Annamaria Arcese
Rome
Profilo professionale
Experienced professional in leadership and business transformation. Skilled in problem solving and sales management, with solid experience in program governance. Excellent communicator and negotiator, with a passion for AI framework adoption and customer success.
I’ve been nominated as one of the Top Powerful Women in Italy by Fortune (2023)
Panoramica
35
35
years of professional experience
Esperienza lavorativa
Partner
Lutech Next – Business Consulting & eXperience Studio (UX/UI)
2024.01 - 2026.06
- Second line Manager (4 direct reports - 60 consulting professionals)
- Managing consulting practice, offering creative and proven strategies to help clients across all sectors achieve sustained, profitable growth and success in a competitive and changing world.
Regional Vice President
Salesforce
2020.06 - 2024.01
- Financial Services & Retail, Consumer Goods
- Second Line Manager (4 direct reports - 25 sales professionals)
- Driving sales growth and building a top-class Sales Leaders and Account Executives.
- Design and implement a strategic sales plan that expands the customer base and ensures a strong market presence in industries.
- Regional Sales Director 2020-2022
- Energy & Utilities (150% growth)
- Driving sales growth and sales targets by managing a sales team of 10 Account Executives. Design and implement a strategic sales plan that expands the customer base and ensures a strong market presence in Energy & Utilities industries.
- My goal is to develop, maintain and execute a territory plan, and field sales action plans. Furthermore, I build and promote strong, long-lasting customer relationships, creating trust and customer success. I manage, develop, and motivate the salesforce team to ensure that a high professional standard is achieved, and monthly sales targets are met.
Central-South Financial Services Director – Insurance Director
Indra/Minsait
2017.09 - 2020.06
- Manage Insurance major accounts and some banks, through a sales team (3 professional resources) driving financial services digital transformation.
- In the provision of financial services, my goal consists in maximizing the value offered to clients through a highly specialized offer: consulting services, integration of custom solutions and projects, application maintenance and technological outsourcing, and banking BPO. Strong commitment to technological development in the insurance & banking business. Leading a team of 3 professionals to customize business solution, leveraging the international experience and business knowledge Indra/Minsait acquired in the market.
Digital Innovation Director
ESC 2014 srl
2016.01 - 2017.12
- Entrepreneur and Senior Advisor for Digital Transformation: Driving digital technology consultancy enabling cooperation among large companies and start-ups, through fablabs, workshops, hackathons, and innovation environments
- Startup Due Diligence for M&A
- Artificial Intelligence application in Industry Sector and in Healthcare
- Advisor for BIC Lazio in start-up coaching & mentoring
- Senior Advisor for a large logistic program
Senior Director Financial Services Sales Manager
Avanade
2014.11 - 2016.10
- Sales management on major Financial Services accounts, through a sales team (6 resources) and driving financial services digital transformation: accurately forecasts annual, quarterly, and monthly revenue streams. Coordinates proper company resources to ensure efficient and stable sales results. Collaboration with Accenture & Microsoft to develop sales strategies.
- With my team I supported the companies to differentiate their business, adding digital value to the customers and putting the customer at the center of decision-making: re-platforming and moving away from legacy system and integrating data to understand customer journeys and behaviors.
Director – Advisory Services
Ernst & Young
2010.11 - 2014.10
- Client Service Partner for Media and Utilities companies, responsible for budget, revenue, and market strategy
- Information Technology Advisory leader helping companies improve performance, enable change, and manage risks; IT strategy and alignment; Enterprise architecture, Cloud Advisory and Infrastructure, IT sourcing advisory, IT performance and cost improvement.
- Economic efficiency calculations for IT investments, optimal allocation of financial resources and identification of cost saving potential in existing IT resources, providing best practice expertise enabling a valuable comparison of IT costs.
District Sales Manager
Sun Microsystems/Oracle
2008.10 - 2010.10
- Sales team management (6 sales reps): customer set and target definition, sales strategy coordination, budget and revenue management
- Programs leader for Energy & Transportation Sector at European level
- Efficient Data center Innovation: Consolidation and virtualization –Technology upgrades; the “improved operation” scenario includes energy-efficiency improvements, eco-responsible IT Solutions. Thin Clients deployment: virtual desktop strategy to aim carbon savings and lower maintenance costs.
