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Cv di gioia_sales_7_languages

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  • 1. Surname/ First name Di Gioia, DanielaNationality ItalianTel. +44 774 775 7749Address King’s Road, Kingston upon Thames, United Kingdomemail pennylane@berlin.comweb http://uk.linkedin.com/in/danieladigioiaWork experience Position Account Executive for Renewals and New Business Gartner IT Consulting, London, UK Dates September 2012 until now Main activities and Responsible for development and expansion of our existing responsibilities customer base, renewal and retention program, with 70% activity focus on maximizing income from existing small and medium companies in Germany and 30% new clients. Working with the Renewal Department to develop retention initiatives including impact assessments, upselling, increasing revenue per client and account expansion. Leading response-driven marketing campaigns with C-level Executives, prospecting to new clients using a mix of digital, newsletters, telephone, mail and face to face recruitment at events and fairs. Responsible for retention and new clients’ strategy, analysis of response data from campaigns, new leads and response handling. Managing day to day relationship between our consultants and my clients. I achieved a 100% renewal rate of our existing contracts and generated an average of a new client per month (40k$ per month). Position Storage Channel Sales Enablement UK & Ireland IBM Sales and Marketing, London, United Kingdom Dates April 2010 until September 2012 Main activities and As the Storage Sales Enablement Manager for UK and responsibilities Ireland, I am responsible for developing our Sales revenue with IBM Business Partners and Distributors. I enable our Business Partners Channel to propose the right IBM Storage solution according to the customer’s
  • 2. requirements. I work with the Channel to develop their selling skills in order to correctly position a solution and its benefits for the customer. I support them with Sales, Technical and Competitive knowledge and assist them in developing end users’ demand generation campaigns in the UK and Ireland. I run customer base analysis, Sales programs and incentives. I have grown IBM Storage HW and SW revenue by 125% in 2010 via both existing resellers and new / win-back accounts from HP, EMC, Dell, NetApp. I have grown IBM Market Share by 5% in the external disk space and revenue by 150% quarterly in the past year. Position Technical Sales, inside Sales and Web Manager for STG Central and Eastern Europe, Alps, Middle East and Africa, ibm.com IBM Sales and Marketing, Bratislava, Slovakia Dates July 2007 until March 2010Main activities and Management responsibilities for three teams: responsibilities - inside Technical Sales for CEEMEA (8 Reps) - inside Territory Reseller Representatives for Business Partners for CEEMEA (6 Reps) - SMB Web Sales Specialists for CEE and ALPS (4 Reps) Managed a team of 18 sellers, who overachieved quarterly sales targets in CEEMEA region and overachieved growth quota by 25 Millions $. Successfully created strategy and deployed team resources on the territory to maximize coverage. Technical enablement of IBM Business Partners and Software and Hardware distributors Responsible for demand generation activities, optimizing Marketing, Research, Business Intelligence and Sales resources in the territory. Relationship management with stakeholders, providing weekly forecast to upper management, market insight and data analysis. Created action plans to achieve target, removing obstacles to sales, analyze financial results and costs to maintain profitability. Identified appropriate business model / route to market for
  • 3. international customers. Defined sales strategy to best address Brand pain points, root cause analysis to effectively progress pipeline. Built a new Sales team of 18 sellers from scratch within a tight deadline of few months. Streamlined process workflow and Sales cadence to free up customer facing time. People management responsibilities: implementation of HR policies, hiring, staffing, establishing clear performance goals, setting productivity goals, recognizing top performers, coaching. Established employee skills assessment and career development plans. Created a formal Sales training program which resulted in higher team motivation and talent retention. Established a standard of operational excellence. Responsible for successfully passing Business Controls audit. Position inside Brand Sales Specialist for Switzerland, ibm.com IBM Sales and Marketing, Dublin, Ireland Dates July 2004 until June 2007Main activities and Certified Sales Specialist for Switzerland responsibilities Identified and qualified sales opportunities, prepared technical offers, pricing, total cost of ownership (TCO). Closed deals with established and new customers and Integrated Accounts (Nestle’, UBS). Developed cross- brand products campaigns and on-demand offering. Territory planning and management. Grew revenue by 100% in the first year and by an average of 25% the following years Developed deep understanding of clients IT strategy and business needs. Reached my profit target year on year. Worked with CRM Siebel software for customer buying behavior analysis, market insight on base and prospect customers. Provided accurate revenue forecast. Generated Sales reports and audit trail in response to audit reviews under high pressure. Position Customer Service Representative for Germany
  • 4. IBM Customer Service Centre Dublin, Ireland Dates May 2003 until June 2004 Main activities and -Customers’ problem resolution, entitlement verification, responsibilities troubleshooting. Provided technical consultation on product installation, updates, configurations and performance. Consistently solved problems within response time objective. Achieved 100% customer satisfaction and 100% problem resolution. Responsible for maintaining level of service agreed with the customer (SLA). Focal point for all aspects concerning service delivery and database updates Education Dates September 1998 till April 2003 Title of qualification University degree (Master of Arts) in Linguistics: German, awarded Russian and English Name and type of Technische Universitaet Berlin, Germany organisation providing (Oct 2000 till April 2003) education and training Universita degli Studi di Pisa, Italy (Sept 1998 till Sept 2000) Final graduation mark 110 out of 110 (First-class honour)Languages ITALIAN MOTHERTONGUE ENGLISH EXCELLENT FRENCH EXCELLENT GERMAN EXCELLENT RUSSIAN VERY GOOD SLOVAK EXCELLENT SPANISH EXCELLENT CZECH GOOD Courses Basic Blue for new IBM Spain, November 2008 Leaders Leadership development program for newly-appointed managers
  • 5. Leader Foundation IBM Spain, October 2007 Fundamental leadership and people-management learningIBM Sales and Technical March 2007 Sales Certification IBM Sales and Field Technical Sales Specialist certifications Global Sales School Graduate from Global Sales School, Dublin, Ireland July 2004 till November 2005 Diplôme Supérieure de Institut del’Alliance Française at the French Ambassy, Dublin Français des Affaires French for Business Diplom September 2004 till June 2005 Advanced Slovak May 2008 till September 2008 Language Kanadský Bilinguálny Inštitút, Bratislava Advanced Russian Ruské centrum vedy a kultúry, Bratislava Language September 2007 till May 2008 October 2008 till January 2009 Business Russian Trinity College, Dublin September 2006 till May 2007 Small and Medium September to November 2012 (2 months)Business Sales Academy Sales training for Small and Medium Business selling to C- Level executives / board. Sailing Certification 2010, 2011, 2012 Royal Yachting Association UK Level I and II and Competent Crew Volunteering August 2011 Russian Orphan Opportunity Fund, Pskov, Russia Worked with mentally ill children in a Russian orphanage Tasks: teaching basic cognitive and numerical skills to allow the children to learn to read and write and find a work placement later as young adults. Responsible for creating learning program and for executing learning activities in classroom. Wrote feedback reports on children. Worked with national health psychologist and made recommendations on children development roadmap. Hobbies Sport challenges (London Marathon 2011, Cycling London to Paris and back 2012) Environment, Politics, Economy