EMEA Go-to-Market Manager, IT Outsourcing
Hewlett-Packard
Total years of experience :41 years, 10 Months
Focused on the EMEA region (Europe, Middle-East and Africa), responsibility includes: enabling specialist sales teams through training, offering awareness and promotion, workshops and access to demo facilities. Centered on cloud-based IT outsourcing services, definition of multi-year sales plan together with the Regional Sales leaders, resource planning analysis and recommendation. Market and client trends analysis through analyst liaison and own data analytics and data mining, development of go-to-market and route-to-market recommendations. Development and rollout of client-centric account sessions working with Account Executives, Account General Managers, Regional Operations VP and Regional/Country General Managers. In-year and TCV revenues reporting and dash-boarding. Collection and feedback on portfolio evolution, new features and packaging. Cooperation on portfolio governance with EMEA portfolio leads.
Notable achievements include:
Developed customer-centric deal identification, validation, qualification and pursuit framework. Increased services share-of-wallet by 10% YoY for the top 500 accounts in the region.
Created integrated Applications and Infrastructure-as-a-Service go-to-market model to drive increased revenue generation on top accounts.
Run 20+ in-country portfolio centric workshops for IT Outsourcing and Application Outsourcing (sales, pre-sales, solution architects and business development functions).
Implemented Portfolio scorecards to measure portfolio relevance and applicability at Sub-Regional Level.
Focused on the Latin America region (Argentina, Brazil, Chile, Colombia, Mexico), responsibility included working with the Regional Sales leaders and their teams to develop sales of the ITO Portfolio offerings. Develop targeted Sales Campaigns, by providing Sales Enablement, product launches and portfolio customer workshops to accelerate sales cycle and improve win rates. Measure, track and report on portfolio sales to ensure performance across the region. Work with Sub-Regional sales and marketing leads to collect, consolidate & correlate ITO portfolio trend s and insights with market trends. Liaise with Global organization to improve and innovate offerings.
Work with WW Product Marketing and WW Portfolio Lifecycle Management teams to define Governance & Strategy policies. Ensure Marketing plans meet the EMEA Sales target needs.
Notable achievements include:
Development of integrated sales plan across the region including: sales model and coverage analysis, Total Addressable Market analysis, Share of Wallet and competitors attack program, resource planning, infrastructure transformation project, sales tools.
Grown revenues to $110m at 30% win rate in a single digit growing market.
Increased IT managed and outsourcing services penetration by 20% (first year impact)
lobal role leading a team of marketing program managers at worldwide level. Development and delivery of customer intelligence information to HP marketingand sales communities to enable the development of more relevant and effective marketing demand generation campaigns. Enablement of sales teams with detailed client profiles - financial, business trends and priorities, IT spending - and predictive analytics to improve client targeting. Data quality standards assurance, management and evolvement. Management and integration of market and client data sources: Alinean, Dun & Bradstreet, Gartner, Harte Hanks, Stratascope, Forrester, IDC, Ovum, Datamonitor.
Notable achievements include:
Built and managed global team: China, USA and European coverage.
15% YoY improvement in Sales Campaigns response rate,
Managing a team of 10. Responsibility included the development of the marketing mix activities for HP Enterprise Solutions across the HP Business Technology portfolio. Management and coordination responsibilities to drive customer facing marketing activities to 8 sub-regions across Europe, Middle-East and Africa. Budget management. Market opportunities mapping to portfolio of HP solutions. Development of business heat-maps.
Notable achievements include:
Development of Data Center solution: aggregation of support and outsourcing services, hardware and software components and leasing services within complete IT Transformation Project framework.
Incepted and developed Business Solution Centers of Excellence global reference model. Halved cost of Solution Marketing in 2 years, increased resource leverage and utilization.
Developed and rolled-out IT Transformation Experience Club Europe (top customer intimacy program to drive engagement at business priority and needs level).
Coordination of marketing strategy and deployment to HP top Enterprise customers across EMEA. Development of a cross-functional scorecard to measure and report on service penetration and sales. Development of service-to-client dashboard to improve geographical and industry vertical relevance of service offerings. PR and AR program development, Executive engagement support. Development of account executive-to-marketing buddy program to foster teamwork.
Notable achievements include:
Setup operational framework for planning, development, roll-out, account-level execution, performance tracking, cost/budget tracking, end-of-life management of EMEA-wide demand generation campaigns.
Increased service sales 30% YoY for 2 sub-sequent fiscal periods.
Launched service-peaked Enterprise Account Managers Excellence Club program; increased service portfolio sales two-fold in 2 years.
