Experience

Talentia Software

• France
• Software Development
• 300 - 400 Employee

• Business Partner Development Director (Italy-Spain-Portugal and Latam)

  • Jan 2022 - Present

  Leads Corporate Partnership Programs providing access to capabilities and services to support the full Partnership lifecycle, across Italy, Spain, Portugal and Latam region defining and coordinating a single corporate model for the prospective and progressive development of partnerships across Talentia countries. Responsible of HCM partner network shared services value proposition and HCM partner training academy processes and services.

• Business Partner Development Director Italy

  • Sep 2019 - Dec 2021

  Lead and drive partnership and business development strategies to increase revenue. Identify opportunities for partnerships with entities who are excited to share in Talentia's offer portfolio HCM&CPM and build meaningful, new relationships Define and progress partners through the Talentia's partnership lifecycle, achieving milestones to meet internal goals Structure, negotiate, and close new partnership deals Manage and grow existing relationships with partners to maximize value… Show more Lead and drive partnership and business development strategies to increase revenue. Identify opportunities for partnerships with entities who are excited to share in Talentia's offer portfolio HCM&CPM and build meaningful, new relationships Define and progress partners through the Talentia's partnership lifecycle, achieving milestones to meet internal goals Structure, negotiate, and close new partnership deals Manage and grow existing relationships with partners to maximize value on all sides Build infrastructure, processes, and best practices to support the work of partnership and business development, including the introduction of tools and systems as needed Work collaboratively with leaders across the organization to define and refine offerings to ensure quality for partners Oversee, grow, and train a team of business development and account management professionals Set, measure, and reach goals, plans, and KPIs for the partnerships and business development team supporting sales team.



Accenture Italia

• Italy
• IT Services and IT Consulting
• 700 & Above Employee

• Senior Manager, Talent & Organization at Accenture’s Global Capability Network

  • Apr 2019 - Sep 2019

  HR Platform Advisory Services Manager (major HR Cloud Solution). He has been responsible for driving and supporting multiple Global HCM Transformation programs helping clients in shaping HR processes, Cloud/Digital solutions, designing the related IT landscapes and managing deployment operations. HR IA & Digital Innovation Workshop Design and Deploy Support – Multiple Company Plan and define IT and HR Digital transformation roadmap (Journey to cloud, DevOps set up, …) Lead… Show more HR Platform Advisory Services Manager (major HR Cloud Solution). He has been responsible for driving and supporting multiple Global HCM Transformation programs helping clients in shaping HR processes, Cloud/Digital solutions, designing the related IT landscapes and managing deployment operations. HR IA & Digital Innovation Workshop Design and Deploy Support – Multiple Company Plan and define IT and HR Digital transformation roadmap (Journey to cloud, DevOps set up, …) Lead architecture transformation design and delivery projects. Lead Software Selection Process and RFQ drawing up. Show less HR Platform Advisory Services Manager (major HR Cloud Solution). He has been responsible for driving and supporting multiple Global HCM Transformation programs helping clients in shaping HR processes, Cloud/Digital solutions, designing the related IT landscapes and managing deployment operations. HR IA & Digital Innovation Workshop Design and Deploy Support – Multiple Company Plan and define IT and HR Digital transformation roadmap (Journey to cloud, DevOps set up, …) Lead… Show more HR Platform Advisory Services Manager (major HR Cloud Solution). He has been responsible for driving and supporting multiple Global HCM Transformation programs helping clients in shaping HR processes, Cloud/Digital solutions, designing the related IT landscapes and managing deployment operations. HR IA & Digital Innovation Workshop Design and Deploy Support – Multiple Company Plan and define IT and HR Digital transformation roadmap (Journey to cloud, DevOps set up, …) Lead architecture transformation design and delivery projects. Lead Software Selection Process and RFQ drawing up. Show less



Oracle

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Human Capital Management Applications Senior Sales Executive

  • Sep 2017 - Apr 2019

  Primary role is to sell HR business solutions (Cloud services ) and related services to prospective and existing customers. Manage directly or via partners (triangulation) for a defined region / many named accounts/non-named accounts/geographical territory in Italy. • Develop and maintain complimentary partner relationships both within Oracle and across the wider Oracle partner community • Manage own pipeline through forecasting, account resource allocation, account strategy… Show more Primary role is to sell HR business solutions (Cloud services ) and related services to prospective and existing customers. Manage directly or via partners (triangulation) for a defined region / many named accounts/non-named accounts/geographical territory in Italy. • Develop and maintain complimentary partner relationships both within Oracle and across the wider Oracle partner community • Manage own pipeline through forecasting, account resource allocation, account strategy, and planning. • Develop solution proposals encompassing all aspects of the application. • Participate in the development, presentation, and sales of a value proposition. • Negotiate pricing and contractual agreement to close the sale. • Identify and develop strategic alignment with key third party influencers. • Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Show less Primary role is to sell HR business solutions (Cloud services ) and related services to prospective and existing customers. Manage directly or via partners (triangulation) for a defined region / many named accounts/non-named accounts/geographical territory in Italy. • Develop and maintain complimentary partner relationships both within Oracle and across the wider Oracle partner community • Manage own pipeline through forecasting, account resource allocation, account strategy… Show more Primary role is to sell HR business solutions (Cloud services ) and related services to prospective and existing customers. Manage directly or via partners (triangulation) for a defined region / many named accounts/non-named accounts/geographical territory in Italy. • Develop and maintain complimentary partner relationships both within Oracle and across the wider Oracle partner community • Manage own pipeline through forecasting, account resource allocation, account strategy, and planning. • Develop solution proposals encompassing all aspects of the application. • Participate in the development, presentation, and sales of a value proposition. • Negotiate pricing and contractual agreement to close the sale. • Identify and develop strategic alignment with key third party influencers. • Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Show less



