I'm an electronic engineer and he works in ITC market since 1989. I have a strong experience in marketing and sales, expecially in TLC and IT italian market. I have the capacity to build up high level relationship with potential partner and Large Account, manage a profitable business and acquire/develop new/existing sales channels. My value is proven by the successful last two job experiences in IT and large telecommunications organization as Business Development Director and Sales Director. I can grant proven track record of business development and account management within large organizations, good contacts and network throughout telecom industry Target driven and results focused approach with a track record of delivering against objectives and business development targets.
Jan 2008 - Present
Business Development Director
With over twenty years of experience in transferring IT technology to businesses, Quinary has been working with telcos since 1997, developing mission critical systems and services for mobile operators in Italy and abroad.
At the end of 2007 the Company defined a new organization and engaged me as Business Development Director with a 2-year temporary manager contract.
I began my activities promoting and managing partnerships with large ICT companies (Accenture, HP, etc.), promoting Quinary services & products in Telco market (fixed and mobile) and building an indirect sales force through technological and commercial partners.
At the same time I am working as a high-level consultant for Valli & Associati Law Firm dealing with start-up of several Italian MVNOs.
2012 - Present
Head of SMB Sales Recruiting
BT Italia SPA
2010 - 2011
Chief of Commercial Office
Sep 2001 - Jun 2007
Regional Business Sales Director
I began my activities in H3G as Alliances Director, promoting and managing partnership programs with ICT companies like HP, IBM, Accenture, Cisco and first-tier Italian System Integrators, to develop the business market from the technical and commercial point of view, coordinating activities with the other Hutchison Wampoa Limited Telco companies around the world. At the end of 2002 I took up the post of Business Sales Director for the South of Italy for two years and two years later for the Center of Italy; I was responsible for direct sales, indirect sales, sales engineering and training.
Jul 2000 - Aug 2001
Business Development, Partnership & Alliances Director
Chief of Business Development, Partnership & Alliances Dept. in Blixer S.p.A., new generation Telco Operator (ISP and ASP). I managed a team charged with developing technical and commercial partnerships with national and international ICT market players, to create and improve business opportunities leveraging on value added services provided by Blixer.
Sep 1999 - Jun 2000
Telco Operator Key Account Manager
3Com Italia S.p.A.
Telco Operator Key Account Manager. I was responsible for product sales, with customers like Telecom Italia, TIN, TIM, WIND and ENEL. During that period I finalized several supply agreements with the Telcos clients, for a total of around 10 billion ItL. The trade agreement with TIN.IT for the realization of an ADSL bundle was the most important.
Jan 1998 - Aug 1999
Business Data & Internet Services Marketing Manager
I lead a team composed by WIND, France Telecom and Deutche Telekom people; the aim was to define the product concepts and the product requirements to develop WIND data services offer (X.25, FR, IP, Internet/Intranet, etc.) for short and medium-term commercial activities. In May ’99 I took up the position of Alliances Development Unit Chief, charged with developing commercial and technological agreements with business partners.
May 1997 - Dec 1997
Fixed services marketing manager
I was involved from the very beginning of the start-up phase of a New Telecommunication Company (now WIND) owned by ENEL, the Italian Public Utility for Energy. In this phase my job was to be the marketing and sales reference point for fixed services in the Fixed Network Services Program Team, working on Fixed Business Plan, Market survey, Fixed Marketing Plan, Fixed/Mobile Convergence definition, Crash Program, preliminary Fixed Services Portfolio definition. Furthermore I was Team leader for the Trial Program, which involved friendly business customers testing data services.
May 1995 - Apr 1997
Data Products Marketing Manager
In Marketing area I was Marketing Program Manager for the Applications Hosting Service called "Village" (based on Lotus Notes Public Network Platform). After the service launch I became Business IP Services Marketing Manager. In this position my job was to define the technical and economical services offered, the distribution policy, the pricing level and the promotional activities. I supported the Strategic Planning Dept. in the IP services Business Plan and the Sales in the annual Budget definition. I held seminars in the Telecom Italia Training Center "Scuola Superiore G. Reiss Romoli" (Aquila) and I was speaker in Conferences (in Italy and abroad) as Telecom Italia representative.
1989 - 1995
Data products Marketing Manager
Italtel Telematica SpA
During the first two years I worked as product manager in the Marketing dept. My field was Wide Area Network products (STDM, TDM, X.25). In 1991 I was transferred to the Commercial dept. to prepare a Sales, Marketing & Promotion plan on X.25 and Fast packet switching systems in a dedicated business unit. I worked with AT&T, ADN-Sprint, NewBridge, StrataCom, Cisco.
In 1993 I became Large Accounts Marketing Manager, working directly under the Sales Director to offer Private Network solutions for accounts like banks, public administration, industries, VAS.