Curriculum Vitae (english version)

Apart from being a photographer, the main occupation is at Exprivia SpA with the role of Business Developer in the MIUPS-BD group (Market Innovation Unit Public Sector-Business Development).

 PROFILE

 Business Development aims to:

- promote products, solutions and services in the reference market to ensure the achievement of revenue and turnover targets;

- develop the customer portfolio also through appropriate commercial partnerships, in close collaboration with the Account Units;

- coordinate and implement pre-sales, bid management, market knowledge and demand analysis activities;

- qualify, in close collaboration with Account Units, opportunities and tenders in order to define the feasibility for participation, and collaborate with the competent Digital Factory in defining the working group for the realization of the offer;

 - consolidate and make organic the technical and cost contributions (technical attachments, cost and revenue plan, etc.) provided by the Digital Factories.

EDUCATION AND TRAINING

• Graduated in Physics at La Sapienza University, Rome, specifically addressing the Structure of Matter-Solid State Physics. Mark obtained 110/110.
• Completed A-Levels-Scientific at: Liceo Scientifico Sperimentale “G. Peano”, Rome. Mark obtained 60/60.

• Scrum Master ResultPaper 28 Maggio 2019
• Art of Winning Deal 28 Febbraio 2011 50 ore
• Spartan 3 certification White Belt 3.0 Exam 9 Maggio 2018
• Spartans Yellow Belt Specialty 3.0 Digital 6 Settembre 2019
• ITIL Foundation 2013
• Agile Principles and Methodologies 26 Settembre 2018
• Business Case 3 Gennaio 2019
• Due Diligence 22 Gennaio 2004
• Global Deal Shaping Giugno 2018
• Kamban Ottobre 2019
• Negotiation Strategy Process Guidelines 28 Agosto 2018
• Price To Win 28 Agosto 2019
• Shape 2 Win Workshop 21 Febbraio 2017
• Solution Design Workshop 27 Luglio 2016

Oct 2020 - Today

 He works at Exprivia SpA with the role of Business Developer in the MIUPS-BD group (Market Innovation Unit Public Sector-Business Development).

Sept 2009 - Sept 2020

Apart from being a photographer, the main occupation is at DXC Technology as a Price To Win Architect (previously Deal Analyst) and as a Field Business Developer.

Bid Manager - Responsible for the end-to-end process for participation in public and private tenders. It deals with the definition, implementation and control of macro-activities related to the plan for the preparation of bid documentation. Verifies the feasibility and profitability of a tender by involving the various company functions and ensuring a careful evaluation of the expected profitability. Aims to make meetings with the customer to deepen the requirements of the tender by building/reinforcing the relationship with the company. It is accountable to the seller and shares with him the sales strategy supporting him in the definition and drafting of the technical-economic offer.

Price To Win Deal Analyst - Draws together elements of competitive intelligence, understanding client requirements, technical solutioning, cost structures, and pricing methodologies to help DXC Technology develop a compelling customer proposition, negotiate, and close new business. The Price To Win Architect role carries the following responsibilities: Build and present a Business Case. Use of competitive intelligence, customer budget analysis, and knowledge of IT services pricing to set winning price objectives for sales pursuits. Drive pursuit teams towards technical solutions, and cost structures that deliver the price objective. Develop pricing methodologies and commercial sales strategies that differentiate DXC Technology from the competition and compel our clients to choose DXC Technology as their IT partner. Client-facing work as part of our negotiation teams to sign new business. Assist in developing and qualifying new opportunities, provide sales team coaching, and be a source of thought leadership and best practices. He has worked on several ‘giustificativi prezzi’ within the public administration.

Jul 2009 - Sept 2009

Field Business Developer, developed sales initiatives on customers/markets, participated in presentations/meetings with customers and prospects on HP-ES Portfolio or on an Industry related topics, performed preliminary analysis and qualification of opportunities, planning sales activities for customers and/or prospects.

Sept. 2001 - May 2009
works for Hewlett Packard as Engagement Manager or Engagement Lead in HP TSG (Technology Services Group) - OS (Outsourcing Services - Outsourcing Services. Was also a Due Diligence reference in Italy.

Joined Compaq as Solution Architect (Business Developer) in the Rome Bid Team. From June 2002 worked for Hewlett Packard because of the merge between Compaq and HP. The main activities are: definition, building and validation of the Customer Service Proposal meeting his requirements in Managed related services (Enterprise Mgmt –System and Network–, Servizi ASP, Storage, SAN etc., Desktop/Fleet mgmt); Cost Model creation (Cost checking and lowering and Project Profitability check); Involved with Customer and Partner negotiation; Collaboration in high lightening Finance and Legal problems.

March 2000 - Aug 2001
Joined Etnoteam.com a company owned by Etnoteam S.p.A. (other companies that are owned by/belonging to are: NETA and I.NET). Etnoteam.com was an e-Sourcing® service leading company (Outsourcing with Internet technology). The title is Solution Manager in the Pre-Sales dept. and I was responsible for the proposal or bid construction for the customer (analysis, H/W, S/W, network architecture and design, connectivity, cost analysis and calculation, service level and Service Level Agreement). I was the responsible and coordinator for the assessment made at one of the largest Telco operator in Europe and in Italy. The assessment was related with the IT infrastructure of an Internet Services Portal

Jan. 2000 - 29.2.2000
Responsible (Project Leader) for an International Billing System project provided by Telecom Italia to Telekom Austria and developed by EDS. Moreover is responsible for future customization of the same system for ETECSA (Telco Operator of Cuba).

