Fabio Sambugaro

Critic
DISC Type : C

VP Adobe Latin America at Adobe System

São Paulo, São Paulo, Brazil

Overview

Fabio is the Vice President for Latin America at Adobe, leveraging over 20 years of experience managing high-performance sales and marketing teams. He is a public voice for Adobes strategy in the region, focusing on digital transformation and how AI can democratize creativity for enterprise customers and individual creators alike.

Outside of his executive role, his background includes a degree in Mechanical Engineering with a unique emphasis on motorsports. Colleagues have described him as a very transparent, ethical, and pleasant person who is highly focused on his customers, company, and employees.

He studied Mechanical Engineering with a specialization in motorsports ("Automobilismo").

Personality Overview

ROI Driven

Precise

Objective Thinker

They choose to analyze logically and value facts to emotions.  They don’t appreciate bells and whistles unless backed by data. They like to do things independently and don’t look for support from others.

Topics They Care About

AI & Creativity
As a key Adobe spokesperson in Latin America, he frequently discusses how generative AI potentiates and expands human creativity rather than replacing it.
Digital Transformation
Drawing on his INSEAD education and extensive experience, he guides major corporations across verticals like FSI, Telco, and Retail in their digital strategy.
Democratizing Tools
He publicly champions Adobe's goal of making creative products and platforms accessible to a wider audience, from professionals to small entrepreneurs and content producers.

Media Appearances

Fabio has no verified media appearances

Work History

12-2020
VP Adobe Latin America at Adobe System
12-2018 - 1-2022
Vice President Latin America Sales at Adobe Systems
3-2017 - 1-2022
VP Dme Brazil & Msft Strategy for Latin America at Adobe System
1-2012 - 1-2022
VP Enterprise Sales Brazil at Adobe System
1994 - 1997
Channel Manager at Tallard Group - Apple Computer

Education

2018 - 2018
Digital Transformation from INSEAD
2018 - 2019
Master Class from Hyper Island

More Information

Social Presence :

Prographics :

Exp : 21 Location : São Paulo, São Paulo, Brazil Job Level : Senior Designation : VP Adobe Latin America at Adobe System
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Insights For Selling To Fabio

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Be formal and objective, they will appreciate it more

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Don’t rush them till they have clearly gotten all the necessary information
  • Do not use very emotional or colorful language

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fabio is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Fabio

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Fabio move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Fabio take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Fabio

Personality Compatibility


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