Fabio Guarnieri

Fabio Guarnieri


Dynamic manager with proven experience building business for Companies as Silicon Graphics, Hewlett Packard and Digital Equipment Corporation. Generated double-digit sales and profit growth exercising P&L leadership for net sales exceeding $ 270 million.

Specialties: Direct & Channel Sales / Startups / Turnarounds / P&L / Global Marketing / Cost Control. Multi-lingual in English, Spanish and, obviously, Italian. Seminars in Leadership and in Sales Management at Digital Equipment Corp. and Advanced Management at INSEAD.

Work History

Work History
Jul 2014 - Present

Sales Management Operative Consultant


Nice delivers comprehensive Grid & Cloud Solutions for companies and institutions, increasing user productivity to access applications and computing resources. Our product portfolio empowers Grid & Cloud infrastructures by increasing usability and user-friendliness, without sacrificing flexibility and control. The solutions developed by Nice are: Engine Frame - the leading Grid Portal that enables user-friendly and application-oriented HPC job submission, control and monitoring.Desktop Cloud Visualisation (DCV) - the remote 3D visualization technology that enables Technical Computing users to connect to OpenGL and Direct/X applications running in a data center.

Jul 2012 - Dec 2013

Managing Director Channel & Partners Division EMEA

Solgenia Italia

Solgenia is a global leading Cloud enabling Company. Solgenia bridge the gap between personal and professional digital experience providing Social-Mobile-Cloud enabled platforms, infrastuctures, technologies and apps for businesses.Solgenia is specialized in design and implementation of innovative solutions within Cloud Computing, Mobile devices and Business Social Applications for the Cloud Ecosystem: Providers, Developers, Brokers and Consumers.The company has a direct presence in USA, Canada, Italy and Mexico and maintains a reseller network of more than 400 partners all over the world. Solgenia has a total revenue of USD$90 million, employs approximately 850 employees, and serves more than 5,000 customers.My responsibilities are the recruitment and management of VARs,and Value Added Distributors all over EMEA countries, business Alliances and the P&L Statement of the Division.

Apr 2011 - Jun 2012

Managing Director MidMarket & Local Government Division

Solgenia Italia

My responsibility is the P&L of the Division, the management of 10 Italian branch offices which propose and sell solutions based on Solgenia offering, system integration and IT projects to Italian SMB and large enterprises.

Jan 2011 - Mar 2011

Managing Director Channel & Verticals Division

Solgenia Italia

My responsibilities are the P&L of the Division which includes the development/management of the Indirect Sales Channel and the management of Vertical Solutions Business Units (SAP, Security Networking and Unified Comm appliances, AS/400)

Sep 2002 - Dec 2010

Freelance Consultant

My own Company

Consultancy in sales re-organization, turnarounds and change management in Italy and abroad. Moreover, during the last years I supported through continuous copnsultancy agreements, Volocom Technology (a Knowledge Management Solution producer)  in developing their European Indirect Sales Channel, Jazzware (a middleware solution provider), in  starting up Northern Italy operations and Bizmatica (System Integration and Professional Services) in Corporate Sales management activities.

Feb 2000 - Aug 2002

General Manager and CEO

Silicon Graphics Italy

Managed the Italian Subsidiary and its P&L reporting to the South Eastern European VP.

Established the Professional Services Division and moved the Company from a hardware sales approach to a solution one.

Overachieved the revenue and margin goals assigned.

May 1999 - Jan 2000

General Manager and CEO

Amdahl Computer Italy

Managed the Italian Subsidiary reporting to the Southern Europe VP with P&L responsibility.

Created dedicated sales team for storage and software products.

Moved the Company from Hardware Vendor to Technological System Integrator approach.

Jul 1997 - Aug 1998

Sales & Marketing Manager

Digital Equipment Italy

Successfully merged the formers PC and Systems Business Units.

Achieved the revenue and P&L goals assigned.

