SKILLS

Professional experience
TelCo – Wholesale – MVNO – Mobile devices – Mobile technology – Loyalty – Renewables – Nanotechnology – Smart cities – Artificial Intelligence – Cybersecurity

Functional expertise

Start-ups – Marketing – Go To Market  – B2B – B2C – B2B2C/Wholesale – Management – Business Development – Business Strategy – Sales – Product Management – Customer Relationship Management – Business Planning – Product marketing – Leadership –  Segmentation – Team Management – Strategic Partnership – Customer Base Engagement – Management and Retention – Post Sales Management – Strategic thinking  

WORK EXPERIENCE

Management Consulting             ICT Marketing and Business Development – renewables energies                       2009 – present

·       Founder and CEO of Bizando (www.bizando.com), Co-Founder of Megabip (www.megabip.com)

Major projects 

·       Business Development abroad (Brazil, Spain, East Europe, Middle East, mainly Iran and UAE) (2009-present)

·       Partner of Knowdle, Spanish group leader in Colletive AI (May 2018-present)

·       Senior Advisor and Sales Representative of DarkTrace, a company leader in Cyber AI (2017-present)

·       Launch of a smart retail platform (advanced loyalty and couponing) for a Telco leader in Italy (2016-present)

·       Founder of a distributor focused on innovative products, mainly nanotechnology based (2015-present)

·       Distribution of bulk sms (2015-present)

·       Executive technical support for UNICEF in 2016 and 2018 (focus on TelCo, CRM and IT/Analytics)

·       Temporary Manager – Head of Sales and Marketing for a leading initiative in the connected vehicles industry (2014)

·       Consulting support for the start-up of an MVNO based in Sicily (2012-2013)

·       Country manager for a Spanish company focused on the renewables business, mainly PV and Wind Farm (2010-2012)

·       Definition of the opportunity and strategy for an MVNO Aggregator for the main Italian Mobile Operator (2011)

·       Definition of portfolio of mobile services for a major System Integrator (2009)

·       Development of a multi-platform and multi-country benchmark for the world of mobile apps (2009)

·       Opening in Brazil of the local subsidiary of an Italian communications agency specialized in "Below The Line" (2009)

H3G                           Fourth mobile services operator in Italy , no. 1 in the world for UMTS services                                    2001- 2009

Director, MVNO Marketing & Business Development (Rome, 2007-2009) – Development of the company positioning and of the “mobile wholesale” business in the MVNOs (Mobile Virtual Network Operators) market segment, through identification of the most appealing prospects. The commercial activity consists primarily in defining Contracts and Commercial Agreements with selected Partners.

Key achievements:

·       I successfully concluded two contracts with two MVNO customers: estimated impact on the company’s EBIDTA of no less than € 20 million over a 3-year period.

·      By effectively using my relationship network in the ICT industry, I managed to establish more than ten useful contacts with as many prospects.

·      Considering the size of the company’s internal resources available, I decided to focus the team’s effort on the most promising negotiations, and set up a business model capable of favoring the achievement of actual margins for the company, regardless of the partner’s total sales.

[H3G continues]

Sales Director, Corporate Customers (Rome, 2006-2007) – Development of Top-Accounts business, with a focus on Institutional Customers and through participation in public tenders, as well as through development of Custom solutions based on partnership agreements.

Key achievements:

·       I successfully concluded the most important contract ever between H3G and a Corporate customer, in terms of number of lines.

·       I finalized an agreement with the Arma dei Carabinieri(the national gendarmerieof Italy, policing both the military and civilian populations, and one of Italy’s four armed forces) concerning access to the Carabinieriportal website from “Tre” (H3G service trademark in Italy) mobile phones.

[H3G continues]    

Chief Marketing Officer (Milan, 2003-2006). – I handled the positioning of H3G right after it entered the market, coordinated all marketing activities from product definition all the way to pricing, and handled the handset portfolio, while defining the correct functioning of Business processes, as well as revising Technical Support processes, for both the B2B and the B2C market segments. Reporting to the General Manager.  Number of people managed: about 80, grouped into the following Departments: Consumer, Business, Handsets, Processes, and Technical Support.

Key achievements:

·       I gained to the company over 5 million customers in under three years, while positioning it as leader in technology and services innovation, developing an aggressive commercial policy, and launching new types of promotions on the market (e.g., TuaMatic, Tua Nove, Power, etc.).

