Guido Giuseppe Neri Mocchi

• Providing consultancy in the field of IT system, WAN network, data Centre/Colocation, Virtualisation (WMWare), Cloud services and Data Backup
• Made recommendations and performed upgrades, assisting businesses in technology planning aligned with growth projections
• Evaluation of new technologies and best practices
• Evaluation of project requirements and specifications and issue the RFO documentation
• Evaluation of emerging trends in technology, recommending strategic investments to maintain a competitive edge within the industry.
• Analyses for seamless system migrations with minimal disruption to operations, using careful planning, execution strategies, and risk mitigation techniques
• Delivered high-quality presentations to the CEO and the stakeholders, effectively communicating project objectives, costs and results.
• M&A consultancy for ITC related small companies, with due diligence on the customer base, on the sales processes and with check of the balance sheets.

Major achievements:

• 3+ million euros worth migration to SAP Hana, with new colocation and new F.O. network for the Italian branch of a French multinational (approx. turnover: 2+ billion euros just in the EU)
• merge between 3 system integrator firms into a single 2,5 million euros company.

• I work in a constantly changing environment, similar to a start-up: during the merging of 6 companies, roles are flexible and tasks must quickly fit to new challenges
• Carriers, Over The Top and international connectivity reseller accounts management
• International Channel sales developer to recruit, develop, drive and monitor businesses with channel partners
• Used to work with minimal supervision, to think quickly and to lead technical discussions where necessary
• Prospecting and identifying new sales opportunities including contact qualification, engagement and discovery
• Consultative sales approach to understand and meet customer needs
• Close collaboration with cross-functional teams (Legal dept., Marketing dept., Technical Ops. dept.) to develop customized offers and to respond to RFP & RFI.
• Working with direct sales representatives, channel sales, marketing and engineering teams to develop services and procedures
• Highly polished presentations to partners' and customers' senior management
• Regularly provided detailed reports on account performance, highlighting successes as well as areas needing improvement for continued growth.

Major achievements:

• I always reached or exceeded the sales targets (except in 2022)
• I managed to keep good reputation and respect among both the domestic and the international Carriers' and Colocation/Data Centre major players, no matter the on-going merges and the troubles these caused
• I successfully hand my reseller customer base over to the company Reseller Business Unit

• Responsible for all the Carriers' and Foreign Markets' Sales and Relations
• Major accounts sales
• Channel Developer and Manager, to recruit, develop, drive and monitor businesses with channel partners
• Used to work with minimal supervision, to think quickly and to lead technical discussions where necessary
• Used to issue compensation plan and deliver sales targets based on measurable parameters such as: gross revenue achieved, churn minimisation, sales timing
• Aggressive prospecting and identifying new sales opportunities including contact qualification, engagement and discovery
• Working with direct sales representatives, channel sales, marketing and engineering teams to develop accounts
• Highly polished presentations to partners' and customers' senior management
• Developing offers to respond to RFP & RFI
• Providing input and feedback to Marketing managers on product development and collaboration with marketing department to increase the value propositions of the services offered by the business unit.

Major achievements:

• I always reached or exceeded the sales targets (except in 2010)
• I earned good reputation and respect among both the domestic and the international Carriers' and Colocation/Data Centre major players
• I successfully engaged and turned into customers big companies, carriers, international hosters and OTT
• I managed to build up, motivate and lead performing sales teams.

• Building up and managing the Sales Support Team in Italy and the related activities
• Responsible for all the Carrier Sales Support
• Commercial tasks and contractual discussions to support or even to act on behalf of Account Managers in highly complex bids
• Business Developer for foreign countries
• Deployment of processes, tool and quality criteria across my Team and with regard to the other company departments
• P&L control and accountability
• Highly polished presentations to customers' senior management
• Responsible for bids related to: IPVPN, Server Hosting / Facilities, ATM network, Dedicated internet access also w/ BGP4, IPLC
• Develop offers for responding RFP & RFI
• In-country project manager also for corporate services
• Technical and procedural interface between the HQ and the country
• Contract Management
• In-country responsible for the 'knowledge distribution' (training of the sales force) about the corporate products and services.

• Built up and managing the Sales Support Team in Italy and the related activities
• P&L control and accountability
• Several commercial tasks and contractual discussions to support the Account Managers in highly complex bids
• Responsible for several bids related to: Broadband SDH and optical link DWDM, Carrier Colocation, IP Transit w/ BGP4, IPVPN, IPLC
• Contacts with the world leading telecommunications carriers
• Co-location facilities develop and project managing
• Develop offers for responding RFP & RFI
• In-country project manager for corporate services
• Technical interface between the HQ and the country
• Customer presentations.

• Assistance to the client for the implementation of planning methodologies
• Company management and organization, P&L planning and control
• Research and development for the most efficient image of the financial companies and their products
• Meetings with high level representatives of the banking and consultancy sectors
• Feasibility studies, Project planning and Implementation in the telecommunication/internet and WAN areas
• Contacts with the leading suppliers for Telecommunications and IT devices
• Client presentations.

• Responsible for Technical Sales, Tasks related to external relations and sales
• Involved in the development and production of ISDN devices
• Frequent contacts with the representatives of Telecom Italia, Sirti, Ferrovie dello Stato (National Italian Railway).

• Systems engineer in tele-measurement projects
• Pre and post sale support to clients
• Presentations and launches of new products
• Training of customers and internal personnel.

• Initial 6 month stage
• Further 6 month employment c/o the R&D division of Siemens TLC.