Juliano De Conti

Questioner
DISC Type : c

Commercial Solutions Director at Equinix

São Paulo, São Paulo, Brazil

Overview

Juliano De Conti is a Commercial Solutions Director at Equinix with 29 years of experience in Telecom and IT. He has a degree in Electrical Engineering from USP and an MBA, with solid expertise in pre-sales, solution design, and financial analysis. Colleagues describe him as a high-performance executive.

He has a strong background in developing new products and services, managing large-scale projects for major clients like Microsoft and Itaú Unibanco, and building customer relationships.

Unique fact: While at Algar Telecom, he successfully saved 25% of the companys CAPEX over a three-year period through improved investment controls and supplier negotiations.

Personality Overview

Price-Sensitive

Systematic

Cautious & Analytical

They prefer to do thorough analysis of any situation.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Complex Solutions Design
He has extensive experience designing customized telecom and IT solutions for large enterprise clients like Microsoft, UOL, and major financial institutions.
Financial Control
His background includes a strong focus on cost control, financial analysis, and managing CAPEX, having previously saved a company 25% in investments.
B2B Sales Strategy
Throughout his career, he has managed pre-sales and technical support for B2B markets, focusing on needs assessment, proposals, and closing opportunities.

Media Appearances

Juliano has no verified media appearances

Work History

3-2021
Commercial Solutions Director at Equinix
4-2013 - 3-2021
Sr. Commercial Solutions Manager at Equinix
2-2009 - 3-2013
Sr. Pre Sales Manager at Telefônica Vivo
5-2008 - 2-2009
Pre Sales Manager at Algar Telecom
1-2005 - 5-2008
Product Development, Engineering and Planning Manager at Algar Telecom

Education

1992 - 1996
Electrical engineering from USP - Universidade de São Paulo
2017 - 2018
Master of Business Administration (MBA) from UFSCar - Alumni

More Information

Social Presence :

Prographics :

Exp : 28 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : Commercial Solutions Director at Equinix
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Insights For Selling To Juliano

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Juliano is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Juliano

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Juliano move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Juliano take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Juliano

Personality Compatibility


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