I am a 38 years old manager that builds his professional experience in Sales functions in the Information Technology and TLC market. Sales Director with 14 years experience in multinational companies, leading and managing large sales forces, based on Direct and Channel business model. I started working in mid 1995 with Sitaf, foreigner company with a European management; pioneer in long haul distance telecom projects in the Middle East and moved to DELL in 2002 I currently lead and drive business development and realize the business potential throughout the top 350 Distributors world wide.
Feb 2009 - Present
BDM - 1DD (Global Strategic Accounts)
Define the next step of strategy and key initiatives on the top 350 World Wide Distributors . Assessment of ‘Go to Market’ strategy in Region/Country and implementation of any new business models. Creates superior relationships with senior level executives and influential stakeholders to sustain a long-term relationship.
Oct 2007 - Jan 2009
Regional BDM (Adriatic, Balitcs , Greece, Portugal, North and West Africa)
Define the next step of Regional strategy and key initiatives with the GM to deliver hyper growth liaising with the central BDMs and PMO team. Ensure implementation of the strategic initiatives within the Region to deliver hyper growth as per agreed P&L in alignment with the EM Hoshin plan and strategic initiatives. Arbitrate and resolve conflict between direct and channel business and work to leverage the value of both moving forward as appropriate Hold regular reviews with Segment leads to ensure they are executing to their long term plans Look for strategic collaboration opportunities with partners Assessment of ‘Go to Market’ strategy in Region/Country and implementation of any new business models. Creates superior relationships with senior level executives and influential stakeholders to sustain a long-term relationship. Has boardroom/executive presence.
Nov 2005 - Oct 2007
Global Segment Sales Director (Italy)
Attain targeted sales goals and performance through the effective management of resources whilst respecting the leadership of the Global Account Team. Build the tools, processes and infrastructure required to support the growing needs of the business Profile of key accounts including key business and financial drivers, geographic profile, business strategy and key executives Thorough analysis of Dell's strengths, weaknesses, opportunities and threats, provide a summary of the business opportunities offered, critical success factors and associated risk/resource considerations Lead scalable sales opportunities, provide first level support for the respective country sales teams and be an escalation point on regional issues for customers. Maximize customer satisfaction, manage escalations and see them through resolution - thereby delivering a great customer experience. Foster a “one-team” atmosphere between all group team members and other EMEA GS teams.
Nov 2002 - Nov 2005
Global Segment Sales Manager
Reporting to the Corporate Sales Director Italy , I was responsible for Global Segment Division (worldwide customer with sites in Italy ) I was responsible for the management of a set of assigned multi-national global accounts by developing partnerships and through the coordination of sales, sales operations and technical support teams at a regional level. Responsible for increasing account penetration, customer satisfaction and sales growth for long term results. PRINCIPAL DUTIES AND RESPONSIBILITIES Attain targeted sales goals and performance through the effective management of resources whilst respecting the leadership of the Global Account Team Profile of existing IT operations including strategy initiatives (storage, outsource, DR, refresh etc), supplier profile (i.e. relative share of wallet between vendors) and map of key IT contacts
Aug 1995 - Nov 2002
Reporting to the Local Area Manager I was responsible for development of two main projects , the first in FOC installation (CCTV) , the second in E2E solution (CATV) implemented in Saudi Arabia and United Arab Emirates. PRINCIPAL DUTIES AND RESPONSIBILITIES My Job was to facilitate the presales phase of the engagement ensuring conformance to Sitaf’s and standards I was accountable for projects from the requirements through to the deployment phases ensuring conformance to contract and Statement of Work I was managing Program activities - risk, cost, quality and schedule to achieve a successful Program implementation