center in Brazil from scratch, creating a new way to demonstrate Oracles ecosystem solutions.

Personality Overview

Upfront

ROI Conscious

Hard To Convince

They care equally about the product and its potential impact.  They respond well to confident salespeople. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Applied Innovation
As Director of the Oracle Innovation Center, he focuses on demonstrating disruptive and innovative solutions from Oracle and its partner ecosystem to the market.
Industrial Transformation
He partners with industrial leaders like WEG to showcase how AI, robotics, and IoT can transform industrial operations from end to end.
Startup Ecosystems
He engages with the startup community by hosting leaders from programs like NVIDIA's Inception to discuss emerging technology and AI.

Media Appearances

Fabio has no verified media appearances

Work History

6-2024
Director of Applied Innovation at Oracle
2-2022 - 6-2024
Enterprise Architecture Director at Oracle
6-2020 - 2-2022
Enterprise Architecture Senior Manager at Oracle
8-2019 - 6-2020
Senior Pre Sales Manager for SMB Applications at Oracle
9-2013 - 8-2019
Solution Architect - Customer Experience at Oracle

Education

6-2025 - 6-2025
Disruptive Innovation: Strategies for a Successful Enterprise from Harvard Business School Executive Education
3-2021 - 3-2021
Building and Leading Effective Teams from Columbia Business School Executive Education

More Information

Social Presence :

Prographics :

Exp : 25 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : Director of Applied Innovation at Oracle
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Insights For Selling To Fabio

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Stress on the business value that your product offers
  • Tell them that you are there to help them create visible impact within their organization

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Do not give up if they are not convinced, try again with a different approach
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fabio is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Fabio

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Fabio move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Fabio take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Fabio

Personality Compatibility


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