Within the Public Sector Market Unit, I'm responsible for achieving revenue and profitability targets, determining the details of technological and commercial partnerships, coordinating sales resources assigned to me and supervising professional resources employed to implement and manage projects regarding Central and Local administrations.

As an Associate Partner at IctLabPA, I provided commercial, technical and relational consultancy for projects in the public and private sectors. I am dedicated to digital transition, ecological transition, sustainable mobility, digital health and cybersecurity initiatives. I actively collaborate in the technical-commercial development of some important Consip Frame Agreements already acquired, including Digital Health 3 and SAC 2 and in the participation in some new Consip tenders (Digital Health 4, Data Management, Civil Protection, etc ...). I also collaborated with the PNRR (National Recovery and Resilience Plan), supporting companies and public administrations for the implementation of measures such as cloud migration, Transition 4.0 and telemedicine.

As a Senior Sales Executive I drove and supported the company in setting up and acquiring an important energy efficiency and self-production project for a leading Italian industrial group .

Responsible to ensure the coordination, development and management of projects financed through various types of funds (PNRR, community and structural), collaborating with the other corporate functions involved. The use of these funds is generally related to strategic projects concerning TIM and/or the top clients of the Enterprise Market Division, for which my task is to ensure the setting up and coordination of all activities for the identification and monitoring of available funds, for the evaluation of potential projects of interest, in line with the offer portfolio, and finally for the setting and support of the acquisition of projects through various methods (public-private partnerships, development contracts, supply chain contracts, over-the-counter funds, tenders, application of Consip Conventions, etc.), with particular reference to the following activities: preliminary analysis and design, identification and choice of partners, definition of the business model, setting-up of the Financial Economic Plan and analysis and verification of all the technical and administrative conditions for the use of funds.

As part of the Corporate Clients Division, I was in charge of sales strategies in the Central Government area (Welfare, Defence & Public Safety and Healthcare) and Large Accounts (Enel, Enav, Poste, Terna and Leonardo-Finmeccanica) and I was responsible for achieving revenue and profitability targets, determining the details of technological and commercial partnerships, coordinating sales resources assigned to me and supervising professional resources employed to implement and manage projects. In each of these market segments I have developed opportunities of various sizes and complexity concerning different kinds of projects, ICT Infrastructure projects (TLC networks, Data Center, NOC/SOC), System Integration and IT transformation projects, Application development and Managed services projects, in some case using some important national Consip Frame Agreements (SPC and S-RIPA). After joining the company I managed to position BT Italia with a number of clients where it had not previously been present (Home Affairs Ministry, Carabinieri, Leonardo and Terna), in just a few months, succeeding in several important tenders and negotiations. This was achieved primarily through understanding clients’ needs through relationships based on trust, and through rapidly converting these needs into offers which were more competitive, in technical and financial terms, than our competitors’. In the last period I worked on the various tenders of the “Digital Transfomation” Consip Program, managing to win the lot 1 of the tender Consip “Public Cloud”, worth 390 M€.

Within the Enterprise Division. I was responsible for turnover and profitability objectives, sales strategies and determining the details of the technological and commercial partnerships of the Government (Welfare, Economy, Public Safety and SPC) business unit and Large Accounts (Poste, Terna and Infratel), constantly achieving targets assigned to me and contributing to increase the company’s presence in the market through seizing various opportunities, the most important of which in chronological order were:2013-2015, as Government & Large Account Sales Manager, I have contributed to the acquisition of numerous projects and tenders, of which the relevant ones have been:• 2015: SPCConn tender, in JV with Vodafone (lot 3 worth 480 M€)• 2014-15: tenders for managing and maintaining central systems for the following clients: SOGEI, INAIL and Poste (worth 70 M€)• 2013-14: MVNO for Poste Mobile, Infratel“ Digital Divide” tenders and Terna’s DWDM backup network (worth 40 M€)2008-2012, as NSPS (National Security & Public Safety) Sales Manager I was head of the PON “Security 2007-2012 Programme”, within the framework of which I coordinated sales, acquisition and coordination activities for over 20 projects pertaining to the creation of the national fibre optic network for Police Forces and 4 regional video surveillance networks, achieving turnover of over 80 M€ in 4 years. 2006-2007, as Business Development Manager, I contributed actively to acquiring two important negotiations: ACEA’s smart metering project for connecting over one million metres and the slot machine concession issued by AAMS, as part of which, a mobile network was created for connecting over 20,000 slot machines.

EDA was the NewCo created as a result of the Spin-Off of Ericsson’s Enterprise Division in 2001. I was responsible for turnover and profitability targets, sales strategies and determining the details of the technological and commercial partnerships in respect of number of clients of the Central Public Administration, succeeding, in a start-up situation (new brand, new organisation, very few clients, offer portfolio to be built up, etc…) in positioning the company in the market, winning several important tenders and clients such as: MEF, Consip, SOGEI, MCTC and MIBAC.Among the most relevant results are the acquisition of the Consip Frame Agreement Telephone Systems (CT3), the realization of several IP Telephony network projects at some important administrations (MEF, Fiscal Agencies, MIBACT, MoI, INAIL, etc..) and the acquisition of some innovative application projects such as Industrial Accounting and Management Control (MEF), On-line Tax Office Call Centre (SOGEI) and Driving Licence and Points Call Centre (MCTC).

Senior Manager within the “Public Administration and Health” industry (INAIL, INPDAP, Home Affairs Ministry, ACEA, Enasarco and IFAD) in the following environments: integrating organisational change planning and the creation of corporate IT systems, managing the IT lever to contribute to corporate competitiveness, assistance in the selection, creation and introduction of new computerisation initiatives/programmes, check-up of the efficacy/efficiency of specific expenditure and available human/technological resources.

Responsible of Welfare & Social Security Branch, within the Public Administration Division. Though initially operating in a start-up situation, (new organisation, very few clients, offer portfolio to be built up etc…), I managed to take part in various tenders and, using my in-depth knowledge of the clients’ requirements and the related contact people, including operational resources and senior management, I managed to acquire several important projects, such as: IT briefcase for inspectors (INPS), Management of the relationships with the insured Information System (INAIL), Accounting, Management Control and Personnel ERP system (INAIL), Servers and Workstations Managed Services (INAIL) and Pensions and Contributions Information System in JV with EDS (INPDAP). My ability to establish a direct relationship of trust and professional credibility with the then Top Management as well with his technical staff determined the almost complete acquisition of the INAIL customer who, until then, had been managed for over twenty years by IBM, allowing, among other things, the introduction of some innovative tecnologies for the public administration of that time such as the ERP system Oracle Applications for all his instrumental processes (personnel, accounting & management control) and object-oriented programming for all legacy applications so far coded with the use fo traditional programming languages (Cobol, Fortan, Assembler, etc..)

I worked with increasing levels of responsibility, in the first two years, performing technical operations with the client INPS (National Institute for Pensions), in direct contact with the then president, Prof. G.Billia, and his staff as part of a project to redesign the database and the Institute’s econometric model and then performing commercial actions (as team leader), within the scope of the ENEL and Transport branches, winning several important contracts (Mainframes & workstations of ENEL ICT infrastructure, Maintenance contract of ENEL’s ICT systems, ENAV’s AOIS Project and FS’s ticketing project) and for 4 years, as a member of the “100% club” having reached my assigned sales targets.