Development of a three-year marketing strategy for Outsourcing Services for the EMEA countries and sub-regions. Coordination, development and rollout of country marketing plans. Development and implementation of demand generation marketing campaigns. Lead generation, nurturing and management.
Notable achievements include:
Developed an interactive case study for Managed Services Integrated Support, a key strategic service offering for Hewlett-Packard (2003). Sales simulation scenario, based on Role play, run as a European Roadshow (stops in Stuttgart, Vienna, London), training 200+ sales champions.
Development of new marketing strategies for the HP Services portfolio, including web technologies and innovative marketing tools and practices.
Reporting to the Sales VP, Europe and the General Manager, Italy.
Responsibility encompassed the start-up of Yahoo! Italia operations. Recruiting of sales professional, development of comprehensive sales plan to drive Yahoo! Advertising products sales, development of client segmentation and targeting activities. Establishment of comprehensive sales reporting, including financials and client satisfaction dashboard. Cost of sale optimization and budget management. Development of commercial guidelines, including rate setting for new products. Development and implementation of PR plan.
Notable achievements include:
Advertising sales turnover of over 100M$ for the first full year of operation, through execution and optimization of sales on www.yahoo.it and other international Yahoo! properties to Italian clients and market.
Secured major enterprise clients: Fiat, Alitalia, Mondadori, Generali.
Reporting to the General Manager.
Italia Online operates as one of the earliest national internet access and content provider, securing over 100, 000 subscribers, a significant achievement at the time. Responsibility included: management of the commercial offer for Internet connectivity and value-add services to large accounts, customization of services for large corporations, public administration entities and professional associations. Market assessment, segmentation and qualification. Development of sales and marketing campaigns. Sales reporting and client dashboard.
Notable achievements include:
Large account segment sales of over 80 M$ across subscriptions and value-add services (1998).
Signed 10 blue-birds contract with large associations (7.5M$ new revenue stream).
A property of ITALIA ONLINE, Cybermercato is the first comprehensive effort to launch a web-based e-commerce offer to retailers and customers. Full-service to sellers includes: setup of online store, promotion through online and off-line advertising campaigns, usage of secure payment software, storage of physical good and express shipment to end clients. This role, which I assumed whilst still retaining Sales Management responsibilities at Italia Online (above), encompassed the development of business-to-business and business-to-consumer commercial offers, analysis and recommendation of competitive pricing, market segmentation, partner development, sales effectiveness index reporting and maximization of internet sales revenues.
Both IOL and Cybermercato were later subjects of mergers with competitor companies.
Reporting to the General Manager and to the Latin America IT Services VP.
Staff of 50, responsible for leading and managing the IT Services organization, including achieving growth - margin, revenues and customer/market penetration - budget management, cost management, field support, new services sales. Responsibility includes assurance of consistent technical support quality standard as per corporate policy, efficiency and effectiveness improvement of the IT Service Division general management, increase of IT services sales both in margin and revenue value, people and talent management (selection, development, retention, termination). Development of executive level relationship with customers, partners and third-party providers.
Notable achievements include:
30% 1st year revenues growth to 130M$, 11 points margin improvement at 45% gross margin, YoY growth of 25% for 2nd and 3rd at stable gross margin.
Implementation of innovative business mix through the development and commercialization of new services: outsourcing, desktop facility management, network devices monitoring and management, intelligent building automation, software asset management.
3x improved utilization of field service personnel through the implementation of state-of-the-art information systems to manage technical personnel (three year program). Service quality index improvement and cost of service significant reduction.
Changed mix of revenues to 60% valued added professional services (outsourcing, help desk, asset management), 40% maintenance.
Reduced run-rate operating costs.
Deputy Service Manager at Olivetti Sweden based in Stockholm, supporting newly appointed management team to implement service center, tools and processes for local operation.
Project manager: deployment of major high-end IT solution (hardware, software and application integration) for strategic Enterprise customer based in Malmoe.
Manager, European Support Centre for high-end servers, based at Olivetti's Headquarters in Ivrea, Italy. Frequent business travel throughout Europe.
Product Manager, OEM servers (Pyramid, FileNet, Stratus), coordinating team of nine engineers with Global responsibility. Strong cooperation with local teams, located in the USA (Boston, Ma; Mountain View, Ca) and the UK (Farnborough).
Customer Assistance Centre Manager, planning, implementing and running Olivetti HQ Remote Diagnosis Support Program for IT service clients.
Field Support Specialist, hardware and software installation and configuration for Fault Tolerant high-end servers. Seconded for 6 weeks to Jeddah, Saudi Arabia, working at client site (Saudi Hollandi Bank).