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Summary

An accomplished, commercially astute and highly entrepreneurial Senior Executive with a wealth of transferable Telecommunications experience gained in a range of progressively increasingly senior operations, engineering management and business development leadership roles.

Equipped with a proven track of delivery and channel sales growth success working closely with the key stakeholders from a wide range of Tier 1 Telecommunication Operators. Substantially experienced operating across the RF telecommunications landscape (2G, 3G, 4G, 5G), with hands-on exposure as a Web Designer, scaling business start-ups, providing management consultancy, and optimising business processes and projects.

Renowned for adopting a transparent, collaborative and entrepreneurial leadership style; one that mentors, empowers and motivates teams and individuals to consistently deliver against challenging revenue, margin and market-share growth objectives

Core Competencies

  • Business Development / Market Expansion
  • Telecommunications Consultancy
  • Project Management / Planning
  • Contract Negotiation / Management
  • RF / 3G / 4G / Wireless Telecommunications
  • Channel Sales Development / Management
  • Functional IT / Telecoms Leadership
  • Strategic & Business Planning
  • Financial P&L Management
  • Leadership / Mentoring / Coaching
  • Stakeholder Engagement / Management
  • Cross-Functional Team Leadership


Work History

CEO & founder

arimas
2009PRESENT

arimas An international company providing high-tech engineering consulting services to clients focused on the  delivery of innovative Communications Solutions for existing and next-generation Wireless and Wired communication systems & operators.

Turned an entrepreneurial vision into reality, building an innovative business from scratch, focused on research, development and integration of new technology applications into the telecommunications market. Defined an all-encompassing strategy across the core business functions including product development, quality, sales and marketing as well as business transformation by including IT into the laroccasolutions portfolio. Manage all elements of the company’s growth, mitigating market fluctuations with the development of segmented business plans and budgets into multiple business sectors. Spearheaded the operational, strategic and financial management of the company from its start-up phase to growth, involving the recruitment and management of a team of 10 employees delivering annual turnover of EUR €2M.

Achievements

  • Built a start-up from scratch, successfully scaling it to a leadership position as a certified and preferred supplier to TIM, WIND/H3G, Vodafone, Micron Technology Altran, Accenture and many others Tier 1 telecommunication operators.

  • Established and effectively nurtured strong, credible relationships with a range of senior level stakeholders over a long period of time, which provided the platform to communicate and leverage the strength of the laroccasolutions portfolio

  • Played a leadership role in attaining first-in-market status with many Tier 1 Telecom operators, leading sales growth with a focused outreach strategy, capturing market-share from the largest competitors by establishing brand loyalty.

    Major Project Wins - See Below

  • Expo Milano 2015: Secured a major contract as a preferred vendor for Expo Milano 2015 to support the 24/7 monitoring of the EXPO2015 area and support a world class customer experience for visitors accessing the Expo’s complex theme and associated unique journey exploring nutrition and the planet's precious resources.

  • San Peter Square Coverage Optimisation: Contracted to support TIM’s project to improve network access & performance levels, during its Extraordinary Jubilee preparation phase expansion project for its 4G network in Rome involving the installation of new generation ‘multi-beam antennas from CCI’

  • Sanremo 2017Secured a major contract as a preferred vendor for SANREMO 2017 where TIM was unique sponsor. We support the 24/7 monitoring of the musical festival area and support a world class customer experience for visitors accessing the city until speed at 500Mb/sec

PARTNER

SILENZIO
20072013

SILENZIO Specialist telecommunication providers of in-building cellular wireless coverage and RF solutions

Generated new sales opportunities by developing relationships with new and existing clients through individualized account management with MNO, equipment manufacturers, service providers and infrastructure owners. Forecasted and reviewed existing client contracts and created comprehensive reports for each target region on a quarterly and annual basis. Developed a new sophisticated way to audit any existing solution, to give an unbiased evaluation of Key Performance Indicators (KPIs).

Key Achievements

  • Successfully worked with multiple telecoms operators to build several Indoor Tunnel Coverage projects within ALCATEL.
  • Identified a range of new multi-operator design projects in shopping centres around Italy: ROME, Milan, Pescara & many more.
  • Participated in various high profile projects including EUR TUNNEL, ONU Office in Brussels, and the Paris Subway.

INTERIM SALES DEVELOPMENT MANAGER

DELO
20102010

DELO INSTRUMENT Founded in 1981, the Italian-owned Delo Group is a leading supplier of equipment & measurement systems, certification & calibration services, cost & infrastructure optimization and converging services platform development services.

Appointed to lead the business development strategy aimed at building and maintaining client relationships to deliver the company’s budgeted sales and revenue growth. Responsible for developing the marketing strategy to support penetration into new markets and territories. Led the business development strategy, working in an individual capacity and as part of cross functional teams, involving face to face meetings with prospects and clients to establish the company’s credentials and build a positive brand. Accountable for a range of activities including strategic planning, revenue enhancement, solution selling, relationship building, research & analysis, project management and process improvements.

