Fabio Tsukuda

Planner
DISC Type : Sc

Customer Engagement Advisory Lead - Latin America at SAP

São Paulo, Brazil

Overview

Fabio Tsukuda is a Customer Engagement Advisory Lead at SAP with over 28 years of experience in the company. With a background in Chemical Engineering and a PMP certification, he has held numerous leadership roles in project management, quality assurance, and consulting, focusing on the Latin American market.

Outside of his extensive corporate career, Fabio has a keen interest in sustainability, specifically in the area of Carbon Credit Markets. His professional colleagues describe him as a calm, committed, and inspirational leader who is considered a "guru" in SAP tools and methodologies.

Unique fact: Early in his career, Fabio coordinated the development of the Brazilian Cost Localization add-on for SAPs R/3 system.

Personality Overview

Slower Adopter

Analytical & Cautious

Inflexible

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They are always well-planned and adopt a systematic approach. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Customer Engagement
As the Customer Engagement Advisory Lead for Latin America, he is focused on supporting and managing critical customer situations and premium engagements for SAP.
Project Management
A certified Project Management Professional (PMP), he has extensive experience leading complex SAP implementation projects and developing project management practices within the company.
Quality Management
Previously served as Director of the Global Customer Quality Hub at SAP, focusing on quality and risk management services for customers in the Latin America region.

Media Appearances

Fabio has no verified media appearances

Work History

7-2020
Customer Engagement Advisory Lead - Latin America at SAP
4-2015 - 7-2020
MCC LAC Engagement Support at SAP
9-2011 - 4-2015
Director, Global Customer Quality Hub at Global SAP
10-2008 - 9-2011
Regional PMO Manager at SAP Latin America
11-2007 - 10-2008
Regional Project Support Manager at SAP Latin America

Education

1988 - 1992
University from UFPR - Federal University of Paraná
2007 - 2007
PMP from PMI - Project Management Institute

More Information

Social Presence :

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Exp : 34 Location : São Paulo, Brazil Job Level : Senior Designation : Customer Engagement Advisory Lead - Latin America at SAP
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Insights For Selling To Fabio

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Be firm in your communication and stay in control

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't rely on relationship building even if they act pleasantly
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fabio is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Fabio

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Fabio move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Fabio take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Fabio

Personality Compatibility


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