Marco Zani Email & Phone Number

Milan, It

San Francisco, California, Us

The Cloud, Us

Santa Clara, Ca, Us

Vienna, At

Sr. Sales Director in charge of Europe and Middle East. Team manager with responsibility for sales strategy implementation and quota achievement in assigned markets. Special focus on the UK, Italy and Israel's Aeronautics market.Focus on implementing strategy vs tactics and on finding new business. Enable high level relationships with key players in the market to unveil opportunities and increase revenue.

Alameda, Ca, Us

Manage Wind River italian (and greek) operations/sales.Leading and managing a team (13 people) of Account Managers, Field Application Engineers and other resources (Sales Assistant, Marketing Manager, Office Manager,...) to execute the vertical market sales strategy.Driving quarterly as well as annual quota overachievements with over 6 years in a row success rate and significant Y/Y growth (almost tripled the business revenue from 4,5mil$ to 13mil$ with strong focus on vertical markets such as Aerospace & Defense, Automotive, Industrial, Networking, Medical)Drive the Sales organization to hunter mode for market share increase vs competition through a Value Selling approach. Personal focus and involvement on large business opportunities.Major Corporate achievements:• Built the Automotive market business with a 20 mil$ deal (NRE + Per Unit Fees)• Closed 1st strategic Android deal in the Consumer market• Closed 1st strategic Aerospace & Defense MILS deal (Multiple Independent Level of Security)Invited to numerous Corporate President's Club events internationally for consistent and significant Fiscal Year overachievements.

Us

Head-hunted to increase the sales revenue of the business. Strategic Account Manager responsible for strategic sales in Italy and abroad to the Finmeccanica Group (which includes 11 Aerospace & Defense companies with over 54.000 employees overall).• Proven track record of successful win-win corporate deals (Finmeccanica Group)• Proven team management ability to coordinate distributed team activities and achieve quarterly and annual targets• Built strong C-Level sponsorships within the Finmeccanica Group• Organized and delivered successful marketing events to build consensus and facilitate global sales.

Returned from England to join Rational Software (Italy) Responsible for selling Rational Application Development Lifecycle solutions (Best Practices, Tools, Methodologies and Services) to major accounts in several sectors including A&D, Automotive and Transport.Following the acquisition of Rational Software by IBM early in 2003 I was given the responsibility to sell Rational as well as IBM solutions (WebSphere development platform) to Named Accounts (Digital & Media Communication) and to the small and medium businesses (geographical segment) in the North of Italy (Liguria, Piemonte, Valle D’Aosta, Lombardia, Triveneto, EmiliaRomagna).