Sept. '99 - Dec. '99
Work for MATÁV (Hungary's largest telecommunication company) in a Due Diligence Project (EDS was selected to provide IT services for its internal technology requirement). He is involved in Standards, Policies and Procedures analysis and Planned & Ongoing project analysis. More in general he is involved with the IT applications assessments of the entire MATÁV.

Feb. '99 - Sep. '99
Work on the Network Data Base (NDB) for Wind (third italian Telecom Operator). Responsible of 'Network Construction Module' analysis (Network Provisioning) and WorkFlow engine (Client/Server, UNIX, Win95/NT, Oracle8-Developer2000) analysis.

24.5.99 - 28.5.99
Attend a Java Course at Fata Informatica Society.

Jan. '97 - Oct. '98
Work on the 'Rete Nazionale Telefonica' project (RNT, National Telecom Net, PDH and SDH) for Telecom Italia, then on the integration of RNT application into the ALBA application 'Archivio Larga Banda' (Wide Band DataBase) for Telesoft,. Moreover works on the ALBA-SGF (Sistema Gestione Flussi, National RED 4/4 Net realized by Italtel) interface. The job involves Analysis, Software Implementation of new functions (C-ANSI C Programming, Data Base Oracle7-S/W interactions in UNIX environment, SQL, PL-SQL), Test Planning and Implementation phase and finally Installation Support, Test Support and Service Support. Planning of the customer future strategies in terms of budgets, skilled people, H/W new technologies and S/W facilities.
Part of these activities are related to Security Information like reserved communication circuits DataBase (in order to treat it I was given a Security Clearance, level unknown).
Responsible for the S/W Management (supervisor of a four people team).

May '98 - Jun. '98
Work privately on the realization of a DataBase for the Voluntary Association for helping children 'Amici di XAME'.

Sept. '96 - Dec. '96
Worked as an analyst at Telecom Italia on a project called 'Nuovo CLGRA' in particular on Public Telephony.

29.7.96 - 2.8.96
Attended courses of ORACLE7, SQL-PL/SQL, Developer 2000 e Form 4.5 at Fata Informatica Society.

15.7.1996
Taken on Electronic Data System (EDS), Communication division (now Telecom IT).

25.1.1996
Graduated in Physics at La Sapienza University, Rome, specifically addressing the Structure of Matter-Solid State Physics. Mark obtained 110/110. 

Apr. '94 - Jan. '96
Completed my thesis in the Institute of Acoustic Research of C.N.R. (National Research Committee) "O. M. Corbino" and in the department of Energetic of the Faculty of Engineering, La Sapienza University, Rome. The thesis: Hydrogen Mobility and Lattice Defect on Yttrium, was supervised by: Prof. R. Cantelli and Prof. M. Capizzi. The results were presented at:

· 15th General Conference of Condensed Matter Division-E.P.S. (European Physical Society) in Baveno-Stresa (Italy) - Apr.96

Further presentations:

· 11th I.C.I.F.U.A.S. (International Conference Internal Friction of Ultrasonic Attenuation in Solids) in Poitiers (France) - Jul.96.

· International Symposium of Metal-Hydrogen System in Les Diablerets (Switzerland) - Aug.96.

· All the results were published on the "Journal de Physique"(December '96) and on the "Journal of Alloys and Compounds"(January '97).

Acoustic Relaxation Measurements on pure and/or H/O doped polycristalline yttrium sample in the temperature range 1.1-600 K and in the frequency range 1-33 kHz. Concurrent studies: the interaction between dislocations (introduced by cold-work) and gaseous impurity. Total amount of interstitial gaseous impurity was characterized during experiments by the residual resistivity ratio RRR. Annealing of the sample for H-outgassing and to reduce the dislocation density were performed at 1000 C in a vacuum in the 10-8 mbar range (UHV), followed by a rapid cooling to room temperature in ~10 min.
I have obtained perfect proficiency in the field of cryogenic-vacuum and Ultra-High-Vacuum (UHV), involving research in the thematic of hydrogen in metals and, more in general, the behaviour of interstitials hydrogen, oxygen, hydrogen-impurity complexes and dislocations interacting with gaseous impurity in metals. A good knowledge in crystallography has been obtained.

Before and during the thesis I was responsible for all IT facilities (H/W installation, Net connections, DataBase management, S/W management, etc.)

Apr. '94 - Jan. '96
Continued my choir activity, started during military service, in the Physic Faculty Student Choir under the direction of Prof. Paolo Camiz

May. '93 - May. '94
Completed military service in Military Aeronautics. I was a member of the Aeronautics choir.

Jun. '86 - Sep. '86
Worked as an IT assistant in a F.A.O. chemistry laboratory in Porto Novo, Benin (Africa)

Jul. 1986
Completed A-Levels-Scientific at: Liceo Scientifico Sperimentale "G. Peano", Rome. Mark obtained 60/60.

Jun. - Sep. 1985
Worked in London, UK, to increase my proficiency in English.

Jan. 1984
Attended a course in the culture of Aeronautics at Guidonia Airport. This involved a practical component.

Languages:

• English, sound knowledge and excellent conversational skills.
• French, Elementary knowledge.
• Spanish, Elementary knowledge.