Roberto Grossi

Roberto Grossi


Versatile, results-oriented professional with over 20 years of international experience in building, procuring and selling solutions in Telecommunications, Banking and IT services industries (DIGITAL Equipment, Telecom Italia, Elsag Bailey, Telcordia Technologies, INTEC, “Three” Italy, VocaLink).A natural strategic thinker and a strong customer advocate with a track record of delivering on commitments, managing expectations and building innovative improved or more cost-effective business services.  Area of expertise in:

  • Product Management
  • Strategic Partnerships & Alliances
  • Direct and through Indirect Channel Sales
  • Business Expansion & Start-ups
  • Management & execution of strategic procurement initiatives
  • Software development and Project Management.

B.Sc. in Physics (Hons) and MBA in International Business, Marketing and Finance.

Work History

Work History
Feb 2007 - Present

Senior Business Advisor and Product Manager

VocaLink Ltd

Key Responsibilities:

  • Support the business development activities associated with efforts to win new business and develop revenue streams in Italy and in the Central -Southern Europe region, with regards to VocaLink SEPA products and services (“Country Product Manager”).
  • Product Manager for the SEPA Payments Capture Service (Payment initiation service for European corporate customers). VocaLink’s representative in the CAST (Corporate Action for STandards) program.
  • Product Manager for EACHA interoperability.


  • Italian Market assessment and Marketing plan definition;
  • Designed and managed the product development of the Payments Capture Service, meeting the pilot launch deadline.
  • Interoperability with Equens.
2003 - 2007

Country Sales Director, Italy

INTEC Telecom Systems


  • To maintain and develop relationships with senior management in major Italian accounts (Telecom Italia, H3G Spa, Tiscali, etc.).


  • Exceeded allocated sales quota in FY 2005 and FY06.
2001 - 2003

Senior Buyer

H3G Italy


  • Execution and review of key contracting services, including negotiation, contract preparation and completion, in close cooperation with technical departments for statement of work development, vendor research, RFP/RFI preparation and management.


  • Management & execution of strategic procurement initiatives for an overall amount in excess of 30 Millions Euro.
2000 - 2001


  • Work jointly with partners and Telcordia Account Managers to manage large bid and develop selected accounts.


  • Attained the sales quota of in year 2000 (20 M$) and 2001 (25M$).Broadened strategic alliance with IBM in EMEA.
1997 - 2000

VPN Product Manager and Business Development Manager Internet Services, EMEA.

Responsibilities within Telecom Italia International Division (TMI):

  • As VPN Product Manager, take ownership and drive the product life cycle of a new service (IP VPN).
  • As Business Development Manager, drive the IP Services portfolio for market introduction into the European region, creating market awareness, selecting partners and achieving commercial targets in selected territories (Italy, UK, Netherlands, Germany).


  • Designed from scratch the IP VPN Services, meeting the deadline for the launch of the service.
  • Recruited and managed appropriate personnel for operations.
  • Attained the EMEA sales quota acquiring 5 pilot customers.
1994 - 1997

Area Manager

Elsag Bailey (now Elsag Datamat)


  • Start a subsidiary office in Rome for EDMOND - a start-up company (100 % owned by ELSAG BAILEY) launched to commercialize TLC Products/services, Internet/Intranet/E-commerce & EDI projects);
  • Achieve commercial targets, recruiting and supervising one Sales representative and one system engineer.


  • Recruited appropriate personnel for operations, including VARs and Franchisees with expertise in networking;
  • Sold and managed one of the first intranet projects in Italy (Rassegna Stampa for Finmeccanica).
1987 - 1994

Senior Consultant and Account Manager

Digital Equipment S.p.A.


  • Achieve commercial targets and ensure successful implementation of all client projects for Foreign Affairs Ministry.
  • As Senior Consultant, provisioning of business and technical (Office Automation, End User computing, Imaging) consultancy.
1983 - 1987

System manager/Analyst and Project Leader

Telecom Italia Spa (formerly known as S.I.P.)


  • Management of Office Automation projects on mainframe and departmental servers.
  • Analysis and software development of Office Automation applications.


2001 - 2002


European School of Economics

Research thesis on "International Sales Channels Implications in the Telecommunication industry".

1977 - 1982

B.Sc. in Physics (Hons)

Universita' La Sapienza