Tiago Spolaor

Questioner
DISC Type : c

New Business Development Director at Sabesp

São Paulo, São Paulo, Brazil

Overview

Tiago is an executive director specializing in new business development within the infrastructure and sanitation sectors. He focuses on investments, maintenance, and operations for Concessions and Public-Private Partnerships (PPPs). He is a Civil Engineer with an MBA and a Certified PPP Professional (CP³P-F).

He has led multiple successful large-scale bidding processes, including winning a major sanitation concession in Sergipe and a significant PPP in partnership with Sanepar in Paraná.

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

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. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Infrastructure PPPs
A core focus of his career, he has structured and won multiple large-scale Public-Private Partnership bids in the Brazilian sanitation sector.
Sanitation Concessions
He has extensive experience leading the development and proposal stages for major sanitation concession auctions across various regions of Brazil.
Strategic Business Growth
His roles have centered on identifying new business opportunities, leading M&A due diligence, and expanding company operations into new territories.

Media Appearances

Tiago has no verified media appearances

Work History

1-2026
New Business Development Director at Sabesp
7-2025 - 1-2026
Gerente de Novos Negócios at Sabesp
4-2023 - 5-2025
Director of Business Development at Iguá Saneamento
1-2022 - 3-2023
Executive Manager of Business Development at Iguá Saneamento
9-2020 - 12-2021
Gerente de novos negócios at Iguá Saneamento

Education

2009 - 2010
Master of Business Administration (MBA) from FIA Business School
CERTIFIED PPP PROFESSIONAL (CP3P) - FOUNDATION from APMG

More Information

Social Presence :

Prographics :

Exp : 22 Location : São Paulo, São Paulo, Brazil Job Level : Mid-senior Designation : New Business Development Director at Sabesp
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Insights For Selling To Tiago

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tiago 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 Tiago

  • 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 Tiago move?

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

  • Can Tiago take some risk or not?

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


You And Tiago

Personality Compatibility


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