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    Personal information
    Contact information
    Candidate Profile
     Date Submitted:17-02-2012
     Last Modified:20-02-2012 (10:48)
    Job information
     Current job:Senior Business Development Manager
     Employment Term:Temp/Contract
     Job location:Own country
     Date available:immediately
     Industry:Satellite Manufacturers and Subcontractors, Satellite Operators, , , Business Services, Consulting/Engineering Services
     KeywordsSales Executive Director, Sales Area Manager, Business Development Manager

    Date of birth:                 9th February 1957

    Birthplace:                     Rome, Italy


    Civil status:                    Married, 1 boy


    Nationality:                    Italian


    Military service:              Fulfilled in the Navy as a naval officer


    Education:                     Telecommunications Technical Institute diploma (1975).

                                       “La Sapienza” University to Rome (Telecommunications  

                                       Engineering – 1976/1982)


    Professional trainings:      Qualified electronic engineer diploma for radio links, telegraphic & telephonic multiplexers issued by the C.E.M.M. Navy school (1977)


    Main Courses:                Sales techniques (1985), Westinghouse Concentrators (1985),

                                                   Videcom Apollo Systems (1986), Icot Systems (1986),              

                                      Workforce management and leadership (1986), Company wide

                                                   Quality Control (1991), Sales management (1992), The Quality’s

                                                   Marketing (1995), The TLC’s Market and the Sales activity

                                                   (1998), VSAT product training (1999-2000), The Network

                                                   Services selling (2001), Skyreach broadcast selling (2003),

                                                   Broadcast & Media (2004), Siebel CRM solutions (2004),

    HitachiData Storage Solutions (2007), Riverbed Steelhead

    product family (2008), Citrix XenApp, XenDesktop, XenServer

    products (2008)


    Foreign languages:          Italian, native or bilingual proficiency

    English, full professional proficiency

    French, full professional proficiency

    Spanish, professional working proficiency

    German, limited working proficiency


    Latest job description

    Since January 2005 I’m working as a Corporate & Sales Senior Adviser for International Telecommunication and IT Companies (Aspex, FLInternational, Media Broadcast GmbH, etc… as independent contractor).  

    From November 2008 to January 2012 I’ve been engaged as a Senior Telecommunication Consultant  with Media Broadcast GmbH leading service provider for the broadcast and media industries. During the three years I have had the full responsibility for both the customers base widening to Italy and the attainment of the yearly turnover.   

    From August 2007 to September 2009 I’ve been working as a Business Development Manager with Lyra S.r.l., a privately owned company specialized in the design and development of Value Added Messaging Systems and in the customization of applications based on various programming languages. Lyra is one of the most qualified service providers of Poste Italiane and it’s offering a wide range of voice and data network systems and services to carriers, industries, government and system integrators. The Company has gone through a period of rapid growth modifying its own original structure (essentially only one Client) and implementing its own Customer base constantly. I’d like to highlight the good results  achieved with my personal activity: yearly turnover increased of the 30%  and customer base widening of the 25%.


    Previous job description

    Since the start of 2004 employed with British Telecom Ltd as a Business Development Manager for Italy. The role included the responsibility of the sales activities in order to promote and to sell a whole range of BT products and services (VSat and Business solutions) to both Corporate and Government Companies for direct sales and to Carriers (Telecom, Infostrada, Wind, Vodafone, Fastweb etc..) and System Integrators (Telespazio, Datamat, Datelnet etc…) for direct and indirect sales (channel management). Additionally, I had the opportunity to develop solid public relations in the specific market segment of Retailers, Universities, Hospitals and Nursing Homes, I.R.C.C.S. (Istituti di Ricerca e Cura a Carattere Scientifico), Pharmaceutical Industries, National Associations of Cardiology (SIC, ANCE, ANMCO, SIEC) and International Groups for Congresses Events and  Communication (AIM, AISC, ARISTEA, IOS etc…).

    Since June 1998 employed with Orion Network Systems Europe Inc. (later Loral Cyberstar, Loral Skynet Europe Ltd and actually Telesat Canada) as Sales Manager for Centre & Southern Italy. From February 2002 I was named Regional Sales Director EMEA responsible for Italy, Romania, Greece, Malta, Moldavia, Kazakhstan, Switzerland (French area speaking only), Algeria, Morocco and Tunisia.

    The role included responsibility and co-ordination of the marketing and sales activities of the staff in order to promote and to sell a whole range of Loral Skynet space services in above countries addressing the following vertical markets: Enterprise and Government Companies for direct sales and Carriers, ISP’s, System Integrators and Mobile Providers for direct and indirect sales. The task expected also the check and the supervision of the contract’s billing in accordance with the terms and conditions stated in the final document countersigned with the end user Company. Mainly with Orion/Loral but also with BT and Media Broadcast, some years later, I have had the opportunity to sell IP and broadband links via satellite complex projects into the following market’s areas: automotive, pharmaceutical industries, institutes of research, government, (the following link to get all details about this international project), universities, oil and gas, foreign Internet offices,  hospitals, banks and financial institutions, hotel industries, media, publishing, ISP,  mobile providers, NGO’s, carriers, enterprise and manufacturers, to Italy and abroad.


    Relevant experience


    ·         Internet

    Complete knowledge of Internet services and of the market in Italy including ISP’s and Carriers offer.


