Stefano Porcaro
Sales Executive
Garbagnate Milanese
Summary
Accomplished Sales Executive with demonstrated experience driving significant growth results in the rapidly changing technology industry. Unique combination of strategic sales leadership and technical innovation. Expertise in building relationships with C-Level executives to identify their needs and design product solutions to support their transformation into the digital landscape. Well-rounded knowledge of Big Data, Software as a Service, Cloud infrastructure and Internet of Things (IoT). Tenacious in utilizing new concepts supporting customer’s business needs, learning new domains and forging strong relationships with external and internal business partners.
Overview
16
16
years of professional experience
6
6
Certificates
2
2
Languages
Work History
Enterprise Account Executive
Dynatrace
01.2022 - Current
- Focused on creating and expanding the Dynatrace business within the major Italian Financial Services institutions. For those who already embraced the Dynatrace platform, working closely with the customer to help them addressing their needs with new functionalities and new use cases.
- For new customers, position the value Dynatrace can bring in terms of agility, resiliency and cost optimization through a value selling proposition.
- In parallel, working with the partner ecosystem bringing in the right experience with the proper power for the projects to be implemented.
- Manage growth & adoption of the Dynatrace platform into major Italian Financial Services institutions, whilst working with local sales and support teams across various GEOs.
- Drive customer’s long-term corporate & cloud strategies with accompanying roadmap.
- Create a holistic strategic account plan with key initiatives that will drive strategy realization over a long period. Define & detail a prioritized key initiative plan jointly with customer stakeholders and map them to govern the current & future relationship.
- Execute the sales plan and strategy by influencing and leading the virtual team of resources from various LoBs, functions, and geographies, including the cooperation with partners and hyperscalers.
- Acting as the senior reference for the Sales Team, helping the Regiona Director in leading and supporting the team.
- Enrolled in the Future Leader Excellence program, focused on preparing people to growth inside the Company.
Strategic Account Executive
Talkdesk
01.2021 - 01.2022
- Partnering with the main Italian Enterprises to understand their needs and discover how the Talkdesk solutions can help them address these. In charge of building and maintaining lasting relationships with clients and partners, managing the full sales cycle and coordinating internal and external resources to expedite workflow.
- Developed strategic plans that aligned with corporate objectives, driving sustained growth across the organization''s portfolio of accounts.
Sales Manager
Bizmatica Econocom
06.2018 - 08.2021
- Oversee Bizmatica solutions portfolio selling and the whole sales team, attracting enterprise customers and increase market share to optimise company sustainability and growth. Administer end-to-end activities involved in sales, managing customers from telco, media, finance, and utilities, upselling and cross-selling to existing customer base, and generating new business streams. Devise and proposed solutions for several domains across market including Contact Centre, Customer Experience, IoT, BPM and Case Management, Big Data and Analytics, Artificial Intelligence, Mobile Applications and API Management, DevOps. Lead planning, development, and execution of common pipelines, propositions and marketing campaigns. Served as main point of contact for requests surrounding commercial aspects. Analyse sales strategy and forecast to ensure utmost accuracy and alignment with business goals.
- Consistent in meeting and exceeding sales target.
- Key contributor to revenue growth from €19M to €30M over four years.
Executive Business Unit Manager
Bizmatica Econocom
01.2012 - 01.2018
- Structured and organised IoT and Data Business Unit from conception to completion, ensuring optimised sales and delivery resources. Devised, deployed, and monitored business unit operations to drive long-term growth and profitability.
- On top of that in charge of selling the whole Bizmatica offering to the Enterprise customers.
- Recruited, trained, and mentored team to aid in business expansion.
- Transformed low performing unit into an exceptionally profitable unit.
Motive Sales Manager Southern Europe
Alcatel-Lucent
01.2010 - 01.2012
- Directed operations across South Europe region to uncover potential clients, pitching Motive vertical applications solutions, specifically designed for service management and assurance needs for telco and media market. Collaborated cross-functionally with local Alcatel-Lucent sales representatives to serve as liaison for solutions delivery across multiple countries. Coordinated and communicated via channel partners with major clients, including Vodafone, Deutsche Telekom, and Vimpelcom global players.
- Achieved 150% targeted incentive during 2011.
- Increased market share in poor-performing markets by leading new solutions sales to T-Com Croatia and Telecom Serbia.
- Additional Experience as Sales & Business Development Manager at Alcatel-Lucent (2006 – 2010), as Professional Services Manager (2003 – 2006) at Lucent Technologies, and as Technical Customer Advocate (2000 – 2003) at Lucent Technologies.
Education
Master of Science - Telecommunication Engineering
Politecnico Di Milano
Milan 04.2001 -
Skills
Solution Selling Strategies
Certification
Google Cloud Digital Leader certified
Timeline
Enterprise Account Executive
Dynatrace
01.2022 - Current
Strategic Account Executive
Talkdesk
01.2021 - 01.2022
Sales Manager
Bizmatica Econocom
06.2018 - 08.2021
Executive Business Unit Manager
Bizmatica Econocom
01.2012 - 01.2018
Motive Sales Manager Southern Europe
Alcatel-Lucent
01.2010 - 01.2012
Master of Science - Telecommunication Engineering
Politecnico Di Milano
04.2001 -
Languages
Italian, Native
English, Fluent
Other activities
Sport addicted, experiencing bicycle, tennis and skying.
Volunteer experience
Board Member
Il Pentolino, no profit organization
- Serve on the board of directors for nonprofit organization dedicated to supporting children and youth with autism spectrum disorders
- Contribute to strategic planning and program development for autism-focused activities and initiatives
Staff Member
Cassina Integra
- Support inclusive soccer program designed specifically for athletes with intellectual disabilities. Integrated soccer means that people with diabilities and without play together
- Assist in training sessions and competitive activities promoting sports accessibility and integration
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