Bruno Mancuso Email & Phone Number

Cary, Nc, Us

Dubai, United Arab Emirates

Dubai, United Arab Emirates

Lead MEA $100M Enterprise Data Center Group Channel business (10 resources across MEA). Drive Runrate volume sales with the region leaders around strategy, execution, deployment of key initiatives & programs and manage directly over 20 Distributors in MEA. Create new channel landscape to grow business with new solution market including cloud, AI, block-chain, big data, and security. Define completely new go-to-market for strategic solution alliances around HCI, SDS, DCI.* Key executive in charge of managing channels business in MEA* Deployed innovative Runrate Business: +100% growth, 40M$ on volume in 2018* Design and execute a new channel blueprint for MEA

United Arab Emirates

Design and executing business development and sales strategy within Middle East and Africa for IT Xchange, an international distributor of Personal Computer, and Server Technology with offices Canada, USA, UK, China, Japan, Australia and now MEA.- Develop customer and vendor strategic relationship- Develop and expand IT Xchange business in MEA- Plan and create business plan for the new MEA IT Xchange branch office

Dubai, Uae

Lead MEA $150M Enterprise Server and Storage Channel business. Drive weekly interlock with region leaders around strategy, execution, deployment of key initiatives.Lead Lenovo x86 value proposition to the channels (offerings/pricing/distribution/promotion). Create new route management system and regional team to grow business with Indipendent Software Vendors (ISVs), System Integrators (SIs) and Managed Service Providers (MSPs). Define and execute innovative partner enablement & marketing programs. Define go-to-market for strategic storage alliances – work with geographies to define sales actions.* Key executive in charge of managing System x channels transition to Lenovo for MEA* Deployed innovative Volume Business management - business grew +55% year in 2015* Defined innovative process to harmonize x86 and EBG in Lenovo

Dubai (Uae)

Responsible for $120M x86 Channel business. Lead Middle East, Africa and Turkey team of 18 resources to manage sales, channel enablement and marketing, leveraging on the volume channel strategy and value built for MEA. Drive weekly region execution including key initiatives around partner expansion, education and loyalty - business grew more than 60% over two years. Focus on data-center workloads and solutions for mid market and enterprise segments: infrastructure, high performance computing and cloud.* Created and deployed unique for IBM x86 Campaign models (more than 80% in 2 years, gained number two market share position in UAE on total business and volume)* Defined and deployed first-ever System x Specialty program (more than 20 member resellers)* Conceived and executed very successful new partner acquisition strategy on volume and value

Dubai (Uae)

Responsible for $30M x86 Server and Storage Volume business. Lead MEA global team of 10 resources - product, sales management, channel enablement and marketing. Responsible for overall pricing strategy and its successful execution. Maintain portfolio competitiveness by focusing on function, cost and timely new product transitions. Manage supply, End-of-Line transitions and inventory. Develop quarterly sales and marketing actions to achieve revenue and profit targets. Manage launch and go-to-market plans. Review and support key special bids and sales engagements. Involved in numerous partner engagements, participate in advisory councils and industry shows. Create targeted Small and Medium Business (SMB) promotions and campaigns. * Led project to define and launch Express program targeted to SMB customer set* Devised critical up-sell/cross-sell program to achieve competitive pricing and increase profit* Deployed new Stock and Sell Framework which resulted in 30% increased for System x Brand

Milan Area, Italy

Responsible for sales and relationship of the most important IBM South Europe Distributor, Computer Gross Italia (CGI) carrying an annual quota of $225M IBM revenue in hardware, software and services, Executive in charge of IBM for CGI. Review the business model of CGI to create a more profitable company to better compete in the market. Develop quarterly sales and marketing actions to increase the business partner breath. Manage sales executions within CGI sales and technical team. Organize marketing and educational events. Drive enablement of sales resources and partners. * Created a CGI internal business transformation for new acquisition (more than 20% in 2 years)* Conceived and executed a new management system to minimize over-stocking* Led a cross-brand integration marketing process

Madrid Area, Spain

Sales Leader for IBM Distributor x86 Sales Team in South West Europe. Collaborate closely with geography channel relationship manager to achieve sales, financial, marketing objectives. Inspire a team of 20 indirect reports managing distributors in all EMEA South West countries (exceeded budget first year). Drive weekly sales cadence interlocks related to sell-in/sell-out/week of supply and programs execution. Define and deploy programs, sales incentive stack for Server distributors. Special assignment to recover business in Spain and Portugal (more than 25% in a year)* Led a taskforce for channel program simplification* Led end-to-end cost reductions and operational improvements which resulted 5% profit savings

Milan Area, Italy

Lead System x business ($130M P&L owner, 50 resources) in Italy. Second line manager of a Sales, Marketing and Technical Business Unit. Transform organization structure to delegate more volume sales execution and decision authority to the Channel. Define and deploy optimized sales coverage model for enterprise and mid-market customer sets – drive tight weekly sales cadence with first line managers to execute on action plans. Establish war room process for complex opportunity management. Engage in close partnership with Microsoft and AMD Co. in EMEA to attack large High Performance Computing (HPC) opportunities (won huge supercomputer tender in Cineca, $10M). Created set of hardware/software infrastructure solutions targeted to mid-market. Manage C-level partnership with Telecom, Ferrari, Cineca, Credito Italiano and many others.* Deployed innovative and successful pricing delegation program for distributors (Bid Machine)* Designed and deployed very successful new customer acquisition program focused on Blades* Fiirst time ever market share position leadership in Italy, more than 36% according to IDC

Milan Area, Italy

In charge of IBM UNIX sales for Italy ($110M P&L owner, 25 sales resources). Responsible for Small and Medium Business and Sector sales as well preSales Technical support. Drive weekly sales cadences, managing price and special bid for high revenue opportunities. Work in partnership with Software Vendors to provide complete solutions to customers. Launch workstation offering for Computer Assisted Design (CAD) software. Manage C-level relationship with important customers as FIAT, Ferrari, S.Paolo. Manage product transitions and strategy. Drive enablement of sales resources and value partners. Define strategic brand direction. Expand population of active channel partners. Work closely with key regional distributors and resellers to track sales trends, develop sell-in and sell-out programs, and perform periodic business reviews. * Launch of SP High End Systems and HPC* Develop a new ISV Welcome pack offering - increase the business partners recruit by 20%* Ideated a unique workstation CAD hardware and software

Milan Area, Italy

Manager of the Technical Team, traditionally charge of design offerings and sale support and post-sales customer satisfaction. Transformed in two years in a leading team on system architecture, technology evaluation, hardware and software solution and sizing. Responsible for new hiring and talent development of 30 resources. Developed technical consultant career path and technical sales definition. * Designed and execute the preSales technical profession distinguished postSales support* Developed the new generation of UNIX sales specialist for IBM* Created the "Multi-Vendor Center of Competence" for cross-brand customer test environment

Milan Area, Italy

More than 9 years of sales engineering job. Software test team leader in Rome development Laboratory, Technical Leader in Palo Alto (California, USA) for 6 month product skill transfer, Team leader on network software development laboratory in Les Cleis s/o Bois (Paris, France) of an IBM-Bull project, solution architect for complex high end environments design. Involved in all biggest IT fairs, meeting in Italy, responsible of press product announcement and new products press conferences.* Won 2 years in a row one of the 10 Top European Technical Consultant award (Edinburgh, Paris)* Conceived and executed a strong interaction strategy between sales and technical community

Master’S Degree, Engineering - Robotic And Artificial Intelligence

High School, Liceo Scientifico

Activities and Societies: Student representative, theater and cine forum