Lorenzo Centurelli Email & Phone Number

Isola Di Capo Rizzuto (Kr)

Milan Area, Italy

NetWitness is a revolutionary platform that provides enterprises a precise and actionable understanding of everything happening on the network, to solve a wide range of challenging information security problems including: insider threats, zero-day exploits and targeted malware, advanced persistent threats, fraud, espionage, data leakage, and continuous monitoring of security controls.Development and management of the business for RSA’s NetWitness solutions (advanced security analisys & management platform, for both networks and applications), within the Southern Europe region. The role is to introduce the new solutions on the exisiting Top Accounts list and on an indentified number of prospects, developing at the same time key partnerships to grow Channel in the individual region.Management of the global region forecast, working with individual Key Account Managers already working in the various Countries for the traditional RSA’s products portfolio. Role is focused on providing the specialistic sales and business skills needed to develop the NetWitness opportunities and manage them to rapid closure.I developed the ability to manage & control business and forecast at an international level, with an higher approach to a “solution & consulting” selling, establishing multi-level relationships with the Customers org-chart. I also increased my personal attitude to the Business Development of emerging technologies and products, identifying and highlighting new Company/Business “must-to-have”.

Milan Area, Italy

In charge of the management of the distribution organization and of the development of an high-potential business growth channel.Business development of emerging products/technologies:• Give main support to the dedicated vertical teams for the new & strategic products, in order to push these products within key accounts and recruit new Customers in new markets• Leverage on the Distributors and the high-potential Resellers to multiply the sales presence and effectiveness on the market, in order to introduce and push emerging products/technologies (Application Control, IPS, DLP, Endpoint Security, Data Security)• Approach high-potential Reseller providing them a full package of “services” in order to let them start a joint business in zero-day: market analysis, Reseller’s Customer list screening for upsell, business activities planning, field marketing support activities definition, sales & technical skills development, end-users calls, opportunities qualification, RFI/RFP support, POC support, products deployment support• Use a layer of “facilitator tools” that contributes to make easier/possible a sale:Distributors management:• Reorganization of the Distributors landscape• Business Plan definition and implementation verification• Organization of the sales, marketing & technical strategy• Business development of new markets• Partners recruitmentHigh-potential resellers development:• Channel assessment to identify a group of “emerging” Resellers, with an high business development potential, that can help in driving new products in new market areas• Business plan, go-to-market strategy and objective definition• Technical / Sales trainings• Field Marketing engagement (to drive events, workshops, telemarketing, DEM, etc.)• End-users joint calls

Milan Area, Italy

In charge of the management of the Company technical activities in Italy, especially in the business development and pre-sales.Management of the Country technical activitieso Direct and indirect pre-saleso Channel training (workshops, seminars, newsletters, mailinglists, webcasts)o Post-sales critical issues managementCountry technical team (pre-sales and post-sales) managementMarketing supporto Creation of strategy and campaigns for new business generation (new products launch and Partners recruitment)o Media relationshipso Products marketingo Events planning & organization for both Customers and Partnerso Sales & technical material localizationSupport for the definition and the implementation of the sales & technical Country strategiesSupport in the reorganization of the sales ChannelI acquired more experience in people & decisional process management within multinational and cross-cultural organizations, working in virtual international teams. I developed methodologies of approach to activities/projects planning and implementation, and a better ability in the opportunities & situations qualification, especially for the introduction of new products/technologies. The extended marketing support increased my communication capabilities in bringing the Corporate strategies and messages to the market and I improved my ability to “translate” technical products features in business opportunities. I developed analysis and planning capabilities of the Channel business organization. I used to travel abroad for virtual teams collaboration, for both general strategy definition and pan-European Customers coordination.

Technical consulting on system management products (CA Unicenter TNG) and security products (CA eTrust suite):• Performing technical pre-sales tasks, such as presentations and demonstrations• Providing assistance for preparation of Statements of Work as required• Implementing a CA solution for a client under the direction of the Project Manager in accordance with the Project Plan• Ensuring that they have strong technical depth and understanding in CA products with which they work, and attend training and seek mentoring accordingly• Escalating any product issues they encounter which impact their ability to use the technology on order to achieve the pre or post sales deliverable required• Assisting the Technical Service Engineers as requestedI had the possibility to improve the structured project management, with the acquisition of operational procedures for the definition and the management of the whole project lifecycle.

Milan Area, Italy

System Engineer:System Administration of internal & customer resources, Consulting activities internet, system & network configuration, Pre-sales and post-sales activities on Unix environments, installation and support of access control products (firewalls), Project of Fault Tolerance and High Availability sistems, Pre-sales activities on Distributed System Management product (Tivoli)From january 1997 startup of Security Division, with Product Manager duty: Market analisys and selection of security products, in the following areas:Firewall & Bandwidth Management, Strong Authentication, Security Analysis & Intrusion Detection, Privilege Management, Java & ActiveX Security, Firewall High AvailabilitySupport to sales force, Supplier relationships, Integration of security products with network equipments (routers, switches, remote access servers, etc.), Installation and support of the products, Trainer for Check Point certification

Milan Area, Italy

* System Enginner c/o Reuters Italia;* System Enginner on Sun workstations and servers c/o Banca Popolare di Bergamo;* System Enginner on workstations and servers c/o Sun Microsystems Italia, SunService division.