Massimo Antonelli

Territory Service Manager @Red Hat

Rome, IT

As part of the account team, I develop relationships with key customer stakeholders to grow services bookings and revenue within nominated accounts- Actively participate in account planning and strategy sessions and reviews with the wider account team- Closely work with strategic business partners to complement solutions and maximize customer value- Work with the delivery teams, including delivery managers, program and project managers, architects, and consultants, on getting the right offerings scoped to solve customer business needs;Negotiate Services pricing, project costs, and terms;Work closely with internal stakeholders like the Business Affairs, Finance, and Risk Management teams to gain necessary approvals for proposals,Be responsible for and have the ownership of the bookings forecast for the assigned group of accounts or sectors;Provide executive leadership during the whole customer journey, including presales and post-sales phases;Lead Services offerings in specific customer opportunities; call for and guide the formation of opportunity teams (services participation) together with the account manager;Collaborate with business development managers, solutions practices, the Partners and Alliances and Marketing teams, and other territory services managers on wider strategic initiatives and business development activities.Capture best practices in the sales and delivery process for reuse and sharing with the Europe, the Middle East, and Africa (EMEA) and Global Solutions Practice teams to evolve the Red Hat Services solutions portfolio