Massimo Giannetta

Mission: Establish QTC function for IBM Cloud Object Storage in EMEA. Focus: Build relationships with transaction support teams overseas. Manage end to end process from Opportunity to Invoice (direct & channel): review and approve HW configurations, gather pricing approvals, liaise with Supply Chain on HW orders and shipping, ensure revenue recognition. Design and implement a Quote Management System to coordinate deals across multiple online tools. Main Achievements: 50% reduction in time to approval.

Mission: Demonstrate Inside Sales contribution vs all channel Cloud revenue. Focus: Design and implement a Revenue Management System to track revenue flow across channels. Manage bi-weekly sales cadence and month/quarter-end revenue reporting. Liaise with Finance on revenue recognition. Define and measure KPIs. Assist in quota setting and management reviews. Lead interns. Main Achievements: Increased Inside Sales headcount.

Mission: Act as interface between Sales, Finance and Global Operations. Focus: Analyse and report on pipeline progression, forecasting accuracy, data quality, revenue recognition and gaps (cross-brand). Ensure adoption of the forecasting process across the teams. Develop and implement a phone/social media monitoring system to improve sellers’ productivity. Create and maintain management dashboards. Main Achievements: Improved win rate from consolidation of pipeline data.

Mission: Monitor the SLA relating to XEROX Financial Services in outsourcing to IBM. Focus: Monitor and analyse credit collection, overdue invoices and progression of debt. Monitor and report on credit and re-bill to ensure audit compliance. Design and implement a Claim Management System to reduce timeframe for dispute closure. Recommend and implement actions to maintain KPIs. Main Achievements: 30% reduction in timing for dispute closure.

Mission: Overall contract management in a given customer set. Focus: Build relationships with BPs, handling telephone calls regarding contracts and claims. Resolve invoicing disputes to guarantee timely payment, ensuring compliance with T&Cs. Ensure timely contract renewal and migration of legacy contracts. Participate in the review of the T&Cs of the agreement XEROX-BPs. Main Achievements: Retention of top revenue contributor.