Tiana Santos, MBA

Tiana Santos, MBA

Works at:

Ciena

Location in:

tiana_santos@yahoo.com, Brazil

Tiana Santos, MBA

Tianas connections

Currently

Works at:
Ciena
Location in:
tiana_santos@yahoo.com, Brazil

Bio

24 years of experience in Telecom, Technology & Media:
- Executive with 13 years in Director/Head role
- 14 years in Business Consulting/Telecom & Media
- 12 years in Strategy, Marketing & Business Dvlpt, Consultative Selling, Portfolio Mgt
- 6 years in Partnership Management

Global experience: Latin America, USA, Canada, Italy, France, Germany, U.K., Portugal, Spain, Netherlands and China

Dual MBA & Masters in Engineering - U.C.Berkeley (Haas) in Technology & International Mgt USA
MBA exchange at SDA Bocconi - Italy

Dual Electrical Telecom Engineering & Industrial/Production Engineering - PUC-RJ (Brazil)

Companies: Ciena Communications CALA, Nokia Networks (Global, LAM), Ericsson Telecommunications (LAM, Europe, NAM), A.T.Kearney (Spain, Italy, Portugal), TIM Italy, Nortel U.S.A., Real Time Telecom China, Accenture Brazil, PUC-RJ Brazil

Areas of Expertise:

* Business Development - Principal Consultant
* Strategic Marketing
* Financial Analysis - Business Cases Development
* Strategy Development & Account Planning
* Coordination of Proposals
* Sales Funnel Management
* Customer Experience Management
* Alliances & Partnership Management
* Team Mgt experience
* Portfolio Life Management
* Business Consulting
* Market Analysis & Research
* Geo Marketing

Tiana speaks

  • Portuguese
  • English
  • Spanish
  • French
  • Italian

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Work

2013 – present

Senior Principal Consultant - CALA

Ciena
  • Responsible for
  • * Business Development
  • * Coordination of Proposals for Network Transformation Solutions
  • * Consultative Selling Approach
  • * Strategic Sales Argumentation
  • * Business Modelling (STEM)
  • * Geo Analytics (Geo Marketing)
  • in Network Transformation Solutions
  • * Network Monetization
  • * Network Modernization & Evolution
  • * Managed Services
  • * Advanced Services
2010 – 2012

Global Head - Partners Solutions Portfolio & Comms + Strategic Alliances

Nokia
  • * Partners SW Portfolio Mgt and fitting of Partners Portfolio into NSN SW Portfolio
  • * Global Sales Funnel Mgt
  • * Strategic Partners Mgt meetings
  • * Partners News marketing & communications
2008 – 2010

Global Head - OSS-BSS SW Business Solutions

Nokia
  • Global OSS-BSS SW Portfolio Mgt
  • Global Market Readiness program - sales, delivery, care
  • Sales funnel mgt
2008 – 2010

LAT Head - Indirect Channels & Bus Partners

Nokia
  • Partners mgt
  • Partners portfolio match into NSN SW portfolio
  • Sales Funnel mgt
  • Regional sales push
2005 – 2008

Principal Consultant - CALA

Nokia
  • Business Development
  • Consultative Selling Approach
  • Strategic Market Analysis
  • Business cases development with customers
  • Nokia Networks representative in Nokia Handsets for E2E portfolio and joint sales development
  • Accounts Strategy
  • examples: mobile applications (eg: location based), 3G financial analysis, E2E solutions packaged solutions with infra-applications-handsets
2000 – 2005

Director - Ericsson Bus. Consulting, Venture Analysis & Services Portfolio

Ericsson
  • Business Development
  • Strategy development and account planning
  • 20 people Team Mgt and development
  • Business Consulting Sales and Delivery mgt
  • Geo-Marketing Portfolio development
  • Portfolio Life Cycle Mgt - Phase in and Phase out business cases (Services and Products)
  • Worked in: Brazil, Portugal, France, Netherlands, Canada
1999 – 2000

Senior MBA Associate

A.T. Kearney
  • MBA Associate
  • Sales and Delivery of Business Consulting projects
  • Worked in: Brazil, Portugal, Spain, Italy
1998
(Aug – Dec)

Senior MBA Consultant

Telecom Italia
  • Mobile phone rental strategy and benchmarking.
  • Included market research in several countries in Europe, including England, Netherlands, France and Germany.
1998
(Jun – Aug)

MBA Summer Internship - Senior MBA Consultant

Nortel Networks
  • MBA Summer internship
  • Senior MBA Consultant
  • Business Development - Business Cases, Market and Geomarketing analysis for Operators bidding for Band A and Band B mobile licenses in Brazil during the privatization.
1998
(Apr – Jun)

