Massimo Antonelli Email & Phone Number

Roma

- As part of the account team, I develop relationships with key customer stakeholders to grow services bookings and revenue within nominated accounts;- Actively participate in account planning and strategy sessions and reviews with the wider account team;- Closely work with strategic business partners to complement solutions and maximize customer value;- Work with the delivery teams, including delivery managers, program and project managers, architects, and consultants, on getting the right offerings scoped to solve customer business needs;Negotiate Services pricing, project costs, and terms;Work closely with internal stakeholders like the Business Affairs, Finance, and Risk Management teams to gain necessary approvals for proposals,Be responsible for and have the ownership of the bookings forecast for the assigned group of accounts or sectors;Provide executive leadership during the whole customer journey, including presales and post-sales phases;Lead Services offerings in specific customer opportunities; call for and guide the formation of opportunity teams (services participation) together with the account manager;Collaborate with business development managers, solutions practices, the Partners and Alliances and Marketing teams, and other territory services managers on wider strategic initiatives and business development activities.Capture best practices in the sales and delivery process for reuse and sharing with the Europe, the Middle East, and Africa (EMEA) and Global Solutions Practice teams to evolve the Red Hat Services solutions portfolio

Roma

I ‘m the Delivery manager of the Public Sector Direction responsible for margins and revenues on T&M projects, public tenders and funded projects. In this role I have two collaborators reporting directly to me I have respectively assigned the responsibility of Program Management for the two types of projects. Specifically, I am responsible for:- Guarantee the correct execution in time, quality and costs of services, projects and supplies of the Public Market Department in general;- Ensure the margins and service levels of the orders managed by the Project and Service Managers, solving anomalies, defining and implementing solutions and improvements;- Ensuring the final balance of service and project orders, liaising with colleagues in the Public Market Department, with the Administration representatives and with the Product & Innovation Department;- Supervise the opportunities and orders of projects and professional services of the Public Market Department also identifying suitable profiles both among the company's resources and external research;- Ensuring the Management and Administration of the billing process for the projects and services managed orders, also defining appropriate specific interfaces with the Administration, in constant alignment with the competent Client Managers;- Support the Client Manager in coordinating the presentation of complex technical and economic offers, in particular in response to tenders, in compliance with the marginality requirements associated with each proposal.

Roma, Italia

In current role I'm working in Poste Italiane in the process of tranformation of the Service Delivery and Cloud initiatives.Ensure that ‘Design’ and ‘Operations’ follow policies, processes and procedures to protect the live operational environment. This means that all modifications to operational environments should be managed, planned and coordinated through service transition processes and activities, to facilitate a smooth transition to live operation.

Rome Area, Italy

Senior Business Development Manager responsible for the new business generation selling for Microsoft cloud (O365 and Azure), Services and Company's software solutions for Industry and Public Sector.Strong experience in Microsoft Solutions, Azure Services and O365 with relevant technical skills.Main responsibilities are:- Leverage company's Modern Workplace solutions based on Office 365- Develop new sales revenue through Microsoft Azure cloud and service solution selling- Build and manage a fast qualified pipeline of clients- New leads and revenue generation- Identify potential resellers and decision makers to onboard them and generate business with.- Search for Partners upsell and cross-sell opportunities to grow mutual business.

Rome Area, Italy

Several years spent my in IT Market spreading from applications development, IT Infrastructure design and implementation and Services/Products Sales in an international context. During the last 17 years, I covered different sales roles in Microsoft acting as a Senior Consultant, Services Program manager, Service Executive Sales rep, Solution Specialist and Partner Sales Executive.Main responsibilities: - Sales (assigned Quota – Revenue and Quality) of Software/Services/Hardware mostly in Central Public Sector. - Program and Project managementMy result-oriented attitude together with the skills gained in the past led me to several successes and awards. I consider myself a Digital transformation and cloud enthusiast.

