Profile

Spedaliero Gerardo

Gerardo Spedaliero

Technology Sales Professional

Name:Gerardo Spedaliero
Date of birth:15.12.1966
Address:Geneva, Switzerland
Phone:+41793554324
Email:gerardo@spedaliero.ch
Website:spedaliero.ch

I have over 20 years experience Sales, Marketing, and, Business Development in international Environment. I am a sales professional with international, national and local experience in management, business development, sales/channel management, marketing, project management. I lead individuals and teams in operational organizations.

Experience

11.2010 - present

Avaya Switzerland

Sales Manager

Avaya is a recognized innovator leading business communications for the digital age– http://www.avaya.com/

 

Objectives :

Position and sells solutions and services to enterprises customers in assigned territory in Switzerland and named accounts. (Indirect Go-to-market). Relationship management to key accounts on different hierarchy levels and with business partners. Represents the company to the customer and prospects in all sales-related activities in the role as key client contact. Maintains and penetrates current customer base, along with identifying and converting prospective customers. Conducts full-line selling to achieve revenue goals.

Product Portfolio: Digital transformation, Business Communications Applications, Unified Communications and Collaboration, Omni-channel Contact Center, CRM integration, Data Networking, Video Conferencing Solutions and associated Services.

01.2006 - 06.2010

COLT Telecom Switzerland

Business Unit Head, Major Enterprise Division Switzerland

To be the most trusted provider of ICT Infrastructure and Management Services to European, national and multinational business entreprises– http://www.colt.net/

 
Objectives :
Reporting directly to the Senior Management Board in London, I am responsible to define and implement strategies to increase market share for each business sector (e.g. Media, Finance, and Government). I Lead the Swiss Business Unit with full P&L responsibility over Sales, Sales support, Sales Operation and Marketing (staff of 30 people in Geneva, Zurich and Basel).

Achievements :

  • – Expanded sales from € 30 M to 50 M p.a.
  • – >20% market share in the Swiss financial market
01.2001 - 12.2005

COLT Telecom SA

Director of COLT Geneva Subsidiary

Unique among leading communications providers, specializing in businesses who demand higher performance from their data, voice and managed services.
COLT owns and operates one of Europe’s most advanced networks with unmatched breadth and city density across 13 European countries– http://www.colt.net/

Objectives :

Reporting to the Regional Managing Director, I was responsible for the Geneva operational subsidiary with Full P&L responsibility over Sales, Sales support, Customer service, Network operation, Marketing and HR (staff of 40 people).

  • Responsible to Construction and development of fiber network in the Suisse Romande (approximately 300 km network connecting more than 200 business buildings).
  • Built and coached sales team addressing Large corporate customers, Small and Medium Market and Indirect Channel.
  • Develop and implement products and services matching customer demand.
    Set up Network operation (service delivery, service assurance, Civil construction and network planning).
  • Controlled investment in Network and infrastructure deployment.
  • Set operational process, procedure and systems to insure productivity and efficiency.

Achievements :

  • – Delivered sales from € 5 M to € 30 M p.a.
  • – Acquisition of Major customers (HP EMEA, SGS, IBM, Merrill Lynch, Deutsche Bank, P&G)
  • – Signature of Master Service Agreement with HP for the full EMEA Network
  • – Generated EBITA  profit and free cash flow
03.1998 - 12.2000

COLT Telecom AG (Zurich)

Sales Manager, Carrier and Wholesales Business

Start up of  competitive European alternative carrier, delivery of fiber base services to Business and Wholesale Swiss market

 

Objectives :

Responsible to create Wholesale business on a global basis. Development and launch of network services matching market demand. Business development with International Carriers, Fix and Mobile Operators, CATV, Local Power Utility organizations and Resellers (Team of 5 people).

  • Interconnection agreement negotiation with Telecom operators
  • – Sales of Network solution such as large transmission capacity (local, national and international), Voice traffic and Internet transit capacity
  • – Established a trading platform with sales structure and  purchasing team
  • – Development of international project team to follow up implementation and network infrastructure planning

Achievements :

  • – Developed sales revenue from start up phase to € 70 M p.a.
  • – Signed Interconnection Agreement with Key Telecom Players on the  Swiss Market
  • – Shaped ideal revenue mix 15% Data services 85% Voice services
  • – Achieved to generate High EBITA contribution and profit
07.1996 - 10.1997

Unisource Carrier Services AG Zurich

Key Account Manager

Worldwide provider of Carrier’s Carrier service dedicated to wholesale activities (part of alliance formed by Swisscom, KPN, Telia and Telefonica)

 

Objectives :

In charge of South Europe, Middle East and Africa. Addressing the Telecom operators market focusing in establishing strong relationship with the telecommunication organizations or ministries.

  • – Negotiation of bilateral agreement supporting traditional Telecom services (voice)
  • – Business development and unearth new opportunities such as new satellite routes to terminate voice traffic
  • – Maintain and develop partners to promote Unisource services
  • – Organized international project team to support customer implementation
  • – Successfully grew sales in the Middle east region
  • – Organization of multinational Customer events in different international locations
1994 - 1996

Swisscom AG (Geneva)

Account Manager

Swiss Telecommunication Provider of fixed and mobile services

 

Objectives :

Responsible for managing key national and international business customers
Selling: Data Network, Voice Network and IT services.

  • Account development plan for key customers
  • Achievement of revenue target € 6.5 M p.a.
  • Development of value proposition
  • Certification on Account planning
  • Project manager for the World Telecom Exhibition “TELECOM 95” and meeting the demand of over 300 exhibitors in various Telecom and IT services
01.1990 - 05.1994

NCR Corp. (Zurich, Lausanne and Geneva)

Account Manager

Global Technology company specializing in IT solutions (Hardware, Software, Business Applications, LAN and PC)

 

Objectives :

  • Responsible for managing midsize business customers
  • Selling: Unix Server, LAN integration, Services, Software Application
  • Retention of customer base with migration from proprietary systems to Unix
  • Development of partner program with local software application editors
  • Acquisition of new Customers in the midsize business segment
  • 9 month of internal training on IT and solution business in Zurich
  • 3 month of training on Industry Marketing in Zurich

Education

2007 - 2008

Diploma of Advanced Studies, Entrepreneurship...

University of Geneva (MBA program)

Diploma of Advanced Studies, Entrepreneurship and Business Development– http://entrepreneurship.unige.ch/

 

Objectives :

  • Identification and exploitation of opportunities
  • Validating the potential and feasibility of projects     
  • Definition of sustainable business models     
  • Writing documents to convince (business plan, etc.)     
  • Marketing and realization of projects     
  • Negotiation and integration of the human factor     
  • Tools of influence and the grafting of opinion in hostile environment     
  • Preparation for funding     
  • Working in multidisciplinary teams     
  • Positive and Caring Leadership     
  • Management of projects that shake up organizations     
  • Internal and external communication     
  • Change Management and Stakeholders     
  • Institutionalization of innovation in organizations
Contact info
AddressGeneva, Switzerland
Phone+41793554324
Websitespedaliero.ch

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