Stefano Canepa

Stefano Canepa

Objective

After a successful path in complex sales for multinational companies (U.S. and Israel) in large accounts in domestic and international telecommunications markets, I succeeded to execute as a manager. Communication, relationship building, business acumen, customer orientation and people management together with a strong personal integrity, team building and self motivation are my main soft skills. After nine years in Comverse I seek for a new challenge in a multinational environment where I can leverage my assets and experience.

Work History

Work History
May 2000 - Present

AVP Sales Vodafone Group and Italy

http://www.comverse.com

Company : Comverse (1.2BUS$, Telecommunications, provider of software and systems for value added services, billing and charging and IP communication to service providers)

Date & loc.: Milan, May 2000 – Present

Title: Global Account Manager AVP – Vodafone Group & Italy (Dec 2005 – to date)

Area: Sales Management - Reporting to EMEA President

In this role I am responsible for meeting company business targets for the entire Vodafone Group and for Italy. I coordinate a team of 20 senior people geographically located in many countries, with responsibility of sales, pre-sale, project management, delivery and customer satisfaction.

Main objectives of this role are to establish a trustworthy relationships with customers’ key managers, to manage with efficacy the local account teams, to develop a long term strategy and plan and to execute on the short term business objectives.

Main Achievements:

ØBusiness targets achievements in range : 80%-110%

ØIncluded in Vodafone Global top 30 strategic suppliers and signed Global Framework Agreement

ØSelected as supplier of choice for Billing, Voicemail, Messaging and Push Email

ØSeamless integration of business and staff of two new companies acquired

ØSuccessfully acquired new Vodafone Operators customers (Ireland, Malta, Romania) and farmed and grew existing customers

ØDeveloped executive relationships and sponsorship within Vodafone (Global and Local) and Italy

ØDeveloped large and profitable business (yearly 50-60M US$ revenues)

Title: Key Account Sales Director – Vodafone Group (December 2001 – December 2005)

Area Sales - Reporting to Global Account VP – Vodafone

Key Accounts: Vodafone Global, Vodafone Italy, Vodafone Greece

Annual Target: 5-10M US$ and Global Bids

Growing from the initial position of Account Manager, I was responsible of a group of key customers. In this role I retained the overall responsibility for the account and specifically dealt with Sales, Marketing and Business Development for the commercial, budget, satisfaction and relationships aspects. As part of my activities, I identified new opportunities, new potential customers and new markets, qualified them, coordinated Bid & Proposal activity, managed contracts and negotiations, reported results, needs, and forecast to the company management. Products included all company portfolio, new solutions, professional services and partnerships development.

In this position I developed executive relationships, commercial and market sensitivity, indirect team management as well as appreciated an international exposure. Company size (4-5k employees) and culture enabled full strategy and decision-making responsibility.

Major achievements:

ØWin of 2 Vodafone Global bids and related global contract negotiation

ØCompetition replacement (at Vodafone Greece)

ØPenetration in new market segments with new products (at Vodafone Italy and Greece)

ØSales budget over-achievements

Title: Sales Account Manager (May 2000 – December 2001)

Reporting to:Italy Managing Director

Key Accounts: Vodafone Italy, Hutchinson Italy (“3”), Wind Italy

Annual Target: 5-10M US$

Major achievements:

ØPenetration in new account (Hutchinson Italy - “3”)

ØCompetition replacement (at Vodafone Italy)

ØPenetration in a new market segment with a new product (at Wind and Vodafone Italy)

ØSales budget over-achievement

Feb 1998 - May 2000

Presale manager

Key Accounts: Telecom Italia

Area: Intelligent networks and prepaid charging solutions

Jan 1996 - Feb 1998

Consultant

CSELT (Telecom Italia lab)

Key Accounts: Telecom Italia

Support Telecom Italia on strategic studies and analysis such as services costs evaluation, pricing methodologies, concurrency and regulatory monitoring, services marketing.

Education

Education
1989 - 1995

Master

Universita degli Studi di Genova (Italy)

Training courses - Include development of skills in the areas of executive sales, negotiation, sales management, leadership, finance, general management and communication as I aim to strengthen my well-rounded general management abilities

Mini-MBA - General Management - Oct. 05 – Feb 06 - CFMT / Business School SDA BOCCONI – Milan

Master in Telecommunications - Oct. 96 – Jun. 97 - COREP - Politecnico di Torino (IT)

University Degree in Electronics Engineering (Computer Science) Nov.88 – Mar.94 - Università di Genova (IT)

High School “Liceo”, specializing in classical studies. 1983–1988 - Liceo Classico Colombo – Genova (IT)