Marco Coppini Email & Phone Number

Milano, Italia

Milan

Within the new EMEA organization of the channel, with a dedicated Systems team, I was in charge to manage Systems Sales through channel. My target was about 65%-70% of the total revenues in France and Italy, for Systems. In this new role I had to startup the new systems channel, by segmenting the different Channel Partner and manage them in a one-to-one or programmatic approach, depending on the Partners skills, commitment, territory coverage, financial capability. My goals were to sustain and provide the right linearity in the Countries’ forecasts (on the big deals) and to develop the New Business on second tier Customers, via Channel (incremental revenues stream, driven by channel), leveraging Marketing activities and Oracle Direct support. I have a sales team of #3 channel managers in each country (FR, IT) and a dotted line team, working from Malaga and focused on second tier Partners. I’m working for creating a Territory Ecosystem based on a Partner Centric Model. My direct manager is the EMEA Systems Channel Leader.

Milan

Within Oracle South HW LOB, I am in charge to increase Systems Sales in the Mid Market Segment, by creating a recurrent revenue stream with Partners, leveraging on Oracle Direct, Channel Organizations and local sales teams in each country (France, Iberia, Israel, Italy). I worked for creating a Territory Ecosystem based on a Partner Centric Model. Main activities ongoing are based on Focus Partner Selection in each Country, Joint Business Plans with Customer Set sharing, special programs for Focus Partners (incentives, dedicated marketing resources, dedicated Oracle direct resources). My direct manager was the Regional Sales VP for South Europe.

Within Oracle South HW LOB, I was in charge to increase focus on Top Partners cross countries (FR, IB, BLX, IT), by: EMEA programs selection and localization, Marketing Funds leverage, Business Plans with Focus Partners, Recruiting Partners from SW, Enablement on System Integrators and VARs, facilitate Solution Selling activity (SW+HW stack). This activity has helped to increase pipeline with partners in South, enlarge their portfolio, gain market share in Mid Market and IBM-Market. In this role, I had to harmonize the different organizations, within Oracle and match the different requests: Oracle Direct (telesales), Marketing, Field Sales, Mid Market Sales, Tech Sales, Partner Business Center, Enablement Team, Operations, Finance, Products specialists . My target was the Indirect business of HW LOB in South Europe. My manager was the Vice President for Partners in South.

Milano

In the initial phase of acquisition, within Oracle HW LOB, I worked in moving Partners from Sun to Oracle, reorganizing distribution, inserting a new VAD for HW (Computer Gross). I managed the new offer for Partners, with the entire technology stack, a new GoToMarket, focused on broad market development and reviewed financial policies on resellers, according to corporation’s guidelines. I approached the SW partners of Oracle ecosystem moving them to complete the stack and reselling HW: from the other side, I moved hw partners for increasing skills and services, specializing them on SW stack. I was responsible for the Indirect business of HW LOB in Italy. I was member of the Country Leadership Team of the LOB and my employer was the Partner Director for South Europe. I had seven direct reports.After Channel reorganization (May 2012), I was responsible for the development of a subset of Partners (mainly big HW VAR from Sun), with a team of seven reps, reporting to the Local A&C Director.

Within Sun reorganization, focused in moving the sales model towards a stronger indirect mix, since October 2006, I had the responsibility of Italian channel, including three Distributors (with more than ninety indirect resellers), ten direct resellers and about ten system integrators (global, international and paneuropean).I’ve increased the Channel coverage, recruiting a new international distributor (AVNET), enabling new resellers coming from competition and growing indirect revenues .During these years the channel mix passed from 30% to 65%.I had up to 25 direct reports. I reported, in different moments, to the sales director, to the general manager and to the managing director of Sun Italy.

Within Partner Sales Division I had the responsibility of the Sales District, named “Solutions Sales”, that was complementary to “Channel Sales”. This District was divided by knowledge/competences, bringing on market Solutions from Local and International partners (Formula, Zucchetti, Noemalife, Oracle, Sap, Siebel, SAS, BO, Accenture, Cap Gemini, …), integrated with Sun SW/HW stack. The GoToMarket was implemented through our field sales and through Partners’ programs. I reported to the Partner Sales Director and I had nine direct reports. My target was linked to turnover’s increase on business influenced or carried by ISV/Integrators.I was responsible of positioning and GoToMarket of integrated solutions by Sun+Partner.

This company was completely dedicated to DWH projects, reselling products (Andyne, Hummingbird, Infomanager) and developing strategic projects (I was responsible for one of the most important DWH project in Italy: Whirlpool Europe).I helped the managing director during the startup of Interweb, supporting him in creating internal competences and the indirect sales channel (15 certified partners on territory). I was responsible of working groups, dedicated to develop projects and pre sales activity on Partners and Customers (Whirlpool, Naval Registry in Genoa, Magneti Marelli, Saint Gobain, …). I maintained the relationships with distributed brands (BI & DWH).

- Project manager for customization and installation of banking software, at the branches of rural banks artisan, on the whole Italian territory (managing a group of 5 people) (1994)- Technical Manager for a group of three programmers, developing software for a multinational company, leader in faucets (Damixa). The environment was Informix on Unix HP. The software managed the entire process: orders, accounting, production, inventory, SCM… (1990-1994)- PROGRES: software development in Cobol Microfocus (Rinascente, Johnson Wax, Farmitalia) (1988-1990)

Ivrea

Sw development in MOS-UNIX environment (Communication Area @ Ivrea) (1985-1988).