    ·         VSat (very small aperture terminal) and Broadcast satellite business.

          Complete knowledge of VSat and Broadcast business. Several long term contracts closed successfully within the last twenty years with the main actors of the market. Between one to three millions US$ per year the personal revenue targets reached since 2000 with the selling of VSat/Media products and services in the area of competence. Customer and Company Top Management references available at any time.


    ·         Company management

    Proactive management sales activities in Italy and abroad by ensuring that Companies and all their products and services are commercially and professionally represented at any time. Management of technical and sales staff.


    ·         Product management

    Support to the implementation and design of telecom products in Italy, adapting services to the Italian market context. Constant relationship with Company Headquarters for products development. Promotional demonstrations and product trainings to increase new business


    ·         Bid management

    Support Italian sales in custom network design and no-standard solutions, including bid document creation, profit & loss analysis in order to allow Company to take bid / no-bid decision (1998-2010). Reference point for relations with HQ departments for special design requests explaining customer needs and drawing a first draft solution.


    ·         Marketing forecast

    Mainly focused on the Italian market monitoring of the situation, evolution and modification of the market’s demand in order to adapt products and services to the market and / or define / propose new products or service features. The activity included follow up of TLC regulatory environment for Italy (1998-2009).


    ·         National and International competitor analysis

    Constant monitoring and collection of information regarding national and international competitor’s activities and their services with the aim of positioning services at market levels, especially in terms of price and service features differentiators.


    ·         National and International pre-sale support

    Support of Italian sales force for standard national and international offers. Provide clarification and information on how to use and apply standard (off the shelf) products and services, and what propose to prospects and at which price. Presentations performed at the highest levels to the larger Customers (1998-2008).


    ·         Promotion and selling Companies products to main decision makers in the assigned area. Monitoring and constant implementation of the Customer base. Products launch, creation and maintenance of “boiler plates” and product presentations (1998-2009).

    Interfacing with operations department for new products and services; adapting or creating suitable presentations to the local market and language; constant updating of boiler plates in local language for bid construction. Analysis and definition of the offer and of the retail price list national and international.


    ·         Direct and indirect sales force training (1998-2006).


    ·         Attending and representing Companies with their products and services at seminars and exhibitions


    ·         Participation to meeting and conventions as a speaker.


    ·         Business Plan redaction.


    ·         Joining with the Headquarters for preparation and negotiation of re-seller contracts and conditions.


    The professional profile is completed by the knowledge of matters related to protocols and networks as X.25, Frame Relay, ATM, Internet and LAN interconnection, VSAT and managed bandwidth services, Info-media services (Business TV, remote Interactive Distance Learning, digital signage, broadcasting, multicasting , web-casting).


    Good knowledge and use of the operating systems AS 400, Windows 95/98, Windows NT 4.0, Windows 2000, Windows XP e Windows 7. Good knowledge and fluent use of the most commons back office tools (Outlook, Excel, Word, Access, Power Point, Publisher, Photoshop, Frontpage etc..) and of the Internet security software Norton, McAfee and Symantech.


    Other work experience


    January 2005 – up today

    Corporate and Sales Senior Adviser for International Telecommunication and IT Companies

    (Aspex, FL International, Media Broadcast  GmbH, etc… as independent contractor). 

    November 2008 – January 2012

    Media Broadcast GmbH, Senior Telecommunications Consultant and Business Development Manager Italy. Direct reporting to the Head of Satellite Group (Sales and Product Management). Full annual sales and revenue targets responsibility. Widening of the international customer base responsibility.


    August 2007 – September 2009

    Lyra S.r.l., Business Development Manager Italy. Contract level: Quadro

    Direct reporting to the Chief Executive Italy. Full annual sales and income target responsibility.


    April 2004 – December 2004

    British Telecom Ltd, Business Development Manager Italy. Contract level: Quadro.

    Direct reporting to the Director Europe. Full annual sales and income targets responsibility.


    June 1998 – March 2004

    Loral Skynet Ltd, Regional Sales Director EMEA. Contract level: Managership

    Direct reporting to the Chief Executive. Full annual sales and income targets responsibility for the assigned area . Management and responsibility of the sales staff activities.


    March 1998 – June 1998

    Management Consultant


    October 1997 – March 1998

    Intranet S.r.l., Sales & Marketing Director Italy. Contract level: Quadro.

    Direct reporting to the General Manager. Full annual sales and income targets responsibility.


    June 1996 – October 1997

    Itel S.r.l., Sales Director Italy. Contract level: Quadro.

    Direct reporting to the General Manager. Full annual sales and income targets responsibility.

    Management and responsibility of the sales staff activities.


    December 1981 – May 1996

    I.T.S. S.r.l., (Sita Group), Field Engineer (1981-1989) →Technical Director (1990-1991) →  Sales and Marketing Director Italy & Malta (1991-1996). Contract level: Quadro. Business training course of two years c/o Company Headquarters to Paris (specialization course of the French language c/o France Langue Institute to Paris for 6 months in the 1982).

    Direct reporting to the Chief Executive. Full annual sales and income targets responsibility.  Management of the technical staff before and of the sales team later on.


    June 1981 – December 1981 

    Philips S.p.a., Field Engineer


    March 1981 – June 1981

    CBM S.r.l.(Canon Group), Field Engineer


    March 1979 – March 1981

    Ansafone Elettronica S.p.a., Quality Control Engineer

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