Senior MBA Consultant - sold MBA project to Chinese operator and owner bank

Real Time Telecom China
  • MBA consulting project sold by Haas UC Berkeley to bank owner of operator in China.
  • Re-branding, Strategy and market repositioning, including market research development.
1994 – 1996

Senior Consultant

Accenture
  • Senior Consultant
  • Sales and Delivery of Business Consulting projects
  • Worked in: Brazil, United States
1989 – 1994

CNPq Technology Development Projects

PUC-Rio
  • * Telecom Technology development:
  • - Image processing – image correction software development
  • - Telecom solutions for radars - Brazilian Navy
  • - Microwave lab automation - Brazilian Navy
  • - Optical Electronics – materials and optical circuitry research
  • * Industrial Engineering development - MRP & DRP (Logistics) processes improvement projects
  • * Mathematical Computational modelling

Work

2013 – present

Senior Principal Consultant - CALA

Ciena
  • Responsible for
  • * Business Development
  • * Coordination of Proposals for Network Transformation Solutions
  • * Consultative Selling Approach
  • * Strategic Sales Argumentation
  • * Business Modelling (STEM)
  • * Geo Analytics (Geo Marketing)
  • in Network Transformation Solutions
  • * Network Monetization
  • * Network Modernization & Evolution
  • * Managed Services
  • * Advanced Services
2010 – 2012

Global Head - Partners Solutions Portfolio & Comms + Strategic Alliances

Nokia
  • * Partners SW Portfolio Mgt and fitting of Partners Portfolio into NSN SW Portfolio
  • * Global Sales Funnel Mgt
  • * Strategic Partners Mgt meetings
  • * Partners News marketing & communications
2008 – 2010

Global Head - OSS-BSS SW Business Solutions

Nokia
  • Global OSS-BSS SW Portfolio Mgt
  • Global Market Readiness program - sales, delivery, care
  • Sales funnel mgt
2008 – 2010

LAT Head - Indirect Channels & Bus Partners

Nokia
  • Partners mgt
  • Partners portfolio match into NSN SW portfolio
  • Sales Funnel mgt
  • Regional sales push
2005 – 2008

Principal Consultant - CALA

Nokia
  • Business Development
  • Consultative Selling Approach
  • Strategic Market Analysis
  • Business cases development with customers
  • Nokia Networks representative in Nokia Handsets for E2E portfolio and joint sales development
  • Accounts Strategy
  • examples: mobile applications (eg: location based), 3G financial analysis, E2E solutions packaged solutions with infra-applications-handsets
2000 – 2005

Director - Ericsson Bus. Consulting, Venture Analysis & Services Portfolio

Ericsson
  • Business Development
  • Strategy development and account planning
  • 20 people Team Mgt and development
  • Business Consulting Sales and Delivery mgt
  • Geo-Marketing Portfolio development
  • Portfolio Life Cycle Mgt - Phase in and Phase out business cases (Services and Products)
  • Worked in: Brazil, Portugal, France, Netherlands, Canada
1999 – 2000

Senior MBA Associate

A.T. Kearney
  • MBA Associate
  • Sales and Delivery of Business Consulting projects
  • Worked in: Brazil, Portugal, Spain, Italy
1998
(Aug – Dec)

Senior MBA Consultant

Telecom Italia
  • Mobile phone rental strategy and benchmarking.
  • Included market research in several countries in Europe, including England, Netherlands, France and Germany.
1998
(Jun – Aug)

MBA Summer Internship - Senior MBA Consultant

Nortel Networks
  • MBA Summer internship
  • Senior MBA Consultant
  • Business Development - Business Cases, Market and Geomarketing analysis for Operators bidding for Band A and Band B mobile licenses in Brazil during the privatization.
1998
(Apr – Jun)

Senior MBA Consultant - sold MBA project to Chinese operator and owner bank

Real Time Telecom China
  • MBA consulting project sold by Haas UC Berkeley to bank owner of operator in China.
  • Re-branding, Strategy and market repositioning, including market research development.
1994 – 1996

Senior Consultant

Accenture
  • Senior Consultant
  • Sales and Delivery of Business Consulting projects
  • Worked in: Brazil, United States
1989 – 1994

CNPq Technology Development Projects

PUC-Rio
  • * Telecom Technology development:
  • - Image processing – image correction software development
  • - Telecom solutions for radars - Brazilian Navy
  • - Microwave lab automation - Brazilian Navy
  • - Optical Electronics – materials and optical circuitry research
  • * Industrial Engineering development - MRP & DRP (Logistics) processes improvement projects
  • * Mathematical Computational modelling

Education

1997 – 1999

University of California at Berkeley: Haas

MBA and Master in Engineering
1989 – 1994

Pontifícia Universidade Católica do Rio de Janeiro

Bachelor´s degree
1989 – 1994

Pontifícia Universidade Católica do Rio de Janeiro

Bachelor's degree

Clubs

Not a member of any clubs

Additional Info