Dell Technologies (from 2019)
EMEA Strategic Pursuit Leader
from 2019
Leading the Strategic Pursuits for Central, Northern and West regions with the objective to increase the win rate by building a successful relationships and alignment with Commercial & Enterprise Sales organizations.
Drive adoption of tools and processes able to identify opportunities and shape them in Dell favor by showing to the customers all the values the company is able to deliver.
Lenovo (2005 - 2018)
Business Unit Director – Commercial Notebook & Peripherals – EMEA
04/2014 – 2018
Notebook and Peripherals Product Management and Price leadership with objective to drive incremental volume, revenue and profit throughout a team of 7 product marketing professionals & by implementing effective business management processes.
• Indirect business growth executed through the implementation of quarterly campaigns focused on; competitive heat-map analysis, time-to-market competitive portfolio release, channel incentive management (rebates, MDF support, KPIs tracking) , SI/SO promotion definition and WOI management.
• Key deals management on Global and Large Enterprise customers thorough a specific BMS implemented to deliver the most competitive and profitable offer in respect of; customers’ RFPs, expected competitors’ proposals and PFV analysis, cost scrub analysis and specs optimizations, gap definition and deals fund release (and optimization).
Progressively increased the revenue from 2.3B$ up to 3.6B$ (+57%) with more than 5 million units delivered in 2018 FY and achieved 25% market share gaining 8% in the overall commercial business. Consolidated the leadership within the Large Enterprise segment reaching 38% share (+6%). Driven profitable Peripherals business growth from 65M$ to 100M$ revenue per quarter.
Optimized product transition and forecasting processes improving company’s time-to-market and minimized liabilities.
Business Unit Director – Commercial Notebook – Western Europe
04/2010 – 03/2014
Commercial Notebook PC Business Management with P&L ownership and the mission to achieve a sustainable growth in market share, revenue and profit. Doubled the revenue up to 1.9B$ in 2014 shipping in the year 2.6 million units and reaching 18% market share (+4%). Managed a team of 6 Product Managers and 7 Pre-Sales Specialists creating a positive team spirit and careers developed for higher contributors and top talents.
SMB Sales Director – Western Europe
04/2007 – 03/2010
Enabled and supported all the commercial client product platforms and increased the sales performances in all the West Europe countries driving progressively a +6% share growth in the SMB market. Implemented a quarterly campaign processes with a dedicated product portfolio selection (TopSeller) being able to drive sales focus, simplicity and channel satisfaction.
Country Manager / Director of Sales and Channel – Italy
04/2005 – 03/2007
Managed the transition from IBM to Lenovo acting as Country Manager and leading at the same time the SMB and Channel Sales. Implemented new channel initiatives that have increased the number of business partners by 15% and growth the sales in SMB with a 5% gain in market share. Lead of a team of 15 Channel Sales professionals keeping high motivation and strong contribution despite the complex transition phase from IBM to Lenovo.
IBM Personal Computer Division (1999 - 2005)
Director of Channel Programs – EMEA
05/2003 – 03/2005
- Business Partners Program Management; targets and incentive schemes definition, channel community expansion programs, enablement and training.
- Implemented the TopSeller Business Model across all the EMEA countries
- SMB Products Portfolio Management; product line-up definition, competitive price positioning, product mix and sales up strategy definition.
- Communication strategies implementation in coordination with the EMEA marketing team.
SMB Sales Director – South Region
03/2002 – 04/2003
(in addition to the responsibility of South Region Marketing Manager)
- SMB Market Ownership; run-rate and special deals business streams management.
- Business Operations and Opportunity Pipeline Management; business tracking processes execution, technical and economic opportunities support.
Marketing Director – South Region
03/2000 – 02/2002
(Italy, Spain, Portugal, Greece, Israel and Turkey)
- Client Brand Management (Desktop e Mobile); products positioning, marketing campaign, sales initiatives and promotions management.
- Creation of the TopSeller program as new business model to work with Business Partners in the SMB market
- IMC (Integrated Marketing Communication) responsibility; advertising campaigns and direct marketing initiatives implementation. Events and PR Management.
- Business Partners and IBM Sales Force enablement; communication, deliverables and training.
Brand Manager Personal Workstation
02/1999 – 02/2000
- Definition of the Sales and Marketing strategies for the IBM Personal Workstation.
- Price positioning and sales campaign definition.
- ISVs and VARs relationship development.
Olivetti Computer Worldwide (1998 - 1999)
Server Product Marketing Manager
1998 – 1999
Digital Equipment (1993 - 1998)
Strategic ISV Alliance Manager, Data Warehouse & Internet Program Manager
1996 – 1998
Server Product Program Manager
1994 – 1996
Services, Public Administration and Healthcare Marketing Manager
1993 – 1994