Responsible for assigned sales quotas and goals within the market in Italy. I manage direct and indirect deals by leveraging partners and drive sales for the Manufacturing industry through the channel to fulfill customer needs. To increase the revenues of my assigned area I’ve put in place plans involving sales, marketing and technical efforts and resources.

In this role I develop sales strategy and implement sales initiatives to maximize penetration and revenue in key market segments of Italian Manufacturing industry. My primary focus is on Data Management (Autodesk Vault) and Factory Design Suite. I work with Technical Sales, Territory Sales, Field Marketing and Resellers on demand generation activities to drive new business, develop references and win dealsMy goal is to increase business by driving sales and technical sales capability internally and externally working closely with Channel Readiness Teams. I work with VARs to uncover opportunities of a wider use of Autodesk products, and I play an active role in obtaining feedback from customers, resellers, and field sales teams to help assess and determine future product requirements and direction.

Promoted to management partner accounts and profitability for the top 6 ADSK VARs, accounting for 40% of all Italian billings. Act as primary point of contact to provide strategic direction on all ADSK business, liaising with senior executives in VARs organisations to establish goals and define roadmaps for reaching said goals. Unify the efforts of marketing, vertical sales, application engineering, sales operations, consulting, legal, and F&A teams to drive forward momentum on partner goals. Monitor quarterly performance against forecasts, adjusting FCST on a weekly basis as necessary. Negotiate and manage high-level deals. Administer quarterly business reviews and quarterly business plans. Allocate the budget towards staff recruitment, tracking ROI of personnel investments.

Spearheaded business relations, partner pipelines, and partner relationship management for 5 direct VARs and 11 indirect VARS via 2 distributors. Tracked performance and conducted weekly reviews of forecasts and pipelines. Leveraged meetings and business reviews to discuss strategy and drive sales. Defined and implemented the South Europe vertical channel strategy, including creating the business case, following up on growth funds, and developing business plans with VARs and VADs. Maintained channel readiness via authorization requirements and staff training. Oversaw channel recruitment.

Developed and implemented key strategies for growing the channel partner network for Microsoft Business Solutions Products. Leveraged a keen understanding of the market, competition, partners, and customers to create an effective partner pipeline plan, including forecasting, recruitment, and tracking activities. Collaborated with new partners on initial business planning. Drove partner sales of service plans. Created targeted, localized activation strategies for the EMEA region. Tracked and managed EMEA team results.