Massimiliano Sala - Alliance Sales Manager English Version

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1 Massimilian Sala - Alliance Sales Manager 2015 English Versin First Name: Massimilian Last Name: Sala Address: Via XXV aprile 3/B Telephne: + (39) Mbile: + (39) address: max.sala@alice.it; massisala76@gmail.cm Brn: 26 June 1976 Natinality: Italian Marital Status: Male, single. Persnal Infrmatin Educatin Diplma Ragineria Indirizz Giuridic Ecnmic Aziendale (I.G.E.A) at Technical / Cmmercial Institute F. Vigan, Merate (LC). Prfessinal Skills Micrsft Wrd, Excel, PwerPint, and ther MS Office applicatins, Data Base and CRM slutins, Business Intelligence Applicatins. Vendrs Sales Certificatin: VSP 5 certificate HP Sales Certificatin: HP2-N32 Selling HP App Lifecycle Management; HP2-N33: Selling HP IT - Perfrmance Suite Slutins; HP Sales Certified - IT Operatins Management - Cisc Sales training / wrkshps Languages Gd knwledge f English, spken and written. I have attended curses f English, frm based t advanced level; currently wrking in a multinatinal cmpany, with ffices in many cuntries, my wrk is dne fr a several list f activities, in written and spken English.

2 Jb Experiences: Alliance Sales Manager at Accenture Italy Spa. (2007- present). I'm wrking as Assciated Manager at Alliance & Resale Services team. I'm supprting client and Alliances Management in resale pprtunities. Wrk effectively with third party Alliances Partners facilitating the delivery f ur resale capabilities/fferings including lgistics, deal executin, maintenance renewal and/r resale services. Wrk with resale services t supprt client r vendr needs. Based at Milan Office, headquarters fr the big regin called IGEM, which includes als Greece, Turkey, Eastern Eurpe, Middle East, I m a part f Sales & Business Develpment unit called "Alliance Sales Team." Starting frm September 14 cvering rle f Alliance Manger fcuses als fr Middle East Regin. Key Respnsibilities Client Knwledge and Relatinships - Develp deep understanding f the Resell business prcess and be able t cmmunicate the prcess and alternatives t Clients and Client Teams - Executin Excellence Delivery Client superir service arund rder management fr resale transactins - Accunt Management Where requested, prvide custmized infrmatin, reprts, r ther frms f supprt; Leverage accunt experience and knwledge t build deep relatinships Client-Fcused Relatinships - Fcused n ne r mre clients - Prduct and Prgram Cunsel Prvide clients and engagement teams with factual infrmatin and analysis n varius technlgy slutins that supprt ur client needs fr technlgy purchase. - Be a prime cntact fr ur clients and client teams identifying pprtunities fr resale and supprting same (quting, rdering, lgistics, services, invicing supprt); creating /maintaining high levels f custmer satisfactin in all client related situatins; Identify and escalate any client issue as apprpriate; Wrk t gain knwledge abut the client's business and relevant prcesses (e.g. prcurement) and dcument infrmatin; Understand engagement ecnmics - Supprt Cnfigure-Qute-Purchase-Invice lifecycle Bill f Materials t Qute Wrk with the Technical Architect t finalize slutin cnfiguratin required t develp the BOM. This includes wrking with the resale services business in supprt f ur client engagements as well Cnvert BOMs int a qute Vendr Qute Generate Client Qute frm Vendr Qute using apprpriate pricing strategies in crdinatin with Alliances Sales Supprt prcess t get Purchase Orders apprved with client signature n Qutes Crdinate submissin f Vendr Order Manage final invicing activities required t get payment frm clients Lgistics, Deal Shaping and Executin - Supervise Order Fulfillment frm qute t cntract t delivery t invicing and pst delivery supprt - Shipping Lgistics wrk with resale services t crdinate custm shipping requirements (e.g., Freight Frwarding, pst-dated ship dates, client prvided shipping) n behalf f client

