03/2015

Ricardo Afonso da Silva Araujo

Professional Summary Electronic Engineer, MBA Enterprise Management, Sales Management Expertise; Ability for negotiations and business development. Married, Brazilian, fluency in English. More than sixteen years of activities in Telecommunications market. Most important positions obtained were: Product Manager, Customer Solutions Manager, Sales Support, Channels Manager, Key Account Manager, Country Manager and Sales Manager in telecommunication and Technology Industry. Qualifications

Today working as KAM at Comba Telecom. I am in charge of New Business development to Telecom Operators; ISP´s (Internet Services Providers) and Neutral Hosts. Presenting solutions for Mobile Network enhancement like Indoor Coverage, DAS Systems, Cell Site Antennas, Repeaters and Solutions and to ISP´s like Microwaves Radios and FTTx Access. During 2013/2014 I overtook my goal in 25%, hitting the total sales results of 10M USD. Managing contracts with operators like Claro, TIM and System Integrators under my responsibility. Participation in the negotiation with operators to provide DAS System for World Cup Arenas where Comba got Full Turned Key Project to 8 Arenas.

During the period from 05/2010 to 01/2012 I worked as "legal person" in the role of Telecom Consultant and Businesses Development for the following companies:

o KAM and Team Leader at Rosenberger Brazil. I was responsible to manage sales team and new business development area focus on potential customers and existents ones. The customer base comprises Telecom Operators, OEM's and Integrators. The main features include draws up a market planning, and Sales Plan, business proposals and follow the existent contracts. Always seeking for new business development and reach Sales Budget in 2011 of 9MUSD.

o New business development at Volex Brazil, in a position of Sales Manager. Engaged to develop new business and increase the opportunities inside current customers for Power Cords, Cable Assembly (data/telecom), Optical and RF cables. Reporting directly to General Manager the current position is an interface between Volex Brazil, Volex head quarter (England) and other productions centers (Asia and Poland). Responsible to promote meetings, presentations and conduct directly negotiations with global and local customers as Lenovo, Siemens, ZTE, Huawei, Positivo, Keymile, Olympus, LG, Philips and others. Developing business cases and cases analyses to generate business opportunities among Volex products portfolio.

As Country Manager at Samsung Electronics was responsible to develop business in telecom networks market. Working in target areas as ISP´s and Operators, Pay TV , Broadband and fixed Operators (Neovia, Telefonica, Embratel, Oi, TIM, Claro, NET, SKY etc.), focusing in develop business for broadband technologies such WiMAX and LTE platforms and in Pay TV solutions for CPEs (Customer Premises Equipment) business. Account management, business development, proposal delivers and interface management between Head Office and Customer are main activities for the position. Engaged to manager trials, homologation projects, seminars and demonstrations to generate opportunities and revenues.

Address: João Carlos de Oliveira , 51 – Urbanova São José dos Campos – SP - CEP: 12244-370 - BRAZIL Phone: + 55 12 3941-6375 Mobile: +55 11 991732741 Email: - Ricardo.rasa1@gmail.com

