Emiliano Giocondi

Senior ICT Executive with 25+ years of experience driving enterprise sales strategy, business development, and value-based selling across Banking & Financial Services, Energy & Utilities, Manufacturing, Pharma, Media & Telco, Retail. Proven track record in leading digital transformation, cloud transformation, and AI-driven software intelligence initiatives, enabling organizations to accelerate legacy modernization, reduce technical debt, and improve operational efficiency. Expert in managing multimillion-euro pipelines, enhancing forecast accuracy, and governing complex deal cycles in highly competitive enterprise environments.

Recognized for building strong relationships with C-Suite stakeholders (CIO, CTO, COO, CFO), orchestrating partner ecosystems (SAP, Salesforce, Cloud Service Provider, Advisory and System Integration), and leading cross-functional teams to deliver measurable business value. Demonstrated leadership in defining go-to-market strategies, positioning high-impact enterprise solutions, and closing strategic deals that support long-term growth and transformation. Achieved 100-140% quota attainment and contributed to double-digit YoY revenue growth.

Experienced in applying MEDDICC/MEDDPICC methodologies to improve qualification accuracy, forecast reliability, and enterprise deal governance.

SENIOR SALES ENTERPRISE ACCOUNT EXECUTIVE at CAST Software (2024-10 – Present)

• Lead enterprise sales, business development, and territory strategy across BFSI, Energy & Utilities, Pharma, Manufacturing, Retail, and Telco. Position AI-driven software intelligence solutions to accelerate cloud migration, application modernization, and technical debt remediation.
• Build and manage pipeline coverage (3x-5x), improving forecast accuracy and orchestrating cross-functional teams for complex delivery
• Conduct enterprise negotiations, contract management, and RFP/RFI processes
• Drive partner-led sales, co-selling programs, and alliance initiatives with cloud providers and system integrators
• Engage C-Suite stakeholders to support digital transformation, risk & compliance alignment, and modernization
• Key clients/pipeline: Engie, A2A, Eni/Plenitude, Snam, Italgas, Dolomiti Energia, EON, Alperia, Pirelli, ABB, CNH, Fortidia, Tecnimont, Intesa Sanpaolo, UniCredit, Credit Agricole, BPER, ING, Mediolanum, Cerved, Banca Sella, BNP Paribas, MPS, Finomnia.

SENIOR SALES ACCOUNT EXECUTIVE at Symphonie Partners (2023-07 – 2024-09)

• Managed enterprise accounts (Energy & Utilities, BFSI, Industrial, Telco & Media) with focus on account strategy, cross-selling, and upselling.
• Developed territory plans, market penetration strategies, and data-driven sales initiatives.
• Strengthened alliances with Salesforce and Tableau through partner-led sales and co-selling. Improved win rate through value-based selling and tailored solution design.

CEO & FOUNDER at Hvaluegroup, Hvaluedigital (2019-03 – 2023-06)

• Founded and managed two companies in training and workplace safety. Led full-cycle business development: defined go-to-market strategy, built the sales pipeline from scratch, acquired corporate clients, established strategic partnerships, and managed P&L. Designed and launched a digital platform for training process management.
• Key achievement: Grew both companies to profitability with a portfolio of 40+ corporate clients
• Experience gained: Building from zero, operating in ambiguity, and taking full ownership of commercial outcomes

SENIOR SALES ACCOUNT EXECUTIVE & PRACTICE MANAGER at Fincons Group (2009-09 – 2019-02)

• Led sales and business development for Financial Services, Energy & Utilities, Manufacturing. Managed a 100+ person practice across SAP, Business Intelligence and Legacy.
• Oversaw budget, resource allocation, and project delivery.
• Negotiated enterprise contracts and drove digital transformation initiatives.
• Key clients: Enel, Engie, Repower, A2A, Eni, 2iRete Gas, Sorgenia, Intesa Sanpaolo, UniCredit, Credit Agricole, Fideuram, Cerved, GDF Suez, Mermec, RCS, Pirelli, ST Microelectronics.

CLIENT MANAGER & TEAM LEADER at Accenture (2007-06 – 2009-08)

• Managed projects for UniCredit Leasing, UniCredit Consumer Financing and Enel.
• Led BI, DWH, CRM and Basel II initiatives.
• Served as Faculty Leader for Business Intelligence and Data Warehouse.
• Key clients/pipeline: Engie, A2A, Eni/Plenitude, Snam, Italgas, Dolomiti Energia, EON, Alperia, Pirelli, ABB, CNH, Fortidia, Tecnimont, Intesa Sanpaolo, UniCredit, Credit Agricole, BPER, ING, Mediolanum, Cerved, Banca Sella, BNP Paribas, MPS, Finomnia.

E-BUSINESS APPLICATION ENGINEER & PROJECT MANAGER at Espin (FIAT GROUP) (2001-03 – 2007-06)

• Managed worldwide DWH integration for Fiat Auto.
• Led e-procurement and call center transformation projects.
• Served as Security Project Manager for corporate policies.

INTEGRATION PROJECT MANAGER at Steelscreen AB (2000-03 – 2001-05)

• Managed a European integration team for marketplace-ERP interoperability.
• Conducted software selection for B2B integration.

IT MANAGER & MULTIMEDIA MARKETING MANAGER at Vemera Tour Operator (1999-07 – 2000-03)

• Managed IT operations and marketing initiatives.
• Developed web content and coordinated Jubilee 2000 activities.

CONSULTANT at Municipality of Terni (1996-01 – 1999-07)

• Planned marketing strategies and managed cultural and tourism events.
• Coordinated sponsorships, artist relations and event logistics.

High School Diploma – Liceo Scientifico Galilei (1984 – 1989)

Undergraduate Coursework in Economics – University of Perugia (1989 – 1994)