Country General Manager
GBM
Total years of experience :34 years, 10 Months
Country General Manager for Gulf Business Machine (GBM) in Kuwait, responsible for managing the whole Branch in Kuwait (65M$+ Revenues, 170+ employees), reporting directly to the GBM Group CEO in Dubai.
Responsibilities: P&L strategic and operational control, strategy definition and execution, manage business operations and employees within the branch. 11 Executives are reporting directly to me, leading 4 Industry Markets, 4 Line of Business (LoBs), Admin & Finance, HR and Marketing departments.
Major achievements: I increased the branch revenues - almost flat in the previous 3 years - of 16%, restructuring teams, strengthening capabilities and reviewing the competitive positioning in the following areas: professional services, networking & security, software solutions and oil & gas. I also developed new key partnerships with local and international third parties, to strengthen the solutions offered to our customers and to expand the presence in the market. GBM Group Cloud Strategy, business & implementation plan.
GBM is the largest IBM and CISCO Business Partner in Middle East and one of the major IT solutions providers in the Gulf Region, with more than 1, 500 employees in 6 countries and over 20 strategic partnerships with international IT solution providers (e.g. IBM, CISCO, Apple, VMWare). GBM provides to its clients, IT infrastructure solutions, IT consulting and system integrations services. GBM in Kuwait is operating since 1990 and its expertise spans across multiple sectors, particularly Government, Telecommunications, Banking and Finance, Retail and Oil.
Kuwait Country Managing Director, reporting directly to the Regional CEO in Abu Dhabi, with the following responsibilities:
• Setup Accenture’s consulting and technology practice in Kuwait.
• Develop country strategy, sales & revenues plan, in line with Accenture Middle East Strategic and Operating Plan.
• ‘Global Client Account Lead’ for Kuwait Petroleum Corporation (KPC Group) and its Subsidiaries (a conglomerate of 11 state owned companies in Kuwait), responsible to develop and grow C-Level client relationships, consulting and system integration services, with P&L responsibilities.
• Supervise a team of 30+ consultants.
• Ultimate responsible for the delivery of all the projects with clients.
Major achievements:
• Under my leadership Accenture’s presence in Kuwait grew up consistently in terms of top and bottom-line. Accenture was an almost unknown brand in Kuwait and it rapidly became one of the key strategic partners for KPC Group in management and technology consulting, delivering successfully several strategic projects (45M$+). Moreover, KPC and its subsidiaries engaged Accenture in multi-year consulting & technology contracts to support their long term needs (15M$+).
• Developed and still nurturing outstanding long term relationship with KPC Group C-Level executives (CEOs, CIOs, VPs) and middle level management, based on professional trust ship and proven delivered results.
• Delivered successfully (measured on profitability and client satisfaction) several business & IT projects to KPC Group and its subsidiaries, e.g. growth and development strategies, large transformation and improvement programs, organizational restructuring (E&P, supply chain downstream, HR, Finance, …), IT system implementations (ERP, trading & risk management, enterprise risk management, downstream supply chain).
From 2007 until 2009, I was also responsible to develop a new client portfolio for Energy (Oil & Gas, Chemical) in UAE.
Among my achievements, in 12 months I was able to develop outstanding relationships with CEOs, CIOs and VPs level (ADNOC, ADCO, Borouge) and to sign new contracts for 12M$.
Manager in Accenture Italy, responsible to define, sell and deliver ‘commodity trading & risk management’ solutions to clients in the Energy Sector (Oil & Gas, Utilities).
My achievements included the following: I setup and led a new consultancy practice (15+ professionals), including a new portfolio of offerings; I sold and successfully led the delivery of several projects / solutions to clients in Italy and Russia, like ENI (Italian National oil Company - 12M$, 5 years large transformation program), ENEL (Italian major Power Operator - 5M$, 3 years program), TNK (Russian National Oil Company).
Before joining Accenture, I was employed for 7 years in IBM Italy, were I was responsible to build and grow the professional service business in the Utilities sector. I was engaged for 5 years to lead several system integrations and business transformation projects for ENEL (the major Italian Power Operator).
From 1996 to 1997, I was promoted Manager Professional Services and I was leading a Unit of 20+ professionals responsible to provide IT professional services to the IBM clients in the banking sector. I was, at that time, one of the first employees joined the newly established IBM Global Services Division in EMEA.
Accountant
(mark 110/110 with honours.
courses: - Institute ‘A. Diaz’ – Naples, Italy.
