Antonio Frigerio's Experience:
Sales & Business Development at TEN Cloud Computing ConsultingJanuary 2015 - June 2017 | Milan, Italy
Salesforce Gold Consulting Partner. ▪ 360° Lead-to-Revenue cycle. ▪ Qualification (B.A.N.T. criteria) and nurturing from the ground up. ▪ Hunting: engagement, discovering, identifying pains, weaknesses, goals, and proposing value. ▪ Advancing: turning leads into qualified business opportunities (from Suspects to Prospects). ▪ Working the deal: validating value with power, negotiating a mutual plan, finalizing closure. ▪ Social selling: leveraging on Social CRM to engage more and faster. ▪ Outbound: cold calling, warm calling, hot calling. ▪ On air: launching B2B digital marketing campaigns (i.e. DEM –to-landing). ▪ Reporting: 4x sales pipeline-to-quota ratio and accurate forecasting.
Sales Account, Oracle CRM / CX Cloud at Oracle IbéricaJuly 2014 - January 2015 | Málaga, Andalucia
▪ Incremental revenue target: net new deals + expansion (up-selling / cross-selling). ▪ Solutions portfolio: Oracle Applications - SaaS - Oracle Cloud CX (Public, Private, Hybrid). ▪ Large Accounts (Named), Italian market. ▪ Commercial & Industrial (C&I): Manufacturing, Retail & Distribution (MRD); Communications, Media & Utilities (CMUs); Travel & Transportation (T&T); Public Sector (PS).
Sales & Business Development at CON.NEXO' Group | iCube+November 2010 - June 2014 | Milan, Italy
Oracle Gold Partner across the global Oracle PartnerNetwork (OPN). • Scouting, qualifying, prospecting, bidding, negotiating, closing, and increasing. • Lead generation and qualification. • Cold call (outbound) from marketing lists. • Launch of warm campaigns. • Leveraging on Social networks to close more opportunities.
Alliances & Business Development at Atlantic TechnologiesSeptember 2001 - October 2010 | Milan, Italy
Oracle Gold Partner across the global Oracle PartnerNetwork (OPN). • Direct and Indirect Sales (Channel), both on Field and Inside (ISR). • Entire sales cycle moving up from the demand generation: tele-prospecting; cold calling (outbound); structured marketing campaigns; email marketing; business events; public speaking.
Sales Manager, SMB Europe South at IBM ItalyApril 1993 - December 2000 | Segrate, Milan, Italy
▪ ISVs solutions selling (ERP - SCM - CRM): SAP AG - SAP Italia Consulting (SIC); JDEdwards - Proxima; BaaN IV (Triton); JBA System 21; SSA BPCS; IBS Enterprise; JDA Manugistics; Siebel Systems. ▪ Vertical segments: Industrial (Discrete Manufacturing, Process Manufacturing), Distribution (Wholesale, Retail). ▪ IBM Direct: Inside Sales Representative (ISR), Tele-sales (outbound).
Sales Manager at Nexus Advanced TechnologiesJune 2017 - Present | Milan, Italy
Salesforce Registered Consulting Partner. ▪ CRM Practice Lead: Sales, Service, Digital & Inbound Marketing automation. ▪ Deal closing: new names and existing business (up-selling / cross-selling). ▪ Market segments: SMEs, Startups, and Emerging businesses.