Welcome to Brazen Careerist!

About Me

Accomplished account manager and passionate product marketing professional.

Listening to clients, learning about their businesses, the markets they compete in and positioning your offering accordingly are key elements in common between account management and product marketing. My successful sales background, especially with under-producing and unhappy customers, allows me to deliver immediate results in either discipline.

Existing clients are significantly more profitable than new ones and yet they often fell off the radar: money are left on the table and dangerous gaps are created to the competition's advantage. I'm uniquely positioned to successfully market and sell "workhorse" products and services as well as new offerings to existing accounts, systematically.

Work History

• CA, Inc.
• Product Marketing Manager

• Worked closely with Sales to develop effective sales tools and presentations. Produced product launch collaterals and delivered sales training. Leveraged relationship building skills to document references, success stories and secure customer speakers for industry and company events. Lead business unit participation to large developer events in New York and London.

  Installed base and pipeline analysis to identify up-sell and cross-sell opportunities. Developed ad-hoc value propositions and customer communication templates. The program identified 380 new opportunities (over $200M pipeline) in one quarter in North America alone.

  Received 2009 Above Award for superior contribution to the business (up/cross-sell program, one of 10 recipients for the year in Product Marketing).

• CA, Inc.
• Account Manager

• Developed and maintained trusted relationships with C-level and Senior decision makers within assigned named accounts.

  Generated over $5.5M of net new business in less than 2 years.

  2008 Compass Club Award of Excellence recipient (top 5% of global sales force).

• Trianz, Inc.
• Senior Manager, Business Development

• Spearheaded Trianz's initiative to expand outside of Business Consulting and enter the Product Engineering Services market.

  Focused on product development and engineering functions of established and emerging organizations with the goal of creating collaborative partnerships and ultimately helping Clients build, sustain and broad their product offerings and market reach through Trianz's dual-shore software development model.

  Secured immediate revenues and developed healthy funnel from scratch.

• HP
• Enterprise Account Manager

• Represented HP’s entire portfolio of products and services within the assigned Corporate Accounts in the Network & Service Providers vertical across the Americas region.

  The assigned Clients included several of HP’s largest accounts globally and some of the world’s largest Network Equipment Providers.

  Managed a virtual sales team of 4 dedicated people and 10 shared resources.

  Grew revenues more than 3 folds in 3 years (post Compaq-merger period).

• HP
• Account Manager

• Lead sales activities with the assigned Corporate Accounts.

  Over 60% revenue increase in 2 years.

Education

• University of Genoa, Italy
• Laurea (BS), Electrical Engineering & Computer Sciences (EECS), Robotics
• - 1995

• Graduation dissertation work performed at the LIRA Lab, the Laboratory for Integrated Advanced Robotics of the Department of Communication, Computer and System Sciences.

  The thesis consisted of a working prototype of a VME card doing real-time obstacle avoidance utilizing binocular vision. The card was successfully installed on-board the URMAD robotic unit, a prototype robotic system capable of executing in autonomous fashion ordinary operations useful to assist disabled people.