Francesco Leto Email & Phone Number

London, Gb

Pune, Maharashtra, In

Managing the strategic Alliances in EMEA with major software vendors SAP, Oracle, INFOR

President and Co-Founder of the local association of touristic entrepreneurs with a mission to build a touristic brand "RIVIERA & BORGHI DEGLI ANGELI" for the lower Jonian Coast and inland in Calabria. We promote our territory and touristic offer through the web, marketing campaigns, participation in specific events. Riviera & Borghi Degli Angeli www.rivieradegliangeli.it is characterized by the unspoiled seaside, old traditional middle ages villages with a possibility to experience old farmers' lifestyles, as well as visiting a rich collection of religious monuments and breathtaking events.We provide cloud services for Propriety Management Systems, Booking Engine, Channel Manager for holiday rentals

Badolato Marina, Catanzaro, It

Owner and co-founder of Casa Maja, www.casamaja.it, a vacation apartment rental propriety in Badolato Marina, a Middle Ages Inn under refurbishment in Badolato Borgo, and an agriculture olive orchard country club in our local panoramic countryside in Riviera & Borghi degli Angeli, within the lower Jonian seaside in Calabria, south Italy. Independent apartments and rooms for your seaside relax and experiential holiday within an old middle-ages village, extra-virgin olive oil production and local food specialities.

Milano, Mi, It

Part-time contract role, supporting the local operations starting up the development hub in Calabria

Munich, Bavaria, De

Alliances and Channels Partner Sales Director. Two Impulse helps companies understand and apply the latest AI, IoT, Machine Learning, and NLP technology to their business, focusing on developing scalable AI solutions that create immediate value for our customers.We specialize in NLP Natural Language Processing, computer vision, Big Data, AI, and robotics. Our mission: “Augment Human Intelligence”. AI opens up new scope for the unfolding of human talents’ full potential by automating repetitive and time-consuming activities

Austin, Tx, Us

Crossover is a subsidiary of ESW Capital Private Equity based in Dallas Texas, leading and managing all IT operations staffing and recruitment for all of the different international business software companies in the portfolio. As Vice President of Sales at Crossover, I help to staff companies by connecting them with the best talent in the world, by recruiting, staffing and building sales teams from Junior to Executive positions.

Recruiting, building and managing a growing team of sales agents and centers distributing mobile telecommunication solutions/services based in Milan and with a geographical focus on South Italy.

Pamplona, Navarra, Es

Executive member, working with CEO and Board to lead global worldwide field Sales and Professional Services, in charge to enable and mentor Partners, crafting long-lasting relations of trust, building a winning Channel Partner network, engaging with high potential like-minded third parties to deliver client satisfaction achiveing Software Subscriptions, Cloud Infrastruscture-as-a-Service (IaaS) and Consultancy revenue growing the company to become an Opensource Business Applications reference player in the Retail Industry.Since Oct. 2016 in the role of Director New Markets Business Development covering Europe, Middle East, Africa, North America managing Key Accounts and indirect sales.Responsibilities & Major Achievements:• Implemented, executed the “RETAIL FIRST” strategy, transitioning company from early Opensource ERP player to a Commerce Suite flagship offering leader, driving internal and Partner Network change. Introduced corporate Value Themes, Operational model, new hires and organizational setup, defining key countries and regions focus and expansion. • Linear and constant YoY Software Subscription Sales growth, leading pipeline cycles, forecasting, Accounts and Partnership Deals over an enhanced cloud offering (AWS Amazon Web Services) and product portfolio modules evolution. • Developed and enhanced the channel and alliances network, designing the new Partner Program, organizing a specific management unit to recruit, engage and mentor optimized relations with 140+ companies and partner types. • Guided the design and update of the new Enablement Portfolio refreshing partner ecosystem skills with new certification curriculums portal content, focused on Retail business drivers, and served by an international support team integrated into the software factory. • Fostered Services Unit new lead and mind set change, advanced Pre-Sales support to achieve superior Gold Client success, sales and bookings growth.