·       I developed a complete portfolio of Handsets and Services, together with a tight network of multi-vendor, often partnership-oriented, relationships.

·       I turned the Technical Assistance business function into a profit-making department (up from losing €25 million to profiting €20 million per year), through total process reengineering  and delivery of a new support information system.

[H3G continues]

Business Marketing Director (Milan, 2001-2003) – I handled the appropriate positioning of H3G as it was entering the market, and supervised all related activities and decisions, from products and services to pricing policies. I also supervised channel and partnership management policies, and was in charge of BTL (Below The Line). Number of people managed: about 30.

Key achievements:

·       I succeeded in positioning H3G as an innovative player in the vertical applications and mobile web portals market.

·       I defined a specific corporate-customer segmentation for mobile services.

·       I conceived the idea of a service for mobile LAN access.

·       I developed a business model based on broad partnerships and on a technological approach (a service-delivery platform) aimed at making the developers’ job easier.

ATLANET                                  A joint venture between Acea and Telefonica de España, subsequently joined by FIAT     2000-2001

Marketing Director (Rome) – I was in charge of the Marketing Division: I handled the appropriate positioning of the company as it was entering the market, and supervised all related activities, for the B2B and the high-end B2C market segments in particular. I held an interim position for the definition and establishing of the indirect sales channel. Number of people managed: about 20.

RETEVISION                           #2 fixed-line telecommunications Operator in Spain                                                                 1997-2000

Business Marketing Director(Barcelona) (1998-2000) – I was the head of Marketing for corporate business. In this capacity I handled the appropriate positioning of the company as it was entering its specific market, and supervised all related marketing activities, including definition of products and services, pricing policies, organizational structure, business processes, as well as guidelines for the establishment of sales channels and for communication purposes, in terms of both “Above The Line” (ATL) and Below The Line (BTL). Number of people managed: about 40.

Key achievements:

·       I succeeded in activating 400,000 landlines in 2 years, thus achieving a significant business-market penetration – also thanks to the launch of the “Plan renove”, which in fact disrupted the traditional business fixed-line market in Spain – and leading to two essential results: fast acquisition of market shares and strong increase in the customer loyalty of the newly acquired businesses.

·       I managed to set up Spain’s broadest offering portfolio for the business market segment, by leveraging the potential of the next-generation data transmission network.

[Retevision continues]

Marketing Director (Madrid) (1997) – I was in charge of the Task Force set up to launch Retevisiónand its services on the Consumer market.

Key achievements:

·       I succeeded in launching Carrier Selection services within 6 months, starting from scratch, and in acquiring 1 million customers over a period of 11 months (compared to an initial objective of 400,000 customers), by introducing on the market an innovative tariff scheme, which made it possible to turn the end of a monopoly into substantial savings for the customer.

·       I launched Premium Internet services for Business and Consumer customers within 3 months, and set up a dedicated and highly motivated team.

TELECOM Italia    Rome                                                                                                                                                                     1989-1997

Voice Services Marketing Manager, Business Division (1996-1997) – I was in charge of the Voice-Services portfolio of the Business Division, and was responsible for sales amounting to about ITL 5,000 billion. I was actively involved in the following workgroups: measures to approach competition and numbering schemes, proactive customer retention, switch to time-based charges, periodic strategic plan.

In particular I participated in the Telemedia InternationalPROJECT (Madrid, Jul-Aug 1996) in order to assess the attractiveness of the Spanish market in view of a possible increase of Telecom Italia’s presence in Spain, through Intellectus (a joint-venture between TMI and the Alba Group).

I also carried out various Marketingactivities with ever increasing levels of responsibility (from 1989 to 1996). Among these:

·      Project management for Marketing-related tasks in the context of the IT2000 Program

·      Needs analysis and requirements definition for the development of Customer Retention processes

·      Definition of pricing strategy and positioning of the Business Division’s services portfolio

·      Definition of Customer portfolio for the International Division

·      Launch of Call-It, the telephone credit-card service

·      Market analysis geared to segmentation of Business Customers

·      Product management for private-network data-switching devices.

ADDITIONAL INFORMATION

Born in Reggio Calabria on 9 August 1965 – Married, one daughter (27)

Master's Degree in Electronic Engineering (Telecommunications track), Polytechnic University of Turin, 1989 – Final grade: summa cum laude.

Senior High-School – Electrotechnics Expert Diploma, Messina, 1983 – Final grade: 60/60.

Language skills: Spanish: excellent – English: advanced