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Paolo MAESTRIPIERI

PARIS

En résumé

- 20 years career in the telecom Industry working in international hi-tech marketing and sales organisations for telecom manufacturers and service providers
- Expertise in solution consulting, business development, technology marketing, pre-sales, channel and alliances management
- Excellent communication skills: regular contacts with customer executives; speaker at international events.
- Deep technical expertise on Security, Cloud computing, Virtualisation IP/MPLS, VPN, VoIP and Video over IP, IP Convergence, Unified communication solutions, carrier optical and IP infrastructures
- Strong understanding of enterprise and service provider network architectures
- Fluent in English, French and Italian (native)

Specialties: Telecoms, Managed Services, solutions consulting, system engineering, pre-sales, strategy, business development, product management, technology marketing

Mes compétences :
Business
Business development
Consulting
DWDM
Engineering
Management
Marketing
mpls
Pre sales
Product Management
Sales
Sales support
SAN
Strategy
Support
System engineering
Télécoms
VoIP

Entreprises

  • Zscaler - Director, Service Providers & Systems Integrators, Southern Europe

    2013 - maintenant Drive Zscaler's Service Providers and Systems Integrators relationships in Southern Europe.
  • Juniper networks - Managed Services Business Development EMEA

    NEUILLY SUR SEINE 2010 - 2013 Managed Services specialist:
    - Define and drive managed services development and evolution with key EMEA Service Providers partners
    - Position Juniper technologies on security, routing, mobility, cloud computing, virtualisation and articulate the benefits for the Service Providers' managed services portfolio across all disciplines within SP partners
    - Interface with the key stakeholders within Service Providers organisation and help in driving the solution development and product introduction process
  • Global Crossing - Senior Marketing Manager, Enterprise Europe

    Broomfield 2007 - 2010 In the EMEA Marketing organisation, main responsibilities are:
    • Drive Channel Stimulation & Business Development activities for the Enterprise segment focusing on IP VPN Converged solutions, Ethernet VPLS, Unified communication & Collaboration, Telepresence, VoIP
    • Own, develop, and execute the marketing plan for the European enterprise segment from the strategic planning to the tactical execution
    • Monitor, analyze, and interpret market channel dynamics, future market trends, and competitive offers to drive regional strategy
    • Provide technical marketing support at events, industry speaking opportunities, and C-level customer meetings; train internally the sales and pre-sales team on the new solutions, support sales team during complex sale processes, assist during solution design and facilitate deal closure.
  • Global Crossing - Senior Solutions Architect

    Broomfield 2006 - 2007 In the Advanced Solutions Group, Global Marketing organisation, main responsibilities included:
    - Position Global Crossing services and solutions with EMEA Enterprise customers; Engaged in C-level contact environments and on multi-million dollar deals on MPLS/VPN, Voice over IP, Video over IP and collaborations services
    - Identify strategic complex multiyear, multinational opportunities, ensure the successful validation of business fit, provide account direction, executive alignment, develop the solution and facilitate closure
    - Architect complex deals meeting customer technical and financial criteria inline with GC corporate goals balancing margin requirements, resources constraints, and product initiatives
    - Work with Product Management and Product Commercialization teams to fine tune product characteristics based on direct feedback from customer opportunities
    - Drive Global Crossing Emea Professional Services portfolio and assist in extending partnerships across Europe
  • Ciena - Senior Sales Engineer

    2004 - 2006 In the Emea Sales team, main responsabilities included:
    - Provide technical and business expertise to support Sales in the domain of Metro Optical DWDM solutions, SAN, Broadband architectures for triple play services delivery, Ethernet and IP/MPLS switching and services platforms
    - Focus on new business opportunities outside Ciena established regions/customers in France, Italy, Middle East on accounts like France Telecom, Neuf Telecom, Numericable, Renater, Telecom Italia, Wind, Fastweb, Albacom BT, KPN
    - Prepare and deliver product and applications presentations, workshops and trainings internally and to customers
    - Develop customer facing business solutions
    - Answer directly to RFXs or support channels/business partners in RFXs answer process
  • Lucent Technologies - Network Solutions Consultant and Technology Strategist

    2000 - 2003 Provide technical and business expertise on IP services focusing on MPLS architectures, multiservice VPN solutions and bundled services over xDSL
    Support the European sales teams with detailed technical assistance and participate in the business development activities
    Participate as a subject matter expert in customer meetings at both a strategic and detailed technical level
    Develop highly competitive and customised network architectures for customer projects
    Keep up to date with industry trends, technological developments and competitors solutions related to IP services (such as IP VPN, security, Voice over IP)
    Validate products/solutions features requirements
    Give conferences, training sessions and write white papers in the area of IP solutions for the sales teams and the customers
  • Neuf Telecom - Data Product Manager

    1999 - 2000 In the Marketing department for the enterprise segment, responsibilities included:

    Definition of the marketing product requirements, profitability analysis, product evolution and product development planning
    Co-ordination among engineering, operations, information systems, and customer care for the product development
    As project manager, supervising a virtual team of twelve people
    Wireless Local Loop data and voice based solutions, Frame Relay and IP dial-up virtual private networks offers
  • Alcatel - Data System Engineer

    Paris 1996 - 1999 In the Network and Strategy Engineering group of ALCANET,the network and services provider of Alcatel, responsibilities included:

    Define requirements of the new data access solutions to the Alcatel enterprise network using dial-up and VPN over Internet technologies
    Co-ordinate the international development activities
    Specify and validate the security systems for strong authentication, single sign on, encryption and firewalls
    Define the extranet architecture for business partners to access Alcatel enterprise network
    Participate in the security standardization working group to define the security policies for the Alcatel group
  • Alcatel - Project Manager

    Paris 1995 - 1996 In the Sales department of ALCANET Italy, main responsibilities included:
    Provide technical expertise on IP data networks in pre-sales activities
    IP data networks and services projects planning
    Technical offers management and technical department activities co-ordination
  • Alcatel - Software and Hardware engineer

    Paris 1990 - 1995 In the R&D department, main responsibilities included development of hardware and software in Assembler and “C” language for data communication equipments

Formations

  • Università Degli Studi Di PADOVA (Padova)

    Padova 1984 - 1991
  • Duca Degli Abruzzi (Gorizia)

    Gorizia 1979 - 1984

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