Practice Manager
Microsoft srl
2004.09 - 2008.10
- Practice sales strategy definition and business reviews; Team management: sales and pre-sales, defining objectives, sales goals and monitoring results
- Business consulting, mapping MS solutions to client business processes, and develop value proposition and business case, managing a portfolio of consulting engagements and technical support programs.
- Microsoft Competence Center program implementation for top customers.
Senior Manager
A.T. Kearney
2002.01 - 2004.08
- IT Strategy leader & Web department leader, coordinating 25 people from the strategic approach to the implementation
- IT leader in a Business Process Reengineering activity for large hospitals, requiring high innovation and international benchmarking: IT strategy definition, solutions, and partners identification.
- Program Manager for a Business Process Improvement activity to enhance EDS services for a large energy company.
- Participation in international IT affinity team to definite AT Kearney IT strategies.
E-business Department Manager
Cap Gemini Ernst & Young
2000.06 - 2002.01
- Managing 70 people, I supported customers in defining e-business solutions.
- Develop market opportunities and define sales strategies for the new e-business market
- Examples of typical projects
- 1. Infomobility solutions: supporting the start-up of the leader in Italian traffic information market
- 2. E-commerce approach and solution implementation for a large retail company
- 3. Universities web site design and implementation
Manager
Ernst & Young
1991.11 - 2000.01
- IT strategies definition for a large automotive company (1999)
- Project manager for e-business activities (1999-2000)
- IT system integration definition to support joint ventures (1998-1999)
- Shared services IT impact analysis for a large automotive company (1998)
- BPR and software selection for HR department (1995-1997)
- IT strategies and trends for Telework guidelines definition (1997)
- New data model definition for Chicago Boards of Option Exchange (1995)
- New business model for a rent-a-car company in St. Louis – Missouri (1995)
- IT strategic suppliers’ evaluation model for a telco company (1994)
- Distributed model definition and implementation for a major bank (1993-1994)
Istruzione
Geological Sciences
“La Sapienza” University
1988-01
Certification - Strategic Selling
Miller Heiman
2014-06
Competenze
- People management
- Decision making & problem solving
- Sales management, business planning, negotiation
- Business development
- Industry leadership: energy & utilities, financial services
- Program management, program governance
- Business & digital transformation, change management
- AI framework and adoption
- CRM, customer success
- Communication, public speaking
- Consulting experience & attitude
Affiliazioni
- Assoconsult (Consulting association)- Member of Board 2024-current
- CDTI (Club Dirigenti Tecnologie dell’Informazione)’s Member of Board: Chairperson of the CDTI Women's Committee
Disclaimer
I allow your company to process my personal data (in Italy: observance of the Law 675/96)
Lingue
Italiano
Madrelingua
C2
Inglese
Avanzato
C1
Hobby e interessi
My interests focus on a great balance of physical activity, creative expression, and exploration:
- Active & Sports: Jogging and tennis social gameplay
- Creative & Musical: Playing the piano and listening to music
- Exploration & Learning: Traveling to new places and reading
Risultati conseguiti
Sales & revenue goals, achieved in FY2025: 1,5x sales & revenues in consulting business, targeting 2X in FY2026
Capability growth (2024-2026): from 15 people to 60
Sales achievement in FY2023: 170%
Cronologia
Partner
Lutech Next – Business Consulting & eXperience Studio (UX/UI)
2024.01 - 2026.06
Regional Vice President
Salesforce
2020.06 - 2024.01
Central-South Financial Services Director – Insurance Director
Indra/Minsait
2017.09 - 2020.06
Digital Innovation Director
ESC 2014 srl
2016.01 - 2017.12
Senior Director Financial Services Sales Manager
Avanade
2014.11 - 2016.10
Director – Advisory Services
Ernst & Young
2010.11 - 2014.10
District Sales Manager
Sun Microsystems/Oracle
2008.10 - 2010.10
Practice Manager
Microsoft srl
2004.09 - 2008.10
Senior Manager
A.T. Kearney
2002.01 - 2004.08
E-business Department Manager
Cap Gemini Ernst & Young
2000.06 - 2002.01
Manager
Ernst & Young
1991.11 - 2000.01
Certification - Strategic Selling
Miller Heiman
Geological Sciences
“La Sapienza” University