Rafael Sgrott Martins

Questioner
DISC Type : c

Country Manager Brazil at Telxius

São Paulo, São Paulo, Brazil

Overview

Rafael Sgrott Martins is the Country Manager for Telxius in Brazil, overseeing the companys subsea cable infrastructure. With an MBA from FIA Business School and extensive prior experience at Telefônica/Vivo, he focuses on expanding data connectivity and resilience. Colleagues describe him as a truly inspirational leader.

Rafael publicly expresses gratitude for the mentors and colleagues who have inspired him, particularly highlighting the influential women who have shaped his career. He values collaboration and celebrates the success of those he works with, showing a deep appreciation for strong professional relationships.

He is currently strengthening a long-term partnership with Google on a transformative subsea cable project for Brazil.

Personality Overview

Value Seeker

Cautious & Analytical

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Subsea Data Infrastructure
Leads Telxius in Brazil, focusing on projects that provide resilience and diversity for international data connections, directly impacting the country's digital backbone.
Strategic Partnerships
Heavily emphasizes the importance of long-term collaborations, especially the successful and transformative partnership between Telxius and Google on major infrastructure projects.
Inspirational Leadership
A colleague described him as a leader with an "uncanny ability to motivate people to become their 'brilliant best'", fostering an inspired and productive team environment.

Media Appearances

Rafael has no verified media appearances

Work History

7-2016
Country Manager Brazil at Telxius
5-2013 - 6-2016
Video Director at Vivo (Telefônica Brasil)
1-2010 - 3-2013
Senior Manager Product Marketing at Telefonica
1-2009 - 1-2010
Senior Manager Marketing at Telefonica
12-2005 - 1-2009
Marketing Manager at Telefonica

Education

2020 - 2021
MBA - Inovação e Empreenderorismo from FIA Business School
2012 - 2012
Pos MBA em Marketing from HSM educaçao

More Information

Social Presence :

Prographics :

Exp : 27 Location : São Paulo, São Paulo, Brazil Job Level : Middle Designation : Country Manager Brazil at Telxius
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Insights For Selling To Rafael

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • If you have a lower priced product compared to the competition, call out the same
  • Back up any claims with data and numbers

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rafael 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 Rafael

  • 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 Rafael move?

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

  • Can Rafael take some risk or not?

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


You And Rafael

Personality Compatibility


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