Experiences at BMC Software

Adaptability to change.
Continue to add value as an employee through all phases of career.
Honing several valuable skills that transcend a particular industry.

Smart, articulate and dedicated

I'm working on Migration Project Currently.It's really nice to work in companies like BMC

Led efforts to create and disseminate product, market and competitive analysis to drive business planning, product strategy, and marketing decisions.

Define the positioning strategy for market place. Trial conduction. Account qualification. Channels development. Distributors management. Pre-sale and post-sale (1st level) technical support for Open Systems product. First Closed Deal: US$ 128,000 (Patrol), even not as sales rep.

grow the italian organisation at 40+% per year

BMC Software is the industry leader in delivering application service assurance solutions at enterprise-level. In 1999 BMC's planned acquisition of Boole & Babbage and New Dimension Software whose products link the IT resources management to business services delivery.

Boole and Babbage was a leader in availability and service level management (Service avalilability, Storage Management, Enterprise Console); New Dimension, an Israeli company, was a leader in 'Enterprise Management Products' that handle job scheduling (Control-M), document management (Control-D) and security administration (Control-SA).

In March 1999 the board of BMC decided to create a dedicated Sales Forces Team across the traditional Sales Divisions, in order to sell and promote only B&B and ND solutions. I joined BMC in June 1999 as a member of this dedicated team

Due to my solid technical background, I was in charge of supporting the account managers for strategies, presentations, pricing and contracts for B&B and ND solutions and I also follow technical issues with the Lab.

These are the main projects followed during my 3 years.

In the Output Management (Control-D) area the main project was with Unicredit Bank helping them to reduce the big amount of money used to print millions pages per days.
We do that using the new WEB capabilities and extension for the electronic distribution of documents instead of printing and distributing tons of papers.

In the Security Administration (Control-SA) area I followed as account executive two main projects:
1) Technical and Financial Security Assesment Project for Unicredit Bank in order to centralize the management of users, access rights and to create enterprise security policies.
In cooperation with the BMC managers and pre-sales and directly with the European Biz Dev for Security Management (Gil Trotino) we presented the best technical solution in according with the customer.
2M$ of Control-SA Software License and about 200 days of implementation were the deal.
Our main competitor were CA, Integra, IBM.
2) In a Finance customer, Banca Popolorare Verona e Novara I followed the startup of the first implementation of Control-SA on the whole bank organization. For the first time in Italy a Bank decide to use 'seriously' Control-SA to centralize security policies, to reduce IT Help Desk password-related task with a password synchronization module across mainframe and distributed systems.

In BMC.

* April 2001 - May 2002

Due to an internal reorganization, the dedicated Sales Forces Team across the traditional sales division were eliminated, and therefore I became a traditional Account Manager on the whole EST Territory of Italy, for open systems solutions.

My Clients were (small) Banks and (small) Insurance Iantitutions, Retail and Industry Companies (Carraro, PAM, Esselunga, Coca Cola, Infocamere, Coin, Cattolica, Cilme, ASM Brescia, Iside, Gruppo Popolare Bergamo, Stock, Electrolux Zanussi, Aprilia ect).

* April 2000 - March 2001

Within a sales role working on all the national territory, always with Finance and Insurance Institutions; in this year the difference was that my target was linked to the capability to sell only new products and services, and not contract upgrades.

* June 1999 - March 2000

Within a sales role and working on all the national territory, I've been in touch mainly with Finance and Insurance Institutions. My clients were BPM, USI, Iccrea Banca, Cattolica, Rasbank, SEC Servizi, Gesi, SSB, Banca Friuladria, SIAC Roma, Cassa Depositi e Prestiti, Mediocredito Centrale, Popolare Verona e Novara, Banca Lombarda etc....

Relationship experience with big companies in different industry/market sectors. Sharing with the customer its development plans and processes innovation strategies. Able to provide a global proposal of products/services/complex solutions. Some customers: Carifirenze Group, Findomestic Bank, Iccrea Bank, BNL, Capitalia, Poste Italiane Group, Autostrade per l'Italia, Ferrovie Group (included TSF-Tele Sistemi Ferroviari), EDS. Achieved results in previous fiscal years (% on annual target): FY01: 100%; FY02: 80%; FY03: 160%; FY04: 180%; FY05: 123%; FY06: 104%; FY07: 106%....