Channel Account Manager
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Account manager, Channel management, business developer, services,italian
APR 2021 – Present.
ICAM (Italia) Internal Channel Account Manager - Zebra Technologies.
Building positive working relationships with channel partners to maximize product sales within customer base.
Managing existing partners for sales growth.
Coordinating with partners to identify key sales opportunities to generate revenue.
Providing product training to partners and inform them about complimentary services offered.
Resolving partner related issues and sales conflicts in a timely fashion.
Developing and review sales proposals with partners.
Developing partner specific sales and marketing plans to increase marketing and selling efforts.
Managing daily sales activities with partners to achieve revenue objectives.
Assisting in product placement and promotional activities to increase sales.
Coordinating with partners to develop joint business plan to mutually agree with business objectives.
Performing business reviews and recommend improvements.
Managing sales activities and maintain sales records and reports.
AUG 2016–MARCH 2021.
Senior Bus. Development Rep. (Southern, Central and Eastern Europe, Nordics)
@ RSA SECURITY LTD Bracknell, Berkshire (UK)
As an EMEA Business Developer (BDR) I drive growth in RSA, services and solutions (particularly across Southern Europe, Nordics, Germany and East Europe - CSI (but not limited to it - also UKI and META when needed). I qualify and prioritize leads and prospects by articulating the RSA value proposition across the whole portfolio (particularly on GRC and Cyber Risk Management, Fraud Management, Threat Detection, Authentication and Identity Governance) and understanding customer needs and requirements.
I generated almost 500+ sales opportunities so far, with a pipeline value of around $40ml.
My position requires the ability to work independently and prioritize effectively but also as part of a team.
I work directly with demand generation, sales operations and marketing to follow-up on inbound inquiries and nurture programs, and I share feedback on EMEA market campaigns effectiveness. I also interact with the field sales, pre-sales and channel teams (partners, global consultants, system integrators and any IT supplier) to develop selling strategies, share progress, and generate opportunities for strategic, targeted campaigns. Since the BDR interacts with current and prospective clients I am putting in place good business judgment and skills which are crucial.
I qualify and follow up with inbound inquiries produced from marketing and lead generation campaigns to ensure that valuable sales time focuses on high probability leads.
Work with the sales team to prioritize efforts, perform intelligence gathering on accounts and prospects, and refine/develop potential selling strategies based on research and general business acumen.
Follow-up on marketing programs and campaigns to further qualify and penetrate accounts and articulate the RSA message.
Work with Demand Generation and Marketing to share the results of local market campaigns and share suggestions to improve the success of future campaigns.
I Support Marketing initiatives to increase demand for products and services from new accounts.
I also work independently creating my own campaigns targeting selected verticals and business sizes.
I work as part of a team to develop strategies, action plans, and share results
I build and manage relationships with sales personnel
I interact with potential clients on the telephone and over email
I am responsible for following up on leads from various sources by phone and by e-mail, coordinating and scheduling meetings (phone/WebEx/face-to-face) for the field sales team.
I will be converting prospects into opportunities by differentiating from the competition.
Ultimately my role is demanding interaction with medium to large sized enterprises up to C- level, as well as with technical staff within the security and IT organisation. I also work apart from field sales, as well as with partners to leverage the power of corporate resources within their account base.
Additionally, I proactively build a strong business pipeline, accurately forecast and facilitate business opportunities.
JUL 2015–JULY 2016.
(RONIN, KUDOS, MARKET PROBE, RIGOUR RESEARCH, RESOURCE, MMSOLUTIONS, RSM) London
In depth C-level, qualitative, quantitative interviewer (UK-Italy markets).
Fields: IT, medical, finance. B2B, B2C. Customer satisfaction.
JAN 2014 –JUN 2015.
XEROX SERVICE CONTRACT RENEWALS INSIDE SALES (UK-IRELAND, ITALY)@Support Warehouse Ltd(Remote)
Retaining previous role from Xerox UK (with the exclusion of supporting a team) as account manager for
UK and Italy thru a third party: re-deployed by Xerox after the whole sale activity for Europe outsourced.