Talentia Software

• France
• Software Development
• 300 - 400 Employee

• Human Capital Management Solutions Sales Manager

  • Apr 2014 - Sep 2017

  accountable for sales activities related to the Human Capital Management Solutions and Talent Management, working with business customers to fulfill Human Resources business requirements. Responsible for selling, closing, servicing and expanding the current customer base within an Italy territory across the entire Human Capital Management portfolio of solutions including Talent (Performance,Training, Career and Development, Recruiting, Succession Planning, Compensation), Core HR (HRIS… Show more accountable for sales activities related to the Human Capital Management Solutions and Talent Management, working with business customers to fulfill Human Resources business requirements. Responsible for selling, closing, servicing and expanding the current customer base within an Italy territory across the entire Human Capital Management portfolio of solutions including Talent (Performance,Training, Career and Development, Recruiting, Succession Planning, Compensation), Core HR (HRIS, Payroll, Benefits), and Workforce Planning & Analytics. The primary goal is to ensure the customer’s vision for deployment is successfully transitioned from sales through implementation and go-live. • Establish specific account plans and strategies • Analyze prospects’ requirements and propose the best possible solution • Create and deliver demonstrations and presentations • Provide best-practice guidance on customer processes • Manage the relationship with the customer throughout the sales process • Master and maintain detailed knowledge of Talentia HCM product-suite configuration options • Respond to the functional/technical sections of RFI/RFP’s as necessary • Document and communicate product feedback and new requirements from the field Show less accountable for sales activities related to the Human Capital Management Solutions and Talent Management, working with business customers to fulfill Human Resources business requirements. Responsible for selling, closing, servicing and expanding the current customer base within an Italy territory across the entire Human Capital Management portfolio of solutions including Talent (Performance,Training, Career and Development, Recruiting, Succession Planning, Compensation), Core HR (HRIS… Show more accountable for sales activities related to the Human Capital Management Solutions and Talent Management, working with business customers to fulfill Human Resources business requirements. Responsible for selling, closing, servicing and expanding the current customer base within an Italy territory across the entire Human Capital Management portfolio of solutions including Talent (Performance,Training, Career and Development, Recruiting, Succession Planning, Compensation), Core HR (HRIS, Payroll, Benefits), and Workforce Planning & Analytics. The primary goal is to ensure the customer’s vision for deployment is successfully transitioned from sales through implementation and go-live. • Establish specific account plans and strategies • Analyze prospects’ requirements and propose the best possible solution • Create and deliver demonstrations and presentations • Provide best-practice guidance on customer processes • Manage the relationship with the customer throughout the sales process • Master and maintain detailed knowledge of Talentia HCM product-suite configuration options • Respond to the functional/technical sections of RFI/RFP’s as necessary • Document and communicate product feedback and new requirements from the field Show less



F2A

• Italy
• Outsourcing and Offshoring Consulting
• 400 - 500 Employee

• HR Services Business Development Manager North Italy -

  • Jan 2011 - Mar 2014

  HR Services Business Development Manager North Italy - Main achievements and activities: Accountable for Sales of HR services in a designated area. Consult with Northern Italy clients to establish business needs and design HR solutions. Specialties: HR solution selling (consultancy,recruiting, training and performance appraisals & Payroll software) Job analysis, performance planning and evaluation, job&salary grading, payroll, empowerment & PNL, and BPO/BPR of HR… Show more HR Services Business Development Manager North Italy - Main achievements and activities: Accountable for Sales of HR services in a designated area. Consult with Northern Italy clients to establish business needs and design HR solutions. Specialties: HR solution selling (consultancy,recruiting, training and performance appraisals & Payroll software) Job analysis, performance planning and evaluation, job&salary grading, payroll, empowerment & PNL, and BPO/BPR of HR processes and performance appraisals. Also responsible for presales analysis, offer preparation and deal closure. Duties and responsibilities inlcude: Oversee Sales of Human Resources Management Services in both SaaS/Cloud computing mode and HR consultant; Oversee Sales of Payroll Administrative Outsourcing services in both External Service Provider mode and Business Process mode; Technical analysis of prospect and P&L development for the financial settlement of the commercial proposal. Expertise in HR software platform: Demonstrations of the HR Solution, both standard and tailored to prospects and existing customers, both onsite and via web Supporting Marketing events – user conferences, workshops, etc

• Sales Account Manager - Outsourcing integrated Services

  • Jan 2006 - Jan 2011

  Michele was responsible for the sales management of assigned clients and acquisition of new customers concerning: Human Resources Management services, Finance & Administration services accounting, legal, and tax, payroll outsourcing and labour consultancy. In particular: manage the entire sales process, first contact with the client, requirement analysis, preparation of Project proposal; contract negotiation; definition and elaboration of projects for commercial development;… Show more Michele was responsible for the sales management of assigned clients and acquisition of new customers concerning: Human Resources Management services, Finance & Administration services accounting, legal, and tax, payroll outsourcing and labour consultancy. In particular: manage the entire sales process, first contact with the client, requirement analysis, preparation of Project proposal; contract negotiation; definition and elaboration of projects for commercial development; participation in events, workshops, conferences and more; Creating new opportunities and Lead Generation

• Payroll Sales Manager

  • Sep 2000 - Jan 2006

  • Manage the entire Payroll sales workflow, from the collection of the proposed economic needs • Managing Sales Techniques that move progressively from a size of hard selling to a scenario of soft selling • Marketing: segmentation and evaluation of the application, analysis of actual and potential competition, positioning the company and its products, application of the marketing mix levers.