As the International Channel Operations Manager my activities include:* Engaging with Operations, Finance, and Product teams to ensure programs and related processes are accurate and easily understood by the target markets of the partner community.* Reviewing, understanding and monitoring the internal processes that accompany a partner from first contact with NFON till daily business* Aligning regional sales and marketing with corporate teams and improve processes to enable efficiencies of scale. * Ensuring backend marketing and sales operations enable NFON to deliver a coherent partner experience.* Working through internal stakeholders and systems to ensure data is clean, the processes are sleek and scalable.

As the Channel Program Manager, I was responsible for onboarding and enabling NFON Italy Channel Sales Partners. Working closely with the NFON HQ channel team, I ensured that channel partner program processes, activities, and initiatives were adapted, localized, and implemented effectively.My areas of responsibility included:* Managing the partnership contract management process.* Overseeing partner accreditation and certification processes.* Developing partner pricing and quotation tools (such as the channel price list and order management tool).* Coordinating channel marketing activities, including newsletters, webinars, and events.

As Senior Channel Manager, I served as the primary point of contact for a select group of key NFON Italy channel sales partners. My role involved ensuring successful promotion and marketing of NFON cloud telephony solutions through a network of certified system integrators and value-added resellers.My activities included:* Providing sales support and fostering the development of existing channel partners.* Identifying, recruiting, onboarding, and enabling new channel partners.* Creating and maintaining an accurate pipeline of projects and opportunities.* Organizing and delivering channel partner sales trainings.* Coordinating with NFON presales, post-sales, and channel marketing departments to sustain channel partner sales efforts.

Serving as an advisor with a primary focus on marketing and communications activities. In this role, I help the board in defining and implementing multichannel communication strategies aimed at maximizing brand visibility and engagement.

As the Pro AV Business Manager, my primary responsibility was to develop and support company relationships with vendors, resellers, and integrators to drive sales for Professional Audio/Video and Digital Signage products and solutions. Since March 2019, I have been a member of the International Sales Management Team.In detail, my duties included:* Conducting business development activities aimed at increasing Pro AV sales with existing customers.* Identifying and approaching prospects and target customers to establish and develop new business relationships.* Coordinating internal sales team activities and initiatives for Pro AV and Digital Signage business.Managing local relationships with Pro AV and Digital Signage vendors in coordination with HQ.* Serving as the admin and content manager for the PRO AV and Digital Signage LinkedIn company page.

In my role as Senior Account Manager for Southeast Europe, I served as a trusted advisor to BlackBox customers in Italy, Greece, Malta, and Cyprus. Additionally, I was responsible for establishing and developing new business relationships in these territories to identify and generate new business opportunities.Specifically, my duties included:* Identifying and generating channel partners in Italy, Greece, Malta, and Cyprus.* Retaining the current customer base and expanding our footprint through cross-selling and upselling opportunities.* Developing a go-to-market strategy and business plan for the assigned client group/territory, providing input for campaigns and client engagement.* Analyzing target markets and industries, with a focus on trends and competitor activities.* Providing expertise in particular areas of interest to discuss industry best practices and develop high-level strategies.

As the Regional Sales Director for EMEA Channel, my primary responsibility was to cultivate and support company relationships with Reseller/Channel Partners to boost international sales revenue and achieve goals. Additionally, I focused on developing new international channel business within the EMEA territory while fostering engagement and growth with our global alliance partners.In detail, my duties included:* Ensuring the flawless execution of all partner programs to position SPOK as the 'Brand of Choice' among Channels. This involves educating and coaching business partners, aiding in their prospecting, qualification, proposals, presentations, and closing opportunities.* Continuously prospecting and onboarding new International Channel Resellers & distributors, enabling them to effectively sell the Company’s systems to end-users and achieve targets.* Driving and influencing end-user business through channels and alliances, promoting the benefits of offering SPOK products.* Developing strategic plans with SPOK's key alliance partners to either 'meet in the channel' or jointly go to market.* Addressing any inconsistencies, problems, and concerns with International Channels, and collaborating with internal company representatives to facilitate issue resolution.* Establishing and maintaining strategic relationships and efficient communication channels with internal Sales & Marketing team leaders, external Sales and Marketing team leaders, and related associations.* Establishing performance measures and conducting periodic evaluations of partner program effectiveness and competitiveness.* Participating in tradeshows, leading responses to RFP/RFI, and pricing systems and configurations.