Primarily focusing on the sale side of the role and at the same time proactively supporting the business transition process, providing my expertise and competence to the third party project manager. At the same time I have retained my post sale activity in order to keep SLA to Xerox specifications and guarantee a profitable customer loyalty by managing their service contract agreement renewals.
MARCH 06 – DEC 2013.
Service Contract Renewals Specialist Inside Sales (UK-Ireland, Italy, Nordics)@ XEROX EUROPE (UXBRIDGE.)
Within the EU Xerox CSO (European Customer Service Operations) to manage a B2B portfolio, negotiating renewals of maintenance contracts-manufacturer warranties and providing a critical role to customers, combining sales and customer service skills and endeavouring to win their business.
Both cultivating existing customer accounts and involving potential ones (using telephone approach and e-mailing to qualify leads), either liaising with end users directly or thru channels (partners/resellers) to generate and close business opportunities.
Constantly working to maintain to high levels sales volumes along the SLA for the offered service against KPIs.
Maintaining strong customer relationships as point of reference to resolve any pre-sales and post-sales queries customers might have.
Analysing and monitoring trends across individual accounts to maximize penetration and identify additional selling opportunities.
Focusing on maximizing recurring revenue protecting the sales core business (renewal subscriptions) in order to be less dependent on transactional business.
Focusing on retaining current customers as well as maximizing the potential through active upselling and new customer sales.
Full sales cycle and account management responsibility for identified EMEA regions.
Proactively managing end-to-end business development process including sales pipeline management
(I-Micro routines to implement pipeline via Salesforce CRM and SAP reports upload management).
Proposals management thru a combination of Salesforce and SAP CRMs.
Maintaining a working knowledge of company services, special sales programs and marketing campaigns
Working with General Sales Manager and Annuity Manager to optimize selling opportunities and maximize revenue potential.
Analysing and monitoring trends across individual accounts to maximize penetration and identify additional selling opportunities
Gathering and logging all call information and profile activity in a CRM system (Salesforce).
Handling inbound sales inquiries for assigned territory in order to convert into sales.
Conducting phone and email follow ups.
Providing the necessary support and advice on maintenance contracts to diverse business sizes for specific ranges of products.
Preparing regular sales reports and forecasts as required, including pipeline reports.
Converting fresh feeds or existing accounts from pipeline into revenue.
Reinforcing relationships with existing partners and direct users.
Pricing activity: negotiation after reviewing thru Marketing Dept.
Annuity analyst back up activity:
Analysis from leading sources research capabilities, including contract features, and performance.
I supported the achievement of the annuity revenue and gross profit targets using revenue data works (Salesforce Sale Tool source - Sap). Pricing management.
I supported the Annuity Analyst in the registration of service contracts and their pricing validation.
I ensured that supporting activities in direct connection with contract terms and conditions (SLA) are always available for direct customers, partners and suppliers. I liaised directly with Welcome Support Centre management and representatives, to ensure SLA, with end users maintaining their activities in place without disruptions and consequential financial loss.
Also in the last 2 years (2102 -2013) prior this business reaching its end, I have recreated and improved the whole sale process on my own by applying my ITIL knowledge to it within the managed regions.
Within Xerox-still in the same sale role- I have been temporarily transferred to CSO UK (National Customer Service Operations) for the period Jan 2012-Dec 2012 liaising side by side with service managers, with the aim to enhance my operations skills and account management skills, developing a deep knowledge about the service I was also offering and ultimately selling.
OCT03-FEB06 Customer Satisfaction Interviewer on behalf of major UK financial providers (Loyds TSB, HSBC Bank Plc)
(Network Research ltd – London).
SEPT01-OCT03 Marketing research Interviewer: Italian/english speaking,CATI system trained, for the following fields: Medical, B2B, B2C, Customer satisfaction. Qualitative/quantitative research NOP World, Envoy, Market Probe,Millward Brown, ORC, InfoCorp, Ronin (London).
FEB01-AUG01 Help Desk Analyst and Customer Service B2B
(MEC Informatica Srl -Telecom Italia, Rome).
Web monitoring access service and tech support
Ticketing System 'Remedy/Siebel'.
JUL00 –Feb01 Marketing Executive (NI95 Point Srl, Rome).