3 Maintenance Renewal - Identify, track, and psitin pprtunities t sell maintenance renewal agreements with Clients - Managing the prcess t renew maintenance agreements fr equipment previusly resld. - Prvide supprt t clients t manage inventry, service levels, renewal dates, and ther aspects f ur clients' Maintenance cntracts Vendr-Fcused Knwledge and Relatinships - Prgram and Prduct Advcate Becme an expert in the resale prgrams fr ne r mre Vendrs thrugh knwledge f the Vendrs' prducts and prgrams - Deal Champin Participate in r facilitate discussins and flw f infrmatin between Vendrs, Alliances Sales and the Pre-Sales Technical Architects, the client engagement team, r the client as necessary - Cmmunicatin Wrk with Vendrs t create qutes and wn the prcess t btain the best available pricing and ther resell terms; Leverage the pprtunity t interact and build deep Vendr relatinships - May be nshre r ffshre Others task as Alliance & Resale Manager: HW-SW pricing negtiatin (Bid management) Partnership and Alliance Agreement negtiatin. Cntract management Prcurement prcess. Resale pprtunity Enablement and pipeline management Vendr s channel and incentive prgram executin Vendr s s deal registratin prgram Vendr s MDF and Rebate prgram utilizatin Acting as f "single-pint-f cntact" fr business develpment activities and Vendr s Partner Prgram with a fcus fr Cisc and VMware. Territry sales manager at Ready Infrmatica s.r.l. ( ). I have cvered fr many years the rle f Territry Sales Managers at Ready Infrmatica, IT Italian Value Added Distributr with a catalgue f HW / SW technlgies fr Virtualizatin and Applicatin n Demand (CITRIX), Netwrk Security, Wrkplace Management, develping new business pprtunities within Enterprise accunts (VAR, ISV, System Integratrs) in the private sectr in the nrth West and Suth regin f Italy. Essential Functins as Territry Sales Managers: Manages prspecting and sales activities in assigned territry Identifies and helps clse sales pprtunities in the territry Develps relatinships with key custmers in the private enterprise markets int assigned regins f Italy Leads sales presentatins at reseller. Updates and manages pipeline and prepare revenue frecasts Crdinates sales activities with ther field sales reps and manager Mnitrs and creates reprts that reflect Channel Partner's effectiveness in clsing past business Interfaces with the Channel Sales Team & Marketing n prgram implementatin and training effrts Wrk with the slutin Selling apprach Jnhsn Cntrls Spa ( ). Temprary Jb fr Custmer Care Department.

4 Persnal Ntes / Qualificatin Gd attitude t interpersnal relatinships with custmers, suppliers and t cllabrate in team-wrking t achieve ur business targets; I als have achieved ver the years gd qualities f autnmy and rganizatin f their duties and my wrking schedule. - Excellent cmmunicatin (written and ral) and interpersnal skills - Gd rganizatinal, multi-tasking, and time-management skills - Prven ability t create a business plan and execute against it - Prven ability t mtivate, lead, recgnize and manage a high perfrmance team Full availability fr business travel 0% - 40% (including internatinal if necessary). Massimilian Sala max.sala@alice.it massisala76@gmail.cm I hereby authrize the use f my persnal details slely fr circulatin within the cmpany in relatin t the Italian Legislative Decree n 196/2003