As the Channel Manager for Southern Europe at the Wireless Division of Ascom, my responsibilities included:* Developing and maintaining a network of significant and competent distribution channels and system integrators (both 1st and 2nd tier) in Italy, Turkey, and Greece (formerly Italy, Spain, and Portugal until December 2011) capable of marketing and selling the Ascom WS portfolio.* Identifying end customer opportunities, particularly in Healthcare and Industry, and collaborating with Channel partners to meet end user requirements.* Developing and implementing product/sales training programs and marketing initiatives with identified accounts.* Analyzing marketplace factors to formulate forecasts, estimates, and projections that impact selling initiatives.* Supporting partners with end user demonstrations to effectively promote our solutions.Negotiating and agreeing on commercial terms for distributors and system integrators based on corporate and divisional guidelines.* Driving and supporting distribution channels in executing marketing activities such as seminars and exhibitions to increase visibility for the Ascom WS portfolio.* Maintaining and enhancing the Ascom WS brand image as a high-end solution provider in the region through networking and other marketing activities.* Managing potential conflicts between distribution channels in accordance with the Ascom WS Partner Program guidelines.* Identifying issues, determining root causes, collecting data from various sources, and finding acceptable solutions that meet both Ascom and customer/partner business needs.

Utilizing my extensive experience in the IT and ICT market, I offered consultancy services in sales, marketing, and public relations to vendors, distributors, system integrators, and PR agencies. My focus was on assisting clients in defining local marketing and communication plans, providing marketing tools and public relations services to support sales efforts while aligning with international guidelines and strategies. Additionally, I aided clients in devising profitable sales strategies for the Italian market, encompassing both 1st tier and 2nd tier sales models.My activities included:* Defining and implementing PR and marketing communication plans for local and international clients.* Managing key accounts.* Planning and organizing events and press conferences.* Serving as Project Leader and Content Manager for the website of a prominent Italian PR Agency.* Editing and translating collateral material such as datasheets, product sheets, and catalogs.* Editing and translating press releases, company profiles, backgrounds, and other press materials.* Creating banners, e-shots, and newsletters.* Providing sales consultancy for companies developing 1st tier and 2nd tier business models.

As the Channel and Product Manager at the Italian branch office of the company, I collaborated closely with the Country Manager to develop business across the entire Italian territory. My responsibilities included:* Conducting sales activities targeting Carriers, CLEC/ILEC, ASP/ISP, and enterprises.* Recruiting new 2nd tier channel partners.* Providing sales and pre-sales support for both 1st tier and 2nd tier channels, assisting them with customer needs analysis and identifying the best solutions to meet requirements.* Localizing and adapting corporate initiatives, and defining local marketing activities within given guidelines and allocated budgets.* Conducting competition analysis (prices and product features) and preparing comparison tables.* Editing press releases and articles, serving as a spokesperson for interviews, and acting as a keynote speaker at conventions, exhibitions, and seminars.

At EDSlan, I served as the channel manager for the entire Italian territory, focusing on promoting MRV products. My responsibilities included:* Creating a channel partner program for the Nbase-Xyplex brand (now MRV), specifically targeting 2nd tier channels.* Conducting sales activities with 2nd tier channels, which involved defining budgets, discount levels, price protections, and promotions, as well as addressing and preventing channel conflicts.* Engaging in pre-sales activities to support partner sales efforts targeting the enterprise market. This included meeting with end-users, presenting our products, and assisting partners in defining networking solutions tailored to customer needs.

I served as a consultant for the company's most important customers, undertaking responsibilities such as requirement analysis, solution identification, and preparation of relevant proposals. My focus was primarily on selling professional services and solutions in the following areas:* Networking and Internetworking* System Integration* Software development and workflow* Maintenance, pre/post sale support contracts

My activity focused on managing existing customers (integrators and resellers) and business development, selling network equipment and solutions from key vendors including 3COM, Bay Networks (later Nortel), Cisco Systems, Novell and many others.