Walldorf, Bw, De

Emerging Markets expansion in East Europe, Middle East, Africa, by leading & managing an extended team of 12+ people. Business Developer in a Community of 500+ Partners innovating & adopting the SAP 5 Markets portfolio (Apps, Analytics, Mobile, Cloud, DB & Technology) by thought leadership, skills development integrated in Social Media tools.• Create, drive, review the Partner Enablement strategy plan with multiple stakeholders (Ecosystem & Channel Excellence, Territory sales, Solution Center, Value University) based on indirect sales KPIs, (+30% YoY revenue Africa Growth Plan). • Execute the event calendar targeting VARs, SIs, OEMs and Top Partners by priorities/roles (Sales, Marketing, Service consultants) to achieve boost of sales and project delivery efficiency in the entire value chain (Solution Qualification, Marketing & sales promotions, Pipeline, Sales Readiness, Support, PartnerEdge™ status. • Improved partner autonomy assigning 100+ grades/recognitions to sales and pre-sales reps delivering Value Selling, One Sales, Challenger methodologies. 50% increase of SAP Certified Consultants through Special Academy, “Skills for Africa” and University Alliances. • Managing 1M+ euro Funds to drive faster Partner adoption of innovation (Cloud, XaaS, Big Data, HANA, Mobility) engaging leaders in Inner Circles, presentations, speeches at key events. • Cutting training/travel costs leading & executing 4 Editions of the “SAP Best Performance Partner Challenge”. • Leading adoption and implementation of EMEA Partner University, Partner Enablement Center, improving the Digital Experience on PartnerEdge™ Portal, a “one stop” platform for training content. social media interaction, blogs, studies, reaching 1000+ companies, 4000+individuals, 10000+ sessions, and external agencies (PDA Group). • Increase lead & demand generation, Net New Names by 30% delivering Marketing Excellence & Funnel workshops, tools, virtual agency, social media selling.

Walldorf, Bw, De

- Designed and introduced new Virtual Online Business Enablement and learning Methodology setting up a Pan-EMEA “Best Performance Partner Challenge” initiative, inspired to the world of Sports. - Leading as self starter a 12 member project team, managin more than 200 top partner companies involved yearly. - Developed a mature partner community, leveraging new Social Media platforms, tools and trends, developed, publishing and sharing online content, sharpening a winning business spirit contributing to more of 50% of indirect revenue, while on average top performers increase revenue by 100%. - Cutted travel costs adopting online learning platforms and ensuring effective partner communication, content development and contribution. - Project leader, ensuring enriching existing partner newsletters, blogs, managing the LinkedIn Best Performance for SAP Partners group (see http://www.linkedin.com/groups?mostPopular=&gid=2258960 ) including 500+ members (teams, partners, supporters, customers), 60+ discussions, 1200+ comments and endorsements, promoting YouTube Video channels, with relevant local content working with third party agencies, promoting that the initiative is well represented in EMEA and Global award programs .

Walldorf, Bw, De

Strategic business enablement of our Ecosystems and Channel partners to excel in sales and delivery.Driving and executing key initiatives, development of a 3 tier channel of 300+ EMEA Resellers, Distributors and System Integrators Ensuring achievement of each country ecosystem indirect sales by a proper channel go to market strategy in the Small & Medium Enterprise segment, by - driving partners to use traditional Baseline Business case to develop & qualify Partner SAP Business All-in-One Solutions, ie a package of SAP Software and partner content and business competencies, increasing the solution portfolio by 40+ packages in 3 years for different industries.- enhancing partners specialization by adopting SAP 5 Markets strategy innovation portfolio (Applications, Analytics, Mobile, Cloud, Database & Technology) and developing their organizations to cover Sales & Pre-Sales processes and certified consulting services, structured over the entire sales cycle. - Leader of PAN EMEA Projects, managing variable 500K+ Euro Funding, driving and coordinating local Channel Managers, Sales & Marketing colleagues, in a matrix dotted line reporting, for partner training, enablement and recruiting activities. Special Initiatives to support indirect revenue achievement including EMEA Top VAR recognition and acceleration focus, Tailored design of Enablement packages, Talent recruiting programs, Fast Start initiatives and marketing, Building a community of Best Performance for our partners through business challenges, designed and introduced new Virtual Online Business Enablement and learning Methodology, the EMEA “Best Performance Partner Challenge” initiative, leveraging new Social Media tools and trends, contributing to more of 50% of indirect revenue, top performers increase revenue by 100%. - Main achievements include broader territory channel coverage, 30% Year over year revenue increase, Supporting Indirect revenue growth by 140% on average

