Senior sales manager
Oracle - Other locations
Total des années d'expérience :31 years, 1 Mois
Responsible for Oracle SaaS cloud solutions sales results in Italy, Spain and Portugal.
Reporting to the South Europe director of sales, I have the responsibility to deliver sales results in my territory selling ERP, HCM, EPM, IoT and other SaaS solutions, with the duty of:
• Achieve sales results paying attention of sales reps’ participation
• Individuate, hire, train and coach sales reps and channel partners;
• Manage a team of eight sales representatives (3 for Iberia and 5 for Italy)
• Establish and maintain relationships with customers’ top management
• Deliver accurate forecasts and closing plans to upper management while nurturing the pipeline.
Results:
• EMEA Top performer in Fiscal Year 2019
• President club of Fiscal year 2019
• Increased revenue of 37% Y/Y.
EcoSys signature of a 1.2 M$ deal with SBM (Monaco) Fincantieri (800k$) and 1.5M$ with Shell (Netherlands);
•At Airwatch increased the business partners’ network and signed deals with Piaggio, Fiat, Emirates, LVMH, Siemens.
•At Meridium, signature of a 2.5 M$ contract for software and service with RFI (Italian Railways
I was with Hexagon, based in Milan,
HEXAGON, LONDON - EMEIA ECOSYS
AirWatch (www.air-watch.com) is an American IT multinational company, leader in enterprise mobility management, now part of VMware.
Reporting to the EMEA Managing Director I am responsible to manage enterprise accounts and prospects in EMEA with the following duties:
•80% New Business role / 20% Account Management & Client Development, selling primarily to the Enterprise space
•Order values range from $10K - $500K, selling to CIO/CTO’s, CFO’s & CEO’s with sales cycles of 3-9 months
•To Identify and close new opportunities throughout the EMEA region selling both SaaS and on-premises software licenses and related services (installation, configuration, customization).
•Perform technical presentations and demonstrations of Airwatch solutions and BYOD advantages. `
•Develop a sustained pipeline of accounts by actively prospecting via cold-calls, marketing lead follow-up, and personal relationships.
•Hiring, training and developing channel partners.
•Participation and speeches in events, trade shows, user group meetings.
Key figures:
•Developed the customers’ set, doubling the number of leads and qualifying contacts.
•Overachieved the quota in every quarter.
•Established new cooperation with channel partners and telecom carriers (Telecom Italia, Vodafone, BT, etc.)
•Introduced key enterprise companies to the business: Dolce & Gabbana, Alitalia, Nestlè, Bank of England, Novartis, Prada, Valentino, Roche, Easy-Jet, LVMH, John Lewis, Burberry etc.
Pano Logic is an American multinational IT company specialized in Virtual desktop Infrastructure. Reporting to the CEO and managing a team of eleven inside sales representatives and three sales managers I am responsible for all the sales and marketing operations in the MEA region. Achievements:
•Developed the first private cloud in Dubai with Pano Logic devices and VMware software, value 2 M$.
•Assigned quotas and objectives to account managers and partners and cooperate with them in delicate bids.
•Constantly overachieved quarterly and yearly objectives.
•Signed exclusive distribution contracts with innovative brands like Microsoft™, Fujitsu™, Cisco™, Dell™.
•Grew the business from zero to $10M in less than one year years while opening 15 new distributor and VAR channels in 6 countries.
Meridium (www.meridium.com) is an American IT multinational company, leader in asset performance management (APM) solutions and Golden partner of
GBM is the commercial arm of IBM in the Gulf, SFDC, Cisco and Citrix’s partner. Reporting to the CEO I have the total responsibility of sales activities in enterprise sector of different verticals, like finance, healthcare, transportation, government, Oil & Gas and manufacturing.
Achievements:
•Overachieved my quota in 2007 (105%), 2008 (133%), 2009 (165%).
•Grew market share and customer base, implementing an action of win-back and business development.
•Delivered IBM POS retail systems to Abu Dhabi Duty Free, Gucci, ADCS, Montblanc.
Dasit is a multinational company active in software solution for healthcare. It’s partner of
Zauber was a company specialized in
IBM Italy, Milan -
for OEM market
Responsible for IBM OEM sales of hardware and software in order to integrate, mix, bundle IBM solutions into those of IBM’s clients.
•Grew OEM business to more than 41%, established strategic relationships with Fiat, Hyundai, Alitalia, ENI.
•Above target to achieve OEM percentage of $ 7 million sales quota in first year.
Developed a marketing and communication plan for all countries of EMEA
•Partner with Corporate PR, Product Marketing and local PR agency to generate press releases, whitepapers, customer win stories and case studies.
Italy, Milan - Networking system engineer.
courses: MEDDIC - Practice Sales Training TAS Sales - Practice Sales Training