Hugo Zanon Email & Phone Number

Multifaceted entrepreneur role aiming at developing and operating a new pan-regional digital infrastructure hyperscale-core platform of premier data center campuses in strategic markets of choice in Latin America, starting with Colombia, Mexico and Panama. As the Commercial Lead, the focus has been on navigating the site selection due diligence process for mission-critical hyperscale infrastructure (property attributes, power availability, and fiber connectivity). Multimarket strategy, multilingual and country-specific capabilities to ensure a concurrent launch of multiple campuses on an unmatched value proposition, counting on an unparalleled team of seasoned experts that understand the full lifecycle of data center industry, from the risk assessment, financial structuring, sizeable capital fundraising, project design, development, execution & operation, cost & pricing modeling. Business development has been sprawling over diverse fronts including negotiation with industrial parks landowners for site acquisition/power, close relationship with power companies as well, for primary energy supply and alternative sources (for redundancy and sustainability), interaction with specialized LATAM data center infrastructure designers, optical fiber operators, and local professionals providing soil, flooding & and air quality studies, architectural, construction and legal services.Leveraging extensive experience and a successful career in the data center business, understanding the go-to-market strategy, sustainable scalable tailored offers, flexible commercial models, sales cycle management, and hyperscalers needs, we are ready to support the leading global cloud, tech giants, large CDN's, retail data centers, integrators, large telcos, and IT Managed Services companies. Our broad portfolio will be based on optimized cost/benefit solutions, from the powered shell building arrangement or turn-key/build-to-suit approach to the power-based data hall long-term leasing.

São Paulo, Br

Bolstered real estate, telecommunications, and managed services companies’ development of fully integrated business strategies. Guided a Brazilian real estate company with a strategy for a data center wholesale operation and a Mexican telco in developing a business plan to deploy edge data centers locally. Crafted the strategic vision for positioning around pillars of Neutrality, Multitenancy, and On-Demand solutions.  Developed a differentiated portfolio of “Smart” regional Edge data center co-located services. Designed and presented recommendations for organizational structures and operational models.

Coral Gables, Fl, Us

Strengthened and expanded the global data center portfolio, executing due diligence on acquisition targets, creating business plans, and developing analysis reports for executive teams. Teamed with brokers and partners to source greenfield properties, powered shells, and turnkey sites to fuel Cyxtera’s growing needs. Led successful site selection strategies for Santa Clara, Chicago, Frankfurt, Amsterdam, and Singapore markets, adding 25+ MW of power to the inventory. Assessed Hong Kong, Toronto, Montreal, London, Sao Paulo, and Bogota Markets for future expansion opportunities. Initial assessment carried out for China, Madrid, and Brussels in Europe, and some Tier-2 markets in the US.  Drove expansion strategies by creating a capacity dashboard that provides the timeframe required to add new inventory to current-state capacities based on sales take-down pace and pipeline.  Established internal standards for site selection criteria, expansion roadmap, vendor equalization matrix, site implementation master plan, CapEx budgets, and term sheets for leasing spaces.

Led the Latin American Corporate IT Solutions Sales Team supporting 200+ global colocation, networking, and managed services customers in Brazil, Mexico, and Columbia. Mobilized a specialized Sales Overlay team of Data Center Market Managers supporting the internal U.S. Verizon enterprise Solution sales organization, serving as a single point-of-contact with engineering, product, client services, and pricing groups, aiming at optimizing the 40+ domestic data center footprint occupancy.  Propelled booking performance in 2015, exceeding 2016 targets for the LATAM region. Hit 100% occupancy rates for NAP Mimi and Doral DC while maximizing capacity utilization. Directed an Inside Sales Team managing and growing cloud and colocation services over a client list of 300+ small and medium U.S businesses, surpassing the Sales Booking goals.

Built and managed a unique Client Services Organization, committed to serving as the “Voice of the Customer,” comprised by a very professional team of Client Executives and Service Delivery Managers to service 200+ Data Center clients headquartered in the region and US Internet giants (+50 MUS$).  Boosted YoY revenue from 20% in 2013 to 50%+ in 2014 with compelling upselling strategies. Elevated customer satisfaction through an innovative data center infrastructure improvement plan. Slashed churn rate from 6% to 3% cross-region after launching the Defend Program.

Spearheaded Brazilian operations, coaching a high-performance team of 60+ to become a multi-tenant data center (MTDC) market leader and the partner for the most prominent local and international carriers, ISPs, and cloud/content providers. Innovated business strategies including meet-me-point room, partial cabinet, multi-home IP transit service, remote peering, peering outsourcing, and separate prices for space & power.  Catalyzed YoY growth of 30%+ in consecutive years, delivering $36M in net revenue by 2012. Streamlined continuously the operational cost structure and expansion projects, achieving an EBITDA margin of 35% in 2012. Strengthened brand awareness globally across a customer base of 140+ corporate companies and service providers and hyperscalers like Amazon, Google, Microsoft, Akamai, Yahoo, and Netflix.

Heading the Commercial Department, developed and implemented a set of strategies for the start-up operation, mirroring and localizing the Terremark US Go-to-Market strategy to Brazil, focused on Colocation and Connectivity Services, leveraged by the state-of-the-art concepts of Commercial IX, Carrier Neutrality, Ecosystem and Marketplace. • Created the organization, processes and all related legal, commercial and technical paperwork. • Exceeded the sales and revenues objectives YoY, since the inception, achieving the break-even point in late 2005.• Successfully negotiated the migration of the NAP (Network Access Point) of Brazil operations to a new facility, becoming the most important Commercial Internet Exchange Point (IX) in the region in the volume of peering traffic.

Broomfield, Colorado, Us

Led the Corporate Pre-Sales, Sales and Client Services team of the Brazilian operations focused on providing international connectivity, colocation, and Internet access services, across its worldwide submarine cable and Data Centers assets. • Deployed a Sales Attack Plan jointly working with a transnational task force to target key multinational companies present in Brazil, getting the business of important customers like Lucent, Philips, Morgan Stanley and Novartis. • Developed a domestic strategic approach, selling into RNP (Domestic R&D), Sky and Itamaraty (Brazilian Embassies).

Us

Responsible for the Satellite Corporate Networks Business Unit, managing sales, system engineers and installation teams.• Won key satellite network projects like HSBC, Mercedes Benz, Citibank, Ericsson, GM and Morgan Stanley. • Deployed innovative sales models, supported domestic expansion, and helped in consolidating the leading position.

Master Of Business Administration, International Executive - Strategic Administration

Post Graduation, Economy & Marketing

Bachelor Of Science - Bs, Electrical, Electronic And Communications Engineering Technology