Advisory Technology Consultant ( Presales )
EMC
Total years of experience :31 years, 4 Months
• Advisory Presales Specialist supporting several account teams (Top-enterprise, Hunting, and Mid-mkt).
• I am certified expert on Backup technologies, best practices and competitive landscape.
• I am dealing with market leader solutions like Data-Domain, Avamar, NetWorker, Atmos cloud storage, Centera, CTA, SourceOne, Data Protection Advisor and VNX for Traditional and Virtualized Datacenters.
• I'm used to deal with customer to identify needs and to design technically and economically feasible solutions.
• I am self-motivated and autonomous to arrange customer meetings and to look for incremental business.
• I arrange bespoke presentations, workshops, ROI and Competition studies for both tech. and exec. audiences.
• Working experience with large scale Tender, RFI, RFQ and related documentation.
• I organize and deliver PoC for new products as well as for complete solutions integrating several components.
• I organize Partner "Enablement" to improve their ability to position our solutions.
• Frequent high-level trainings and lab activities on technologies and on soft skills.
• I use to prepare custom slides and sizing spreadsheets that are adopted by my colleagues too.
• I am EMCTA Proven EXPERT Certified on "Backup Recovery Solutions" (there are only 2 other Experts among my 200 EMEA colleagues). I also have other #9 EMC Proven certifications, including VNX, VMAX and Isilon.
• It is worth mentioning few important 2012 deals where my contribution was decisive:
o Fastweb tender for new datacenters. I designed and justified a complex solution integrating several backup components and Managed-services.
o CNH deal for new Avamar solution spanning over 28 Nord American sites with Symantec and TSM swap.
o AVIO, New EMC customer with 2 Centera sold. I displaced 2 DELL DX6000 already installed in eval.
I defined our deal strategy, competing with a featured Centera rather than with a cheaper Atmos.
• In 2012 I ranked 1st among my 15 colleagues for Won Deals number, excluding Channel (SFDC source).
In 2011 I earned 146% of my bonus and in 2010 148%.
• I had the role of “one man orchestra” for the new product-line. My position required different skills:
Presales, BDM, Trainer and Link with corporate Engineering for troubleshooting and new feature requests.
• I used to travel and to arrange effective working sessions from Belfast to Riyadh.
• Extensive technical knowledge on NAS (EMC and NetApp), Virtualization, Archiving and Networking.
• Responsible for Demo, Proof of Concept and performance analysis with solutions including Centera and NAS.
• Proactive workshop organization and delivery to EMC teams and Partners in my EMEA region.
• SME responsible for knowledge transfer and technical support to Sales teams and Professional Services
• I supported the setup of internal demo laboratories in many EMEA countries.
• Organizational and Priority management attitudes acquired in a matrix and result oriented structure.
• Responsible for technical deal strategy and Customer presentations at different functional levels.
• Responsible for value propositions and for removing technical & competitive sales inhibitors.
• Presenter at public event like IDC, Storage Consilium and at partner events.
• Proven Italian and English interpersonal communication and Presentation skills.
• Frequent lab trainings in US with core Engineering. Class trainings on technologies (Cisco CCNA, VMware, etc). Soft skill trainings (English presentation skill, Public speaking, 121 English, Assertive communication).
Responsible for presales operations on all EMC data Storage (SAN, NAS, Content Address Storage and Backup) solutions.
Covered positions:
- IP-storage and NAS Specialist for Italian territory (2005/2006)
- Presales for Enterprise area Nord (2004/2005)
- Presales for Commercial and SMB area Nord (2003/2004)
• Presales and NAS Evangelist mainly on large customers and on Internet area.
• Strong technical skills on architectural solution design, Implementation and integration with the most important applicative environments (DB, Mail, Web, File Sharing, Networking, back-up SW etc.)
• Customer presentations to both executive and operative level customer audience.
• Needs analysis, solution design, business justification, project plan and sometime delivery.
• Demo and Proof of Concept execution in NetApp office and customer sites.
• Problem solving attitude typical for the high collaborative environment of a small branch office.
• Success example are acquisition of new top customers like FastWeb, Unicredit bank and Tiscali
• Frequent Soft skill, technical and product training in Italy and abroad.
Responsible for all Oracle and SQLserver DataBases on UNIX (HP, SUN) and Windows platforms
Demanding and formative environment in a high profit Telco that has grown from 0.4 to 11M customers in 3 Y.
Main activities:
• Performance analysis, Tuning and detailed Capacity planning study.
• Strong unix shell scripting and PL/SQL experience.
• Development of automated procedures for Local / Remote BCV and Backup on main company DBs (BSCS)
• Disaster Recovery and business continuity simulation and validation tests.
• Responsible for validating new development before releasing to production.
• Guidance for developer teams to improve solution quality.
• SQL statement tuning and proactive bottleneck identification.
• Teamwork with Oracle consultants and level-3 customer service for critical issues resolution.
• I profitably attended all DBA and SQL class trainings available in Oracle catalogue.
Software project manager and developer on Microsoft, UNIX and Embedded environments.
Senior experience on SW design and programming on C, C++ with object oriented style. Specialist for Oracle Pro-C, Network Inter-process communication and UDP/TCP sockets.
• Project management and implementation of a Voice Response Unit (VRU) integrating custom HW for phone line management. Client/Server links based on TCP socket lib. C++ (28000 lines).
Team leader for 3 external consultants.
• Implementation for Telecom Italia of 15 plants, based on VRU platform and Stratus fault-tolerant Unix control server. Oracle DB Installation and design with Pro-C application coding.
System administrator and DBA for post-sale customer management.
Team leader for 2 external consultants.
• I attended several trainings in Italy and abroad.
• In 1994 I completed my university degree in Computer Science as working student.
I'm proud for having been able to get my degree as working student living on my own.