Managed 9 sales (both direct and indirect) and 1 Marketing units.

Increased sales from USD 120 million to 270.

Managed all the products business (large, medium and small Accounts)

Best European sales performer in PCs, Graphic Workstations and Storage Systems.

Feb 1996 - Jun 1997

Systems Division Manager

Digital Equipment Italy

Achieved the P&L goal assigned both in terms of revenue and margin.

Reduced the number of indirect Value Added Resellers from 80 to 20 increasing by 20% the revenue and consequently reducing the logistics costs.

Managed all the business ( direct and indirect) in the Small & Medium Enterprises market.

Sep 1994 - Jan 1996

Networking Division Manager SEMEA

Digital Equipment Italy

Managed the business unit in Italy, Greece, Turkey, Israel, Middle East and Africa.

Overachieved the P&L goal assigned both in terms of revenue and margins.

Best performer in Europe.

Feb 1994 - Aug 1994

Indirect Channel Sales Manager

Digital Equipment Italy

Put in place and developed the Digital Indirect Sales Channel in Italy.

Focused the specific partner in the specific market (Systems, Networking, Printers, etc).

Overachieved the revenue goal assigned.

Mar 1993 - Jan 1994

Country Manager

Sybase Italy

Started-up the Italian Subsidiary from scratch reporting to the Southern Europe VP.

Created strong business relationships with major Systems Integrators and Solution Providers.

Achieved the revenue and P&L goals assigned.

Sep 1991 - Feb 1993

Country Manager

NeXT Computer Italy

Started up the Italian Subsidiary of the brand new Company founded by Steve Jobs

reporting to the Southern Europe VP.

Created a network of Value Added Resellers and Software Developers.

Overachieved the revenue goal assigned.

I hereby authorise the use of my personal data in compliance with Legislative Decree 196/03.



Elio Iadevaia

Fabio has a deep knowledge of IT italian market and channels and we shared a common vision on how to build up a strong and lasting indirect channels. Furthermore, he is a pleasant person. All of these factors have made him one of the best manager I had.

Fabrizio Magugliani

Fabio makes things happen. His relentless focus on the targets is married with a strong leadership that energizes the team. While at SGI, Fabio opened new markets for the products and set the ground for a healthy ongoing business.

Antonio Brogi

Fabio is a very active and motivated manager. Very good in sales and in motivating people.

Massimo Rovelli

Working with Fabio has been a great pleasure and an opportunity to learn. Bright vision, commitment to goals, sense of humour and natural management imprinting are among the professional excellence elements that I appreciated more in him. I'd recommend him for every executive position in national/intenational ICT companies of any size.and scope.

Ervin Leibovici

Fabio has managed for SGI the Italian territory, under my responsibility as EMEA Region Manager, during the years 2000-2001. Fabio has vast experience in Sales, Marketing and Management, experience that has been instrumental in winning complex deals with some of the larger Manufacturing, Government and Research Enterprises in Italy. He is trustworthy, very professional, a deal closer and an appreciated manager by his direct reports and his peers. Would be honored to work with him again and would recommend him as an asset to any sales organization.

Fabio Gallo

Fabio has a very deep knowledge of the Italian IT landscape and of the roads to market for high tech products and solutions. He makes a great leader for any IT sales organization, be it direct or channel / distribution oriented

Moty Grossman

Fabio is a sophisticated leader with broad business view, comitted to targets and exciting team player. Energetic, reliable high rank officer. Don't miss any opportunity to join forces with Fabio

Philippe Weppe

Fabio is a great asset for any It company wanted to develop and increase footprints in Italy. He has the right skills and expertises for solutions selling , strategic accounts, channel developments and management . Plus he is a strong team player.

Alexandru Ionescu

Fabio is the right manager for truly long lasting business relationship. He has a very wide knowledge and experience in the IT services and solutions. All this with a rare human and down to earth approach