2. PERSONAL INFORMATION Born on 26 March of 1969 in Italy (city of Alessandria) Living in Milan downtown Married with Paola Father of two little boys (3 and 6 y. Old) Owns a Bachelors Degree in Sociology and Organization of work
3. Professional Information I was a self starter professional working as co-founder and sales manager at TopWork in 1995, being pioneer in web marketing.I joined I.NET SPA in early 1997 for two years covering the account manager position on the fast growing internet market in Italy.I got my abroad experience joining Cisco International BV in Amsterdam as Sales Representative on the Italian Market during 1998 and 1999.Back to Italy (Milan) with the position of Enterprise Account Manager up to 2001.Territory Market Manager for Mid Market and Local Pubblic Sector in Lombardia area since 2001 to 2003.Territory Area Manager in the north-west area up to 2006.Currently covering the Position of Business Manager on SP Market since 2006 dealing with main SP/Telco Operators on the Italian Market, leading Go To Market and Service Creation Projects.With a long successfull track of sales results and stretching assigned quota in the different positions, I acquired significative cross competencies in End User and Channell relationship and sales management .
4. Current position at Cisco – since FY06 TERRITORY BUSINESS MANAGER Focus: Service Provider Market – Resale and Managed Services sell through Fastweb SPA Main Tasks : The activity is a balanced mix of Business Development, Channel Sales and Service Creation - Manage and streach sales quota - Build and Manage the Business Plan with Fastweb related to Partner Led Market - Define the engagement and the “Evision, Build and Sale” strategy with the Operator - Developing relationship with : sales and marketing, planning, purchaising department, logistics and service delivery at Executive Level - Leads Service Creation Projects business development - Interface with Cisco Business Units for the development of Service Creation Projects - Go To Market programs implementation with SP Sales Divisions engagement - Managing relationship with the partners involved in the resale activities - Define Marketing activities for specific SP sales programs - Define communication campaign - Identify new markets-solutions opportunities - Coordinate SP Coverage
5. Previous experiences at Cisco Since FY03 to FY06 – Territory Area Manager Managing North West Area in Italy leading sales team with quota management through sales development on Mid Market aend Enterprise Accounts and Channel engagement. FY01 and FY02 – Territory Account Manager Working on Mid Market and Local Pubblic Sector accounts in Lombardia Area FY00 – Account Manager Enterprise Managing assigned clients portfolio for the Enterprise Market in the Industry Segment In FY99 – Inside Sales Representative at Cisco Systems International BV – EMEA Inside Sales Department in Amsterdam. Supporting SP and Enterprise Italian Account Team
6. Before Cisco During 1997 and 1998, Account Manager at I.NET spa, the company today acquired by BT, offered to me and few other young professionals the “unforgettable experience” of the Internet first propagation at the end of the nineties. Co-Founder and Sales Manager of Top Work Scrl in 1996. Web Marketing Solutions and Services and the first real sales: for sure, the right vision.
7. Accomplishments FY05 : best quota stretch with more the 220% of quota achievement During FY06-07-08 main contributor to the SP SMB/Commercial Team with an avarage of more then 45% of total SP Team Bookings Performance ratings on request
8. Professional Training (main) Managing Employee Performance-EMEA Pressure Management Exercising Influence: Building Relationship Managing Others Working Across Cultures European Sales Masters – 3 Modules Manufacturing Business Foundamentals Managed Services and New Business Models (FY10) Data Centre Sales Master (FY10) ICT as a service in the Italian market (MIP in Milan – FY10) Cloud Services – SaaS/PaaS/IaaS (MIP in Milan – FY10) Executive relationship on the field (FY10)
9. Personal Information Pietro and Vittorio - Pics - Paola - Pics - Adolfo Thomas Cossa (distance adoption) - Pics -