Walldorf, Bw, De

SAP AG S.E.M.E. (South East Europe & Middle East) Senior Channel Program Manager SAP S.E.M.E. (South East Europe & Middle East)Structured a 3 tier channel of 300+ Resellers, Distributors and System Integrators, to increase +45% revenue in 10+ South-East EMEA countries by running specific Sales & Pre-Sales camps, certified consulting services, supporting the recruitment, development, and coaching of their organizational capacity in accordance to market potential of each, within execution of corporate initiatives such as 1) EMEA Top VAR Acceleration; 2) Merged acquired Business Objects partners in the PartnerEdge ™ “Go for Gold” program; 3) Tailored design of onsite Enablement packages and online training and interaction modules, 4) TalentNet Platform for recruiting programs, 5) Fast Start implementation (2007-2008).

Walldorf, Bw, De

Position / Responsibilities : Channel Manager & Recruiter Working on the Small Medium Enterprise market sector, recruiting and building new relations with Channel Partners within the guidelines of our international corporate Partner Edge Program. - Reached the objective to build a country sales channel, recruiting the right partners (different IT company profiles) to cover 3 whitespace geographic regions, 2 market verticals, and solution expertise sharing the mission with an International recruiting agency. Increased Channel Capacity as Key Performance Indicator as the number of Full Time Equivalent sales resources, geography penetration, vertical solution skills and development, in order to ensure market control & coverage to achieve customer new names and tend to a volume business. In more than one year the channel capacity has grown more than 60 % and market coverage through partners is reflecting both the manufacturing and services verticals. - Evolved the Indirect Channel in a 2 tier (multilevel) partner model as the organization leveraged on Value Added Resellers (VAR) and Extended Business Affiliates which became an EMEA Best Practice, recognizing the pioneering experience and achievement to the Italian country. - Managed, mapped and profiled the partner community and strategy against the market segments and changing trends as well as SAP evolving solution portfolio. - Achieved business & pipeline management with partners, yearly business planning, building a strong relation in order to coach partners to success and reaching indirect sales target as well as Internal liaising with Marketing and Education departments to deliver an enablement program to partners.- Pre -launch phase of the new portfolio “SAP BusinessByDesign™” software-as-a-service offering, conducting initial market screening, and developing the new total customer experience sales model.

Austin, Texas, Us

Position: Sales Executive Worked initially on the SME Small Medium Enterprises in the Process Manufacturing Sector (2002-2003) and lately on assigned Named Italian & International Accounts within different Industry/Geographic sectors. Leading direct & indirect sales with 1 M Euro target/Year with preferred solution partners positioning all the Oracle Technology Product Stack, as well as the integration with Business Applications and Services. The activity was carried out targeting assigned customers and prospects, building a Territory Business Plan to be shared with the telesales team and other Oracle Business Units and Partners. This also involves interacting outside with C-level counterparts and inside management of virtual team and resources, periodic reporting & forecasting. Major projects of interest and success stories include the following wins:• Enterprise Portal & Content Management for major Italian household group• Adoption of a complete Oracle Technology stack for all local plants of an International steel/metal company• License audit and High Availability platform for the production plant of a major Tractor and Agriculture machine producer• Database in High Availability configuration as support for Mission Critical Applications for both Admin & Plant management for Chemical and Pharmaceutical Companies • In several cases, especially International customers, there was also the need to be involved in Licenses Management & Auditing reviewing customer’s install base & Business Practices.