03/2015

Was engaged of Telecom Market at Huber+Suhner as Account Manager, developing business among its customers base, including mobile operators such as Claro, Nextel, TIM, Oi and fixed operators such as NET, TVA, Global Crossing, CTBC and manufacturers as Ericsson, Alcatel-Lucent, Flextronics and ZTE, among other companies. Good relationship in different levels among the operators facility to identify and develop new business using the H+S products portfolio. Driving proposals, quotations in In building DAS Solution, Fiber Solutions, RF passive Solutions. Very good skills to prepare and drive products presentations to the customers. Working as Channels Manager at Claro Operator, having as main tasks the maintenance and expansion of the "Market Share" in the Channels section of SME (Small and Medium Enterprises). Managing and developing the channel, expanding from seven to sixteen resale during two years. Expand the coverage of the market and consolidate the operator brand in region under my responsibility was the job orientation. Coordinated lectures and training to build capacity to the resale and trade organization using the official corporative channel policies of the commercial and administrative management. Worked in the commercial area at Ericsson as Account Manager performing activities such as: commercial proposals, contracts negotiations, forecasts of sales and supervision of projects. Success in big negotiations like: Extension of Brazil Telecom's IP Backbone, GSM RBS network and Sales of CPEs using distribution channels (Americanas.com, Itautec). Relationships at all levels with customers and ability to prospect new business using strategies such as Trials, Trial and By and demonstrations. Working almost two years as Customer Solution, supporting the commercial area in projects development and solutions design for telecommunications Access Networks as xDSL, Ethernet and IP platforms. Extensive experience in presentations and technical demonstrations. As Product Manager I was responsible to the new product Broad Band Access Network introduction in the telecom market. Performing activities such as: reports of adjustment, market planning, marketing, planning, market studies, PPB (Nationalization), documentation and preparation to the certification. Worked for about four years as Instructor at Ericsson Training Center. Ministering and developing several courses, theoretical and practical throughout Brazil. Develop and update more than a dozen courses. Perform training abroad to transfer knowledge. Always had 100% courses acceptance.

Professional Experience: 01/12 – actual Comba Telecom - LATAM - KAM to Telecom Market 05/10 – 01/12 Working as “Legal Person” – RASA Consulting Business Developing

06/11 – 01/12 Rosenberger Brazil - Team Leader 05/10 – 06/11 Volex Brazil - Sales Manager

10/09 – 05/10 Samsung - SP· - Country Manager 07/06 – 10/09 UNIP - SJC· - University Teacher (at night) 12/05 – 10/09 Huber + Suhner S/A· - Account Manager 10/03 –12/05 Claro Telecomunicações S/A· - Chanel Manager – S.M.E 07/02 – 04/03 Ericsson Telecomunicações S/A - Sales Supervision – Account Manager 04/01 –07/02 Ericsson Telecomunicações S/A - Solution Manager 08/99 – 04/01 Ericsson Telecomunicações S/A - Product Manager

01/96 – 08/99 Ericsson Telecomunicações S/A - Training Instructor

03/2015

Education: MBA – Enterprise Management INPG 12/2009 Electronic Engineer - Vale do Paraiba University UNIVAP 12/1994 Electronic Technician - Vale do Paraiba University UNIVAP 12/1986

Languages: Portuguese Native – Brazilian English Fluent written and spoken Spanish Basic level (studying) Extra : Participation in training and seminaries

Participation in Congresses and Exhibitions, including Presentations and Speeches:

o Futurecom, since 2005 to 2014. Exhibition Presentation and Speech

o ABRINT 2011 / 2012 /2013/2014 – Demonstrations and Sales

o Unotel - General Meeting 2013 – Presentation and Speech

o ABRANET – 2012 and 2013 – Panel of Discussions, Speech

o LTE LATAM – 2011/2012/2013 - Demonstrations and Sales

o RTI – Congress – 2012 / 2013 / 2014 - Demonstrations and Sales

Business Proposals, Fiscal TAX – Duration 16 hs – CWTP Consulting SP

Product Overview – February 2012 - Duration 24 hs – Comba Telecom

Sales Healthcare Seminar – November 2010 – 72 hs – Volex Ireland

Team working – Sales Planning – July 2009 – Duration 24 hs – Huber Suhner

UMTS Networks – CEDET Campinas – March 2008 – Duration 24 hs– Huber Suhner

Team Working – Efficiency on the Job – March 2006 – Duration 28 hours

Communication – Ondec / Cosmos – January 2006 – Duration 40 hours

Commercials Skills – February 2005 - Prime Action – Duration 40 hours

Sales Techniques – March 2004 – Prime Action / Claro – Duration 24 hours

Marketing and Business – April 2005 – SENAC – Duration 40 hours

GSM Overview _ Platform and System – 2003 – Ericsson SP - Duration 24 hs

More than 380 hours in Telecom Specialization organized by Ericsson from Jan/96 to Jan/2003.