Rome Area, Italy

Acting as a sales manager across a portfolio of partners to grow influence of Microsoft revenue in our Corporate and Major Account customer segment across Microsoft solution workloads such as IT Infrastructure, Enterprise Business productivity both on premise and in the cloud. I work with partners to extend the Microsoft sales force footprint and with partner alliance managers to drive sales execution.Responsibilities Include:Drive new revenue opportunities for Microsoft through a defined portfolio of partners;Reach individual revenue & selected scorecard targets through indirect sales management:Development of a joint Go to Market Sales Plans (Joint target accounts, Develop sales plays to increase pipeline and improve closure rates);Drive a Sales Rhythm of the Business (ROB) with my managed partners;Actively identify, drive & own selected Partner-led Microsoft pipeline and conduct opportunity reviews that enable joint selling across the ecosystem;Develop partners to achieve sales targets that results in growth of mutual businesses and profitability. (e.g. inspect and increase partner sales capacity and capability, adoption/usage MS Sales resources, coordination with MS technical and solution pre-sales resources);Measure and manage portfolio success against metrics to maximize win-win results and strategic partner Investments;Provide executive engagement and partner advocacy that leads to world class partner satisfaction;Develop direct, high-value, business relationships with partner executives and sales teams;Orchestrate teams through complex technology solutions and getting people working towards a common goal.

I'm a member of a specialized team of worldwide professionals responsible to drive revenue and market share of Microsoft’s Information Worker (IW) business, within the Enterprise &Partner Group (EPG) segment in the Italian Public Sector. The value that the SSP brings to the sales process is the deep understanding of the business and IT benefits of the Microsoft Information Worker (IW) offering and how it fits within the Business Productivity Infrastructure Optimization (BPIO) Initiative. As SSP, I support the Internal Sales teams to drive this value to customers, work with Partners to educate and engage them the opportunities and I'm responsible for creating early success for new beta releases as and when they are made available.As SSP-Application Platform I support the subsidiary and I'm accountable for the Office Client and SharePoint tproducts.My current responsibilities are: 1.Be the champion of Business Productivity Infrastructure Optimization (BPIO) for Public Sector in Italy . 2.Work with Subsidiary Sales Teams to build and manage a sales pipeline for the IW products with a healthy pipeline “velocity”. 3.Ensure that New or Existing License Renewals have the maximum “Attach Rate” around IW product set. 4.Orchestrating Internal or Partner Resources to close on Qualified Opportunities. 5.Conducting Partner Sales Readiness Workshops to educate our partners on how to “sell” the Microsoft IW Platform and building an effective Partner/ISV Eco system for engagement on opportunities.

Responsible for delivery management, new technical proposals and customer satisfaction for the Italian Ministry of Interior. Acting as Engagement Manager as well as Project Manager, during this period, I lead 2 very important and big projects to final testing and acceptance by the customer. Currently working on new deals that could lead to new important contracts for Microsoft Italian subsidiary. Responsible for Program Management and Customer Satisfaction.

Responsible for selling and managing services engagements within one of the major italian customers.Selling: Responsible for selling services engagements within the the customer. I'm responsible for identifying, scoping and closing Microsoft Services engagements with assistance from Consultants.Managing: Engagements will include a combination of Microsoft and Partner resources. My functions within Microsoft Services engagements are:- Business Management - including backlog, ipipeline, invoicing, receivables and management of expenses for the given engagements.- Governance - including being part of steering committees and a point of escalation for Microsoft.- Relationship Management - within the engagement.- Partner Management - responsible for managing partner issues within engagements.- Reporting - internal reporting on project status and backlog.- Quality Assurance - for all deliverables that are created as part of an engagement.- Post-engagement Review.

Developing successful partnerships with Public Sector customers by establishing relationships with key sponsors and influencing their strategic and architectural direction. Providing leadership and advice for development of IT strategy, systems, and roadmaps and deployment of Enterprise systems - including communication of best practice, project management and participation in steering committees. Act as the primary customer advocate for MCS.As part of a virtual account team, I qualify business requirements and the customer’s perspective when developing both tactical and strategic initiatives that complements and supports the account plan for their assigned account.

Infrastructure Consultant in Public Sector

Infrastructure Architect Consultant. Design and Implementation of large network infrastructures based on Microsoft Technologies. The Most important customers were Ferrovie dello Stato (Italian Railways), Euler-SIAC (Insurance company) and Fideuram Bank.

IT Consultant and trainer on Informix 4GL based on Sinix/Unix Systems

Software Development for Italian Airforce