Advertising and Client Support in the real estate sector.
JUN 99-JUL00 IT Business Sales Consultant (Gruppo SIA Srl - IBM Bus. Partner, Rome).
IT services B2B field sales - new and existing businesses
(IBM products, Outsourcing solutions, E-commerce):
To identify new business opportunities from existing accounts and new ones. Market awareness and service offerings, pricing. Identifying anything from new market segments (or individual potential clients) to new sales channels to sell through, to other, related products or services in the marketplace.
SEPT 98-JUN99 Media sales executive-Extra size advertising (IN-Grande - Rome).
I contributed with my sales, organizational and IT skills to the creation of this business, starting from zero. My partner in business was also funding the project.
We already achieved important sales within the first year I have been working, dealing with international high calibre customers (i.e. L’Oreal) generating revenue for the equivalent of £0.5m at the time.
NOV96-SEPT98 Telco Sales Consultant (SER.ECO Engineering[IM1] Rome).
Technical and field sales agent on behalf of ERICSSON/Telecom Italia.
‘Optical Fibre Cable Network’ contracts to private customers.
My primary responsibility was to achieve the acquisition of permits to allow the technology to be installed within private properties and the sales of services running on the network thereafter. I have been assigned some specific areas to operate in, where in this mission-critical role, I was the bridge to our certified contractors, inside sales support personnel and customer/end users. I have been working on the field along with engineers and properties administrators to monitor the completion of sites, depending on the deadlines.
SEPT94-NOV96 INSURANCE BROKER (Insurom Srl, Rome).
MAR92-MAR93 Programmer (Eurodata s.p.a,Rome).
Developing procedures with COBOL on IBM mainframes.
Operating systems: MS/VS, TSO.
PL/1 language on mainframes and DL/1 database sharing).
Training c/o Alitalia Airways Main Data Centre.
Developing thicketing routines.
IT Tutor (Selfin SRL,Rome)
Providing MS Office suites training and basic IT education to Italian Army.
Spanish (basic).
Microsoft Windows. MS-Office suite,Adobe PhotoShop.
Cobol (Pc/IBM Mainframes),PL1,DL1.HTML(basic).
Citryx, ORACLE,Salesforce ,
ESAP (CRM, ECC).
2013 ITIL V.3 Foundation EX0-101-Project Management online training (Mindleaders)
Service-level management process understanding in order to perform continual identification, monitoring and review of IT services levels specified in the service-level agreements (SLAs). Assessing the impact of change on service quality and SLAs.
2012 Qwiksolver training (Xerox Corporation).
Achieved Knowledge: : how to identify problems at their core and their solutions within a given scenario, thru a pool of specific and appropriate strategy tools.
2009 Lean Six Sigma certificate – Yellow Belt (Xerox Corporation).
Achieved Knowledge: how to set up business management strategies to improve the quality of process outputs by identifying and removing the causes of defects and minimizing variability in manufacturing and business processes.
2001 ASP web programming (VEDIOR Rome).
(Mindleaders)
Service-level management process understanding in order to perform continual identification, monitoring and review of IT services levels specified in the service-level agreements (SLAs). Assessing the impact of change on service quality and SLAs.
2012 Qwiksolver training (Xerox Corporation).
Achieved Knowledge: : how to identify problems at their core and their solutions within a given scenario, thru a pool of specific and appropriate strategy tools.
2009 Lean Six Sigma certificate – Yellow Belt (Xerox Corporation).
Achieved Knowledge: how to set up business management strategies to improve the quality of process outputs by identifying and removing the causes of defects and minimizing variability in manufacturing and business processes.
2001 ASP web programming (VEDIOR Rome).
2001 Visual basic 6.0, HTML Web design, MS Office (SYSNET - Rome).
1993 Certificate “in ‘Travel Agency Management’ (Rome).
1991 Certificate “Proficiency in Spoken and Written English”
(Trinity College of London - Rome).
1991 Studies in ‘Foreign Literatures (Nordics and Dutch)
1985 Liceo Scientifico- Diploma (‘E. Fermi’ Institute Italy).
Others Various certificates in IT programming Cobol, PL1, DL1(Pc/IBM Mainframes)
