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Miguel DAINESI

FONTAINE ST. MARTIN

En résumé

General Management, Sales and Consulting multilingual Senior Executive with more than 20 years of global experience. Proven track record in growing businesses, turning around operations and building up organizations. Successfully introduced new products, technologies and business models. Constantly overachieved on P&L and revenue goals. Strong performer delivering:
• Consistent double digit revenue growth (from $21 to 58 M sales in 3 years in Microsoft Telecom Latam, 40% growth SaaS business)
• Sales leadership and business development, from planning to implementation
• Strong supporter of Software as a Service technologies and related initiatives
• Successful management of Global Account Programs and multimillion dollar deals negotiations
• Global experience covering all continents and engagement with top companies in the Media, Telecom, FIS, Technology, Logistics, Energy, On-line (B2B, B2C) and Manufacturing segments
• In less than 12 months launched Data Center start up and negotiated $5M+ business opportunities. Experienced in Start-up environments, acquisition evaluations and investment
• Successful set up and management of country, multinational and global organizations
• Long and pioneering experience in Outsourcing, Offshoring and SaaS
• Hands-on approach with ability to impart clear goals and improve organizational focus

Mes compétences :
Accounting and Finance project Management
Hi Tech
Logistique
General manager
CEO
Data Center
MBA
Director

Entreprises

  • Gateway Gulf - Directeur, COO

    2009 Regional Director Gateway Gulf: Chief Executive for Middle East based venture and P.Equity funded start up for creation and operation of Telecommunications and Data Centers Hubs. Working directly with the founders, in charge of launching first operation in Bahrain, managing all aspects of business including securing financing, regulatory issues, technical staff, sales and marketing. Responsibility for P&L and revenue. Rollout of aggressive expansion plan in Middle East and Africa. Introducing concept of clean energy data center. Building new telecommunications access to transform Bahrain in a global financial hub.

  • Shipnet, ISS Shipping Services - CEO Shipnet, CTO ISS Shipping Services

    2010 - maintenant  CEO www.Shipnet.no, CTO ISS Shipping Services (2010): Overall responsibility for turnaround of maritime ERP Software Company. Strategy definition and implementation for development of technology based solution for the maritime industry. Full P&L responsibility, launch of a new product line SaaS enabled. Set up of global sales and services organization. Direct negotiation of strategic deals and acquisition strategy. Introduced Salesforce.com for Sales and Marketing Management plus Technical Support Management, starting a user community based on SF chat and connected applications.
     CTO ISS-Shipping Services (additional responsibility since 2011): Defined and executed IT strategy for large Shipping services global company (4.000 employees, $2.5B turnover). Modernization of applications and infrastructure, support of new business models, operational excellence. Introduced Salesforce.com CRM solution for Global Sales management and creation of a unified Client database.

  • Microsoft - General Manager Telecommunications & Media

    Issy-les-Moulineaux. 2002 - 2008 General Manager Microsoft Telecommunications Sector, Media & Entertainment EMEA: Responsible for Telecommunications and Media Companies for Europe, Middle East and Africa. More than a half Billion US$ business in a dynamic and diversified environment, with overachievement in revenue and profit. In charge of developing and implementing general business strategy, responsible for Sales and P&L. Manager of a 120 person sales force and responsible for integration with Consulting Services and the rest of Microsoft organizations in the area. Member of Microsoft Communications Sector Leadership Team. Introduction of new technologies (IPTV, Mobility, New Media). Responsible of Software as a Service initiative in EMEA (Hosting). 2006-2008.


    General Manager Microsoft Telecommunications Sector, Media & Entertainment Latin America: Responsible for Carriers, Data transmission companies and Media and Entertainment Sectors for Latin America and Top Account program for Europe, Middle East, Africa. Grew business from $21M to $58M in 3 years. Leadership of specialized sales force, marketing and alliances. Increasing Microsoft share of OSS/BSS and server markets, introduction of new products and services in wireless, wired and data transmission. Positioning of new mobile technologies and value added services. Management of multinational (USA and European) accounts (Telefonica, Telecom Italia, France Telecom, etc.). Implementation and development of Software as a Service business with 40%/yr growth.
    Integration with Consulting Services including outsourcing to India based labs. 2002-2006.

  • Oracle - Vicepresident

    Colombes 1995 - 2002 Vice-president Oracle Corp., Industries and Operations Oracle Latin America. 1997-2002.
    Sales, Marketing: Developed, implemented and coordinated Regional Vertical Sales Organizations for Telecommunications, Financial Services, Public Sector and Energy, comprising 60% of regional revenue. Coordinated sales teams in regional and global projects. Direct management of strategic accounts and opportunities (i.e.: Citibank, Bell South, Verizon, Telefonica, Santander, BBVA, CANTV, Arthur Andersen, etc.) Launched new applications products (CRM, OFSA, etc.) for Communications and Financial Services vertical markets. Managed marketing activities and launch of e-marketing corporate strategy in Region.
    Consulting: Managed integration between Sales and Consulting Services, organized Consulting verticals and managed integrated Sales/Consulting groups.
    Alliances: Developed and managed strategic alliances with consulting firms (PWC, KPMG, AA, HP, McKinsey). Coordinated general business alliance partners support in Region.
    Sales Operations: Coordinated budgets for Regional sales and marketing organizations for vertical groups and Headquarters. Organized central demo facilities and support for vertical sales teams. Supported development of Regional Sales Call Center.
    Strategic planning: Managed market analysis, budget and quota projections. Developed and implemented strategic plans for Region.
    Operations: Managed relationship with Legal department, negotiated settlements. Supported reorganizations of country and headquarters operations and personnel
    Product and Services Launches: Opened first Region wide Tele Sales Call Center and supported Partner integration. Started Outsourcing strategy in Region with INTESA in Venezuela, Andersen region wide and Telefonica in Chile. Introduced CRM products in Telecommunications and Financial Services.
    Overseas outsourcing: Initiated Oracle Software as a Service division with India based labs in charge of customization code for ERP products and projects. Organized telemarketing for presales and sales of Oracle products with India located call centers.

    Consulting Director Oracle Argentina: Telecommunications and Financial Services Consulting group (35 consultants, P&L). Introduced Datawarehousing practice and vertical applications. 1997
    Marketing Director Oracle Argentina: Set up first Telesales group in Oracle Latin America. Developed award winning strategies and campaigns (Marketer of the Year award, Mercado magazine, Association of Technology Journalists award). Managed Marketing for Argentina, Chile and Uruguay. 1995-1997
    Technical Support, Education and Sales Consulting Director Oracle Argentina: (40 associates, P&L). Improved client satisfaction 60% for support, developed education franchising strategy and improved margins 50%. Introduced first commercial use of Internet in Argentina (Quilmes Brewery). 1995-1997

Formations

  • Stanford Business School (Palo Alto)

    Palo Alto 1982 - 1984

  • Université De Buenos Aires (Buenos Aires)

    Buenos Aires 1972 - 1976 Accountant, Graduate in Business Administration

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