Massimo
Business Development Director - Italy - iCEO #62373

Experience

A results-oriented adaptive leader able to unlock the potential of an organization to shift direction to address changes in business priorities An innovator who merges vision with real business case A senior project manager motivator and collaborative team player A business development expert who listens at and manages C-levels and drives sales Served for Accenture, PricewaterhouseCoopers, IBM

Major Achievements

- After two decades+ serving for the leading US Consultancy and ICT Majors, embarking upon an entrepreneurial challenge with a small Italian SAP boutique, CFS Consulting, being able to drive in a few months outstanding results (revenue, profit and # of consultants YtY growth rates), to achieve SAP Service Partner Certification, to work effectively to design and execute a merge & acquisition strategy in order to speed a sustainable growth for the Company (the merge with the Madrid-based Grupo Cognicase Management Consulting). In the meantime, successfully managing as program / project manager some challenging SAP global projects for a major US Packaging Company and some innovative projects in the Digital Transformation space; - Turning around the General Business Division of IBM Italy Global Business Services, to the best performing unit, in terms of people motivation, delivery excellence results (revenue, profit, DSO, …), Customer satisfaction and Competitive Win back rate. Best Practices developed for SAP Industry Solutions. Digital Transformation Practice successfully launched. SAP Channel Business Partners ecosystem launched. Achieved increased international credibility and visibility across the EMEA Global General Business organization. - Refocusing the traditional, very much product-based value proposition of the IBM Software Group for Channel Partners into a more consultative / solution selling approach. In this way the Partners can leverage on their existing core competencies in selected Industry segments in their territories / geo’s to cloth and embed the IBM Software leading-edge technology into Partners’ developed, added-value business solutions for their Clients. Turning a pure software technology sales into a business solution value proposition. - Launching innovative start_up’s and founding / managing some new Practices (e_Business unit in PwC, SAP Business Partner Ecosystem in IBM GBS, Digital Transformation practice in IBM GBS) and driving them to success . - Being appointed as voting member of the IBM Software Group Worldwide Merger & Acquisitions Due Diligence Board (Somers, N.Y., USA).

Industry Sector Competencies

E-Commerce/Internet

IT/Computer Hardware

Systems Integration

Packaging

Automotive

Professional Objectives

Function: Director, CIO, COO

Interim Manager: No

Permanent Position: Yes

Operational: Yes

Availability: Full time

Prefered Locations: Italy, Switzerland, France, BENELUX, UK, Ireland

Additional Professional Interests

Non executive director assignments

Countries Covered

France

Greece

Italy

Spain

USA

Operational Competencies

Technologies to market (Professional)

Business development (Expert)

Acquisition and shadow management (Expert)

New product or service launch (Professional)

Geographical expansion (Professional)

Company rescue or turnaround (Professional)

Close down or sell off (Professional)