Key Achievements

  • Introduced a market leading product (Bird Technology) to the company strengthening its product portfolio

  • Successfully broadened Delo Instruments portfolio adding several large system integrators (eg, Accenture and Altran)

  • Undertook a specific business development focus, personally delivering total revenues of EUR 1.5M

SALES DEVELOPMENT MANAGER

ASK-ITALIA S.R.L.
20082010

ASK ITALIALeading supplier of equipment & measurement systems, certification & calibration services, cost & infrastructure optimization and converging services platform development services

Hired to supervise the company’s Wireless & Wireline solutions strategy aimed at reducing customer churn and enhancing revenue retention by improving customer service levels and optimising product migration opportunities. Accountable for all financials centred on the internal return rate and positive cash flow for project expenditures. Developed network expansion plans in growth areas and successfully created and implemented a marketing strategy to lead ‘underwater’ investments back to a positive ROI.

Key Achievements

    • Significantly improved the performance of the business development sales team, increasing the companys market share

    • Increased sales turnover by c. 30% adding EUR 1M of revenue during the first half year and establishing a solid path for continued sales growth.

    • Strengthened the company portfolio introducing market-leading products to the broadcast market

AREA SALES MANAGER

FEDERAL TRADE
20072008

FEDERAL TRADE Italian supplier of products, services and solutions in various sectors with core business in communication and rugged computers.

Recruited to manage a portfolio of accounts by leveraging strong analytical and problem solving skills to deliver the appropriate products and solutions that served to increase company revenues and market-share. Worked with a particular emphasis on NEMO Tools (ANITE)

Key Achievements

    • Successfully pitched & won several high-value contracts with leading telco Operators (Telecom Italia, WIND & Vodafone).

    • Led the strategy to identify the initial opportunity and then negotiate and secure the first contract with H3G as a new client.

    • Established a range of business winning channel partners and resellers throughout the Italian regions

EARLIER SUMMARISED CAREER

20042007

Engineering Consultant; Alcatel-Lucent; Milan, Italy; 2006 – 2007

Key member of the Engineering team responsible for a range of projects including (i) RAN-Radio Planning on Indoor Projects (DAS systems); (ii) Drive Tests for GSM/UMTS optimisation with NEMO tools & TEMS; (iii) pre-analysis, pre-reporting, post-analysis and reporting activities; (iv) design and realisation of many Tunnels coverage projects throughout Italy and (v) WI-FI Planning and Optimisation projects.

Engineering Consultant; AIRCOM International; Rome, Italy; 2004 – 2007
Employed as a consultant to support a wide range of activities including RAN-Radio Planning on Outdoor and Indoor Projects (DAS systems); Drive Tests for GSM/UMTS optimisation with NEMO tools & TEMS; WI-FI Planning and Optimisation projects and the Eurotunnel indoor coverage design project.

Skills

MANAGEMENT

Recognized as a builder and leader of high performance teams by engendering a culture of trust and collaboration and valuing ongoing training and development to build skills and professionalism.

Exemplary interpersonal, leadership, communication, and presentation skills.

SALES
  • Sales Methodology
  • Relationship Building
  • Leads Generation
  • Opportunity Identification
  • Client Relations
  • Profit Generation
  • Value Added Selling
  • Team Collaboration
  • Negotiation Techniques
TEAMWORK

Ability to clearly communicate ideas with the group via phone, email, and in person. 

Ability to mediate and negotiate with team members and make sure everyone is happy with the team’s choices.

PROBLEM SOLVING
Microsoft Office

Great knowledge of Microsoft office for both OS: Windows and Mac

Wordpress
Adobe Creative Cloud
English

Full Professional Proficiency

San Peter Square Coverage Optimisation

In order to increase quality offer to his customers, TIM expanded its 4G network in Rome during preparation phase of Extraordinary Jubilee.

To ensure its customers a network capacity and performance at the highest levels as always offered, TIM installed new generation “MULTI-BEAM antennas from CCI” using reliable technology partners and high-profile partners as laroccasolutions, already ‘involved successfully in EXPO2015 project.

EXPO2015: Feeding the Planet, Energy for Life

Expo Milano 2015 ( 1st May - 31st October 2015) has been the first Exposition in history to be remembered not only for its products but also for its contribution to education on food and the planet's precious resources. Visitors experienced a unique journey looking at the complex theme of nutrition. They had the possibility to take a trip around the world, sampling the food and traditions of people from all over the globe.

TIM requires a monitoring of EXPO2015 Area 24/7 in order to assure to their customer the BEST USER EXPERIENCE.

Thanks to my expertise our customer choose laroccasolutions as partner to achieve this control.

sanremo 2017

Sanremo 2017: Secured a major contract as a preferred vendor for SANREMO 2017 where TIM was unique sponsor. We support the 24/7 monitoring of the musical festival area and support a world class customer experience for visitors accessing the city until speed at 500Mb/sec

Education

Telecommunications Engineer

I.T.I.S. Giovanni XXIII
19891994

Hobbies

  • MUSIC: Acoustic Guitar Player, Blues, Jazz, Rock
  • MARTIAL ARTS: Muay Boran & Muay Thay Expert
  • FITNESS: Body Building, Calisthenics, Cross Fit, Running