Riccardo Rolfo
Channel Manager Italy @Imagicle
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WORK HISTORY
Channel Manager Italy @Imagicle
Turin, IT
As a pivotal contributor to Imagicle Spa\'s Global Partner Solutions from January 2018 to the present, I\'ve led transformative Partner Channel Development initiatives in the unified communications, AI, and Cloud solutions sector. My strategic efforts have resulted in significant achievements and substantial revenue growth within the Italian market, consistently surpassing commercial objectives.Key Achievements:Revenue Growth and Commercial Success:Achieved remarkable Partner Channel development, propelling substantial revenue growth within 5 years, exceeding commercial objectives.Led consistent annual turnover growth in Italy, consistently surpassing commercial objectives.Pipeline Expansion and Sales Transformation:Expanded the new customer pipeline significantly, contributing to increased deal wins.Orchestrated the transition from a Capex to an Opex model, emphasizing subscription-based sales and driving growth in UCaaS product sales.Team Leadership and Development:Established a robust partners channel with major companies such as Maticmind, VEM, Lutech, and service providers including TIM, Fastweb, Wind, and Vodafone.Spearheaded demand generation, expanded the sales pipeline, and executed sales through an extensive partner network in Italy, ensuring partner success and accountability.Identified high-potential customers and provided training to partners, enabling them to tailor technical information to meet specific customer needs.Training Programs and Performance Improvement:Led partner training programs, focusing on enhancing sales techniques, market analysis, and performance analysis.Implemented a performance evaluation and improvement system to ensure goal attainment.
EDUCATION
Saïd Business School, University of Oxford
Oxford Executive Leadership Programme
SDA Bocconi
Sales Management Program
Liceo Scientifico
High School
Università degli Studi di Torino
Master's degree, Scienze politiche e governo
SKILLS
ABOUT RICCARDO ROLFO
In my role as Channel Manager Italy for Imagicle, a leading company in advanced Unified Communications, Artificial Intelligence, and Cloud solutions, I am dedicated to the strategic management and development of indirect sales channels. My work focuses on creating and strengthening a complex partner ecosystem, including major national System Integrators and Service Providers.I possess consolidated capabilities in defining and implementing go-to-market strategies and in building solid, long-lasting commercial relationships based on mutual trust and shared value. My experience includes the leadership and management of sales teams, including in international contexts (UK), with a focus on developing skills and achieving high performance.I am expert in managing complex B2B sales cycles, including negotiations with Central and Local Public Administration, applying structured methodologies like MEDDIC and advanced negotiation techniques (Black Swan training) to optimize commercial effectiveness. I have also developed significant competence in strategic change management, guiding the adaptation to new business models such as subscription-based ones (Cloud/Opex).I operate with agility within the innovative technologies sector, with in-depth knowledge of dynamics related to Unified Communications, Cloud, and the application of Artificial Intelligence to improve sales processes and customer experience. I currently use advanced tools such as Salesforce and Tableau for activity management and performance analysis.A solid educational foundation (Degree in Political Science) and executive programs focused on Leadership and Sales Management (Saïd Business School, Oxford; SDA Bocconi) enrich my strategic approach and my commitment to continuous learning and professional development.My key competencies include: leadership of sales teams, strategic development of B2B channels, complex sales management and negotiation, go-to-market planning, change management, and deep knowledge of the UC/AI/Cloud sector.
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