In this role I provide value & consultative Selling to drive in cybersecurity the strategy in managing the Major Enterprise Customers for Northern Italy

In this role I provide value & consultative Selling to drive the strategy in the cybersecurity and managing the Major Enterprise Customers for Northern Italy

In this position I'm responsible for quickly and positively impacting the customer's real and perceived value of a relationship with CA by leveraging best practices in solution development, design and deployment. This position understands the technology and business requirements and how to bridge them creating customer value.Key Responsibilities- Develop trusted and influential relationships with the technical decision-making and decision-influencing customer contacts (including the CIO or CTO) and provide technical perspective and guidance for the customer's business executive level contacts.- to be perceived by the customer as being both customer centric and solutions oriented, bring tangible value in terms of industry/technical experience, knowledge, and expertise. - Pursue revenue opportunities while balancing the risk to CA. - Deliver positive, quantifiable results for CA and its customers which will be measured across four primary areas- Collaborate and consult with Sales to accurately understand the customer's issues that are the impetus for them to look at CA's solutions. - Persuasively communicate CA's capabilities and vision for solutions by preparing and / or conducting demonstrations, whiteboard discussions and presentations. - Understanding of the customer's industry and their competition. - Collaborate with account team to appropriately map CA technology to the customers' business drivers utilizing the CA Sales Process (development of Business DNA's, competitive strategy business and IT initiatives). - Trusted advisor to the account team; provide best practices for client proposals/work product by providing business value alignment and execution roadmaps. - Articulate CA's technology vision and strategy and communicate its business value and impact. - Set and manage appropriate customer expectations throughout the Opportunity Lifecycle

-As BTA, I provide strategic and tactical guidance to ensure effective opportunities discovery based on an accurate understanding of the Customers issues that are the trigger for them to look at CA's solutions -Covering a trusted advisor position dedicated to the key/Top CA Accounts, I assure that the customers understood the technical and business value provided by the CA solutions they were evaluating . -I develope trusted and influential relationships with the technical decision-making and decision-influencing customer contacts (including the CIO or CTO) and provided technical perspective and guidance for the customer's business executive level contacts.-Based on the Account Plan strategy built with Account Director/Manager and Team, I engage and coordinat all pre sales and delivery resources for positively impact the customer's real and perceived value of a relationship with CA by leveraging best practices in solution, design and deployment. -I support sales teams during complex enterprise software sales cycles: defining the right strategy , identifying opportunities, designing custom Demonstrations, leading POCs, ROI and Business Case and creating and presenting executive summary for C-Level Meeting .

In this position, I'm on head of BMC Italian delivery organization focused on Data Center Automation solutions. Under my responsability there are all delivery and operations acitivities necessary to deliver the design,the implementation and the support for all BMC Software solution in the Assurance (Monitoring, Impact Management, Capacity Management) and Automation disciplines (Blade Logic, Orchestration,Configuration Automation for Client and Network).

As Principal Value Consultant Leader , in the Presales organization, I provide strategic and tactical guidance to ensure that the customers realize the maximum value from the BMC solutions they invested in and implemented, or they are preparing to implement. Based on the Account Plan strategy, I engage and coordinate all pre sales resources and activities necessary to support the complete the sales cycle, from a technical point of view.My best areas of experience are : Monitoring and Impact Management, Data Centre Automation, Capacity Management, Service Desk

In this position ( in EDS now DCX Technology) I report directly to the EMEA ITO ( Infrastructure Technology Outsourcing) Executive Director and I am responsible at the Italian level of the management of a technical organization, “capability”, composed of 200 people located in three main EDS Sites ( Milan, Rome and Bari).The objectives of this “capability” are to provide IT Outsourcing Services with particular focus on Monitoring Automation and System Management services.

Analysis, plan, and control activities needed for the implementation of technical customized services in environment IBM and Microsoft.Among my responsibilities, the design and to define operational technical solutions, needed to provide professional services drawn up and upon with the customers and to coordinate the technical teams involved.The major projects were: Novell migration, Windows NT for La Fondiaria Insurance, Implementation Windows NT and Lotus Notes for Comune di Genova