The international Customer Success Unit (iCSU) is responsible for managing Microsoft's largest global accounts, ensuring alignment with our customers' goals and leveraging the full range of Microsoft products and solutions. As a Customer Success Account Manager (CSAM), I work closely with Cloud Solution Architects and the wider account team to create and execute Customer Success Plans.

My primary responsibilities include prospecting, qualifying, selling and closing new business to a list of existing & new Customers in the Consumer Product, Retail and Fashion Industry. My daily activities are: recognize and understand the Customer strategy, strategic initiatives and needs, position SAP Services to the Customer C-level, develop the level of relationships, bring a Point of View to the Customer engagement, use all resources to solve customer problems with appropriate SAP Services, provide an accurate forecast and manage the internal sales processes. My role expectations and tasks are:• Annual Revenue | Exceed quota targets• Sales strategies | Develop effective and specific account plans in conjunction with the software sale team to ensure booking and revenue target delivery and sustainable growth. • Trusted advisor | Establish strong relationships based on knowledge of customer requirements and commitment to value. • Customer Acumen | Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information for the company and its competitors to remain updated on key industry trends and issues impacting the prospect. • Pipeline planning | Follow a disciplined approach to maintaining a rolling pipeline. Maintain SAP CRM system with accurate customer and pipeline information• Pipeline partnerships | Work proactively within a framework with a pre-defined set of partners into the assigned territory.• Leverage SAP Services prepacked Solutions | Be proficient in and bring all SAP services offers to bear on sales pursuits • Advance and close sales opportunities | Advance and close opportunities through the successful execution of the sales strategy and roadmap. Sales Excellence | Sell value, up sell and cross sell on customer base, utilize best practice sales models, understand SAP’s competition and effectively position solutions against them.

Responsible for demand and leads generation in Spain, Francophone Africa (Morocco, Tunisia and Algeria) and Middle East North (Saudi Arabia, Bahrain, Pakistan, Iraq and Kuwait).Additional Temporary Roles within the position:- Learning Program Manager: responsible of defining the SAP College 2021 learning program in Italy.

Responsible for demand and leads generation Middle East North (Saudi Arabia, Bahrain, Pakistan, Iraq & Kuwait).Additional Temporary Roles within the position:- Change Agent EMEA South: selected as change agent to contribute to define the new strategy and culture for SAP Services worldwide. Selected as one of the 3 representatives from country Italy.

As a Business Developer my goal is pushing innovation to customers. As part of SAP Digital Business Services, the goal is selling services other than software to customers. Due to my background, my areas of responsibilities are Fashion Retail and Manufacturing. My activities include:• exploring new solutions and new technologies;• prototyping new solutions and services to be sold;• industrializing and replicating successful projects to new customers;• conducting workshops at customers’ premises;• organizing and being responsible of events for our customers involving internal and external resources;• discovering new leads and making them become sales opportunity;• collaborating with Account Executive, Service Account Managers, Industry Leads and Centers of Excellence;• Keeping an eye on what is happening around SAP, in terms of external events, customers and competitors’ actions on the market. Focus on the following SAP solutions:- S/4HANA and S/4 HANA for FVB- SAP Integrated Business Planning- SAP Qualtrics for Product Management- SAP Cloud Platform, specifically the integration, edge and IoT services- DDMRP methodologies on S/4HANA, SAP IBP and SAP ECC- CoPilot on S/4HANA OPSoftware as a Service (SaaS)- SAP Analytics Cloud - SAP Conversational AI (former Recast AI) - SAP DMI Digital Manufacturing InsightsFurthermore, I have been responsible and focal point of the following projects:- Prototyping and industrializing a pre-configured solution to be sold to our customers aiming to provide customers the next generation manufacturing analytics.- Demand Driven MRP awareness program to show benefits of the new methodology and prepare prepacked services to enable DDMRP on customer's systems (S/4HANA and IBP).

Responsible of proving IT and business value, delivering outcomes and support customers in Fashion Retail Industry within Planning and Production processes. Involved in a complex project to move one of our customers (leader in fashion market) from an old and obsolete ERP to the new SAP Fashion Management Suite. As responsible of Production Planning area my activities included:• collecting requirements from business process owners;• analyzing from functional and technical point of view how to cover requirements; • supporting developers where custom code is required;• coordinating other resources belonging to the Production Planning team (colleagues or partners);• skilling younger team members up; • communicating milestones achievements, risks or issue to the Project Manager.Accountability:- Responsible for delivery outcomes of assignedsub projects- Works independently within given area ofresponsibility (within defined policies andprocesses)- Contributes to milestonesComplexity:- Contributes and works on sub projects andactivities with moderate level of complexity- Work is independent & collaborative in nature- Provides regular updates to manager or projectmanager on project status- Decisions/solutions can essentially enhanceexisting systems and processesExperience:- Strong competence with various tools,procedures, and programming languages used toaccomplish the jobCommunication:- Builds collaborative work relationships withsimilar functions across SAP- Communicates clearly, in a way that others canunderstand, within defined processes andpolicies- Communicates relevant messages in a timelymanner and with constructive feedback tocolleagues and managersFOCUS Areas:SAP FMS - Fashion Management SolutionSAP ECC Production Planning

Hired amongst 300+ new recent graduates to take part to SAP College. It consists of 3-months period of lessons and other 3-months period of training on the job. As an associate consultant I was responsible for delivering assigned tasks and providing administrative & technical support to the rest of the team. Accountability: Responsible for delivery of assigned tasks- Directed in several aspects of their work- More straightforward tasks are accomplishedwithout assistance- Provides administrative technical supportComplexity:Resolves issues with limited complexity withingeneral work direction and clearly definedframework of departmental / functional guidelinesand practicesExperience:General proficiency with tools and proceduresrequired to accomplish the jobCommunication:- Develops collaborative work relationshipswithin own team and within limited scope crossfunctionalteams- Communicates within works assignmentclearly, in a way that others can understand- Communicates relevant messages in a timelymanner and with constructive feedback within theteamFOCUS Areas:SAP FMS - Fashion Management SolutionSAP ECC Production PlanningOther areas of expertise:- Celonis- Plant Maintenance

Hired amongst 300+ new recent graduates to take part to SAP College. It consists of 3-months period of lessons and other 3-months period of training on the job. As an associate consultant I was responsible for delivering assigned tasks and providing administrative & technical support to the rest of the team. Field: Supply Chain Management (SCM)In the following the list of the attended courses:-SAP Overview-SAP Netweaver Overview-Master Data Material Management-Master Data Sales and Distribution-Business Processes in Planning (ERP ECC)-Basic Data for Manufacturing and Product Management (ERP ECC)-Business Processes in Plannin (SCM APO)-Core Interface (CIF)-Demand Planning (SCM APO)-Production Planning (ERP ECC)-Features, Functions and Configuration of Demand Planning (SCM APO)-Production Planning (ERP ECC)-Supply Network Planning (SCM APO)-SAP Hana -Introduction di Programming ABAP-Production Orders (ERP ECC)-Fashion Management Suite Overview (ERP FMS)

As a tutor student, my responsibilities include:- participating to open days and open week where my role was informing potential new students about education provided by Università degli Studi di Genoa- face-to-face meeting with freshmen to talk about what they are concerned with- helping freshmen to challenge hard examsSkills achieved:- communication skills