Austin, Texas, Us

Position: Alliance Account Manager Alliance Account Manager in managing strategic business relationships with major Italian and International Alliance Partners such as Consultancy Firms (Big 5), System Integrators, Software & Platform Vendors and third parties among which SUN MICROSYSTEMS, NCR, Deloitte, AtosOrigin, Etnoteam, CAP Gemini Ernst &Young, Gruppo Engineering, Datamat & local Software Houses etc. Referring to the international ORACLE PARTNER NETWORK program as a business model, job functions included partner legal enrollment & contract subscription, sales negotiations and joint GO-TO-Market agreements and campaign executions by sharing a local or European/Regional business plan and pipeline. Key interaction was also with colleagues at European level, telesales team, and sales account managers. Main achievements included driving license revenue, creating ORACLE Competence Centers and promoting Oracle products and culture within partner’s organizations, breakthrough on new vertical sectors. - Pioneered, defined and implemented new e-business models in the changing internet age, for Service providers, Hosting Partners, and SW Resellers such as Service Bureau, embedded, run-time licensing and fees. During 1999 I conducted in conjunction with Deloitte, AC Nielsen & University Politecnico Milan, the organization of a Post University “Mini-Master” course as competence building, leading to selection of students to be hired internally and by partners after becoming experts on Oracle Business Intelligence & Corporate Management Products

Austin, Texas, Us

Position: Tele- Sales Executive (Direct Marketing Division- European Interaction Center) Duties included telesales activity, prospecting, telemarketing, lead generation, interacting with Italian field-colleagues, partners, customer C-Levels. I started in a team development phase, acting also as a mentor for younger new employees, developing team building skills with responsibilities to start up Telesales and other internal business processes for the FINANCE market sector (Banking & Insurance). Reporting to the Italian team leader, in 15 months, the group doubled in size and increased weight and importance for the Italian country deal management

Armonk, New York, Ny, Us

Position: Account Sales Executive The task was to start up sales & prospecting activity all over Italy, involved in the company’s new sales strategy to deliver to new verticals C.A.S.E Software products, project consultancy & outsourcing of IT systems and applications development, both on national and international markets. (SEMEA), also following up international RFP. This included prospecting, presentation, conducting negotiation, strongly target oriented to develop and acquire new customers. Banking, Insurance, Manufacturing, Retail & Utilities were sectors covered. Counterparts included Large Accounts and Partners (IBM, Tandem, Informix, EDS), Software Houses & other third parties (System Integrators e ISV). Achievements includes sales revenue, new local partnership definitions with SW Houses and opening new fronts on new markets (extra Banking & Insurance).

Costa Mesa, Ca, Us

Position: Account Sales Executive In EXPERIAN as Sales Executive for IT Decision Support Systems and Credit Risk Management Services.

Bologna, It

Former MEIE ASSICURAZIONI. Activity included planning, implementing and managing the company EDP Network (IBM WAN SNA VTAM NCP NETVIEW e LAN) that was then enhanced, extended and integrated (Internetworking with R.I.T.A. e TELECOM networks). As Chief IT NETWORK Officer I also managed the operational team and related projects.

Munich, De

Within the Division PCM (Plug Compatible Machines) distributor of IBM compatible Mainframe & Peripherals (Comparex, Hitachi, Westinghouse). Based in Milan but frequently travelling abroad.System Engineer IBM MVS environment first as System Engineer providing technical support for the following activities: Installation, Maintenance, Planning, Performance Evaluation e Capacity Planning, for centralized & distributed EDP systems, Enterprise Data Centers and related peripheral units. Main Projects in Banco di Sardegna, SIP/Telecom.This evolved in consultancy activity & assistance oriented towards customer satisfaction, project management as Product Specialist especially for the Organization & Automation of the Data Center and Tape Library by means of Robotic (Unimation & Westinghouse product) tape mounting system. This became my Bachelor Thesis subject. Main projects in Banca Popolare Milano, Meie Assicurazioni, Siemens Telecomunicazioni.I also acted as Pre-Sales Product Manager carrying out sales-support duties to colleagues in pre and post-sales phases, product marketing, coordination with customer’s management and colleagues, and functioning as reference person towards foreign HQ. Product management included preparing price list e sales kits, documentation & technical courses for Salesmen, technical consultancy in the sales negotiations, product and services presentations, competition analysis. In those 6 years, our BU grew 3 times in revenue and Headcount.

Laurea, Scienze & Tecniche Psicologiche

Bachelor'S Degree, Computer Science

Bachelor'S Degree, Computer Science

Laurea, Scienze Delle Informazioni

Mvs System Programmer, Assembler

Education record

Education record