Summary

Accomplished sales executive and marketing professional with extensive experience in relationship management, share of wallet growth, and business development.

Skills

Skills

Professional Skills

Create, nurture and monetize strategic relationships at all levels - from technical leaders all the way up to C-level executives Clients development and retention - turnaround of troubled customers Decode global accounts complexity and leverage international presence to spur growth Effective product positioning and messaging Develop sales tools that Sales actually needs and uses Pipeline creation, management and growth Consultative approach: identify immediate business opportunities, generate demand and foster long-term win-win relations Tailor, negotiate and close large, multifaceted deals World traveler, multicultural exposure and multilingual Proven success contributing to and leading complex, virtual, matrixed and international sales teams Demonstrated ability to get up to speed quickly in fast paced, highly collaborative environments

Work History

Work History
2009 - 2010

Product Marketing Manager

CA
  • 2009 Above Award recipient for superior contribution to the business (one of ten recipient for the year in Product Marketing).
  • Asked to join the Product Marketing team in order to increase Sales and Marketing alignment and improve Business Unit's results.
  • Worked closely with sales to develop effective sales tools and presentations.  Developed products launch collaterals and delivered sales training.  Leveraged relationship building skills to document references, success stories and secure customer speakers for industry and company events.
  • Installed base and pipeline analysis to identify up-sell and cross-sell opportunities.  Developed ad-hoc value propositions and customer communication templates.  The program identified 380 new opportunities (over $200M pipeline) in its inception quarter in North America alone.
2007 - 2009

Account Manager

CA
  • 2008 Compass Club Award of Excellence recipient (183% of quota, top 5% of global sales force).
  • Generated over $5.5M of net new business in less than 2 years.
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  • Created and developed trusted relationships with C-level and Senior decision makers within the assigned named accounts.
2006 - 2007

Senior Manager, Business Development

Trianz

  • Spearheaded Trianz's initiative to expand outside of Business Consulting and enter the Product Engineering Services market.
  • Focused on product development and engineering functions of established and emerging organizations with the goal of creating collaborative partnerships and ultimately helping Clients build, sustain and broad their product offerings and market reach through Trianz's dual-shore software development model.
  • Secured more than $1M in revenues and developed a funnel of over $10M from scratch.
2001 - 2006

Enterprise Account Manager

Hewlett-Packard

  • Created, presented and executed business plan to expand relationships with European headquartered accounts in the Americas.
  • Grew revenues more than 3 folds.
  • Sold HP’s entire portfolio of products and services within the assigned Clients in the Network & Service Providers vertical across the Americas region.
  • Accounts managed included several of HP’s largest accounts globally and some of the world’s largest Network Equipment Providers.
  • Managed a virtual sales team of 4 dedicated people and 10 shared resources.
1999 - 2001

Account Manager

Hewlett-Packard Italiana

  • Lead sales activities with the assigned Clients.
  • Over 60% revenues increase in 2 years.
1997 - 1999

Sales Representative

Agilent Technologies

  • Hewlett-Packard, Test and Measurements Organization (now Agilent Technologies).
  • Account management and direct sales in the Aerospace & Defense market.
1995 - 1997

Guardiamarina (Ensign)

Italian Navy

Quality controls function within multinational programs for the development and production of naval defense systems.

Education

Education
1989 - 1995

Laurea (BS)

University of Genoa

The graduation dissertation work was performed at the Laboratory for Integrated Advanced Robotics of the Department of Communication, Computer and System Sciences and consisted of a working prototype of a VME card doing real-time obstacle avoidance utilizing binocular vision.  The card was successfully installed on-board the URMAD robotic unit, a robotic system capable of executing in autonomous fashion ordinary operations useful to assist disabled people.