5 Curriculum Vitae Italian versin Dati Anagrafici Nme Cgnme: Massimilian Sala Lug e data di nascita: Merate (LC), Indirizz: Via XXV aprile 3/B Barzanò (LC). Recapiti telefnici: , mbile max.sala@alice.it, massisala76@gmail.cm Titl di studi Diplma di Ragineria Indirizz Giuridic Ecnmic Aziendale (I.G.E.A) cnseguit nell ann 1996 press l Istitut Tecnic Cmmerciale Statale Francesc Viganò, Merate (LC). Crsi Pst Diplma Crsi pst diplma d infrmatica di base ed avanzata. Crsi di lingua inglese di vari livelli, anche avanzati per il perfezinament della cnversazine. Crsi cmmerciali di vendita e supprt pst-vendita Prfessinal Skills Cnscenze Infrmatiche: Padrnanza ambienti perativi Windws, principali pacchetti applicativi MS Office, Data Base e sluzini CRM e Business Intelligence. Lingue Straniere: Buna cnscenza lingua inglese parlat e scritt (anche tecnic e cmmerciale) grazie a qutidiane interazini cn clleghi, frnitri e partner esteri. Esperienza e attitudine al team wrking in realtà internazinali cn clleghi e partner di lingua inglese. Vendrs Sales Certificatin: VSP 5 certificate HP Sales Certificatin: HP2-N32 Selling HP App Lifecycle Management; HP2-N33: Selling HP IT Perfrmance Suite Slutins; HP Sales Certified - IT Operatins Management - Cisc Sales training / wrkshps Esperienze Lavrative Alliance & Resale Service Manager at Accenture Italy ( present) Attualmente impiegat press Accenture Spa, cn rul di Alliance & Resale Service Manager press la sede di Milan, Headquarters per la big regin denminata IGEM che include Italy, Greece, Eastern Eurpe, Middle East, penad all intern della struttura di Business & Sales Develpment denminata Alliance Sales Team, cn fcus per i temi Alliance e Resale Service nella regin Middle East. Alliance & Resale Manager: Supprt ai Cnsulting Team di prgett per attività di creazine, gestine e svilupp delle Alleanze strategiche cn terze parti cme HW & SW Vendrs, perand cme bridge fra la Cnsulting Wrkfrce di Accenture e gli IT Vendrs in partnership. Attività di Business Develpment per la creazine e gestine di pprtunità di resale all end user di sluzini IT HW-SW in bundle cn i servizi di cnsulenza Accenture. Attività di Resale executin e Vendr Partner prgram management HW e SW cme: HW-SW pricing negtiatin (Bid management) Partnership and Alliance Agreement negtiatin. Cntract management Prcurement prcess. Resale pprtunity Enablement and pipeline management Vendr s channel and incentive prgram executin Vendr s s deal registratin prgram

6 Vendr s MDF and Rebate prgram utilizatin All intern dell Alliance Sales team ricpr da settembre 2011, sia internamente sia vers il Vendr, il rul di single-pint-f cntact per le attività di business develpment e service management di cui spra vers: Cisc, VMware, Vendrs per i quali h cnseguit appsite Sales Certificatins. Territry Sales manager at Ready Infrmatica s.r.l. ( ) H cpert per anni il rul di "Territry Sales Manager" press Ready Infrmatica, Distributre a Valre Aggiunt cn un catalg di tecnlgie HW / SW per "La virtualizzazine e la gestine di applicazini n Demand" (CITRIX), sicurezza di rete, Wrkplace Management, sviluppand nuve pprtunità di business cn accunt Enterprise (VAR, ISV, System Integratr) del settre privat nella regini di nrd vest e sud d'italia. Funzini essenziali cme "Territry Sales Manager": Manages prspecting and sales activities in assigned territry Identifies and helps clse sales pprtunities in the territry Develps relatinships with key custmers in the private enterprise markets int assigned regins f Italy Leads sales presentatins at reseller. Updates and manages pipeline and prepare revenue frecasts Crdinates sales activities with ther field sales reps and manager Mnitrs and creates reprts that reflect Channel Partner's effectiveness in clsing past business Interfaces with the Channel Sales Team & Marketing n prgram implementatin and training effrts Wrk with the slutin Selling apprach Jhnsn Cntrl Spa ( ). Impiegat cn cntratt a temp determinat press Jnhsn Cntrls nella divisine Custmer Care. Nte Persnali Buna predispsizine ai rapprti interpersnali cn clienti e frnitri e al team-wrking per il raggiungiment d biettivi prefissati; riteng inltre di aver raggiunt nel crs degli anni bune dti d autnmia e rganizzazine delle prprie mansini. Infine aggiung anche la mia dispnibilità a trasferte sul territri nazinale ed internazinale per visite a clienti / frnitri, wrkshp, meeting e girnate d aggirnament prfessinale. In Fede Sala Massimilian max.sala@alice.it massisala76@gmail.cm "Autrizz il trattament dei dati persnali cntenuti nel mi curriculum vitae in base art. 13 del D. Lgs. 196/2003."