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Stefano SICHI

Issy-les-Moulineaux.

En résumé

Experienced Manager in IT & Telecom industry, providing Digital Transformation solutions, demonstrated leadership capabilities to manage local/virtual teams and customer engagements. Extensive knowledge of IT networks (IP, SaaS, cloud based services, Azure, IoT and BigData analytics) and Mobile devices/network. Dealing with important companies in B2C (Mobile Operators) and B2B sector (Banks, Insurance, Finance, Pharmaceutical industry, Public Sector, etc) at C level to sell important fleet of devices. Passionate with expertise in product management, product marketing and technology monitoring with a particular focus on mobile devices, wireless technologies and digital transformation. Defined by high standards of integrity and by the ability to work for complex global organization and customers. Customer focused Service Manager, working with the energy, curiosity and adaptability skills to embrace new challenges in new industries or technologies. Extensive experience in managing complex projects that involve third party stakeholders with a proven track record of customer satisfaction. Highly motivated when working within cutting edge technology environments. Multicultural and open minded by nature, shows outstanding communication, relationship, networking and presentation skills. Multilingual English, French, Spanish and Italian. Recently graduated from

Harvard Business School diploma (HBX) Entrepreneurship Essentials 
Harvard Business School diploma (HBX) focused in Business & Economics 
INSEAD : Challenging Customers Through Business Model Innovation

Specialities:  Digital Transformation Solutions  New Mobile and Wireless technologies  IT technologies based on cloud computing  Technology accountability in international context  Pre-Sales expert at C-level for devices & cloud services  Excellent Customer relationship in international context  International Team Management  Knowledge in Microsoft services (Windows 10, AZURE, Office 365, Active Directory, MDM, Skype for business) and devices (Surface, Surface Hub, Hololens)  Multi side project and program management  Commercial negotiation  Business development & opportunities /Key account management

Mes compétences :
Nokia
Motorola Hardware
Team Management
BSS (Business Support Systems)
realisation Support
program management
leadership skills
UMTS
Symbian
Regression Testing
Managed the Technical Interface
DESS Training
Customer Support
Business Development
Bug Tracking System
Base Station Controller

Entreprises

  • Microsoft - Global Black Belt Manager in Mobility Solutions

    Issy-les-Moulineaux. 2015 - maintenant  Drive the adoption, sales, and deployment of Microsoft’s Mobility opportunities with Accounts Executives for main commercial customers in EMEA.  Sales target in Sell-in devices/cloud solutions (Surface, Surface Hub, phones, Hololens, AZURE, Office365, IOT) in B2B (700 M Euros)  Working with the Operators and Retailers to drive and close customer opportunities.  Strong communication, presentation (C-level) and training skills to engage with CIOs and Business Leaders to articulate the advantages of Microsoft technology.  Evangelize Microsoft technology, effectively manage a deal pipeline, and partner effectively with other sales roles at Microsoft.  Support operational execution of complex deals with the operation teams.  Ensure excellence in pipeline and inventory management

  • Microsoft - Senior Technical Sales Manager

    Issy-les-Moulineaux. 2014 - 2015 • Set up and leading the new Technical Sales organization for Nokia France
    • Go to Market following of different products in France (Marketing, Logistic, Operators deals, etc)
    • Coordinating the Go to Market (GTM) of Lumia devices for the French Market, generating around 55 millions euros of revenue for Microsoft devices.
    • Team Management: defining the roles, responsibility and reporting structure for the technical Sales team (5 engineers). Definition & following of the team targets
    • End-2-End accountability for mobile terminals' customization for all sales channels in France
    • Coordinating all Technical Sales activities in France, RFI and New Technologies interface
    • Key Account management and business development for Virtual Mobile Operators.
    • B2B: to follow the Mobile Service Integrator market in France and to create a business partner relationship between the main French service integrators and Nokia.
    • B2B: Improving Windows Phone market share in France with new smartphone fleet contracts.
    • Business-driven technology and program manager with extensive experience in complex and cross-functional projects and programs distributed in several sides and continents.
    • Experienced in business negotiations with technology suppliers and business model and strategy development.

  • Nokia - Head of Technology / Technical Sales France

    Nozay 2012 - 2014 • Set up and leading the new Technical Sales organization for Nokia France
    • Team Management: defining the roles, responsibility and reporting structure for the technical Sales team (5 engineers). Definition & following of the team targets
    • End-2-End accountability for mobile terminals' customization for all sales channels in France
    • Coordinating all Technical Sales activities in France, RFI and New Technologies interface
    • Key Account management and business development for Virtual Mobile Operators.
    • B2B: to follow the Mobile Service Integrator market in France and to create a business partner relationship between the main French service integrators and Nokia.
    • B2B: Improving Windows Phone market share in France with new smartphone fleet contracts.
    • Business-driven technology and program manager with extensive experience in complex and cross-functional projects and programs distributed in several sides and continents.
    • Experienced in business negotiations with technology suppliers and business model and strategy development.

  • Nokia - Technical Marketing Account Manager – Vodafone Global Account

    Nozay 2008 - 2012 • Marketing and Technical Project Manager for Nokia phones (Windows Phones 7 & 8, Symbian, Series 40 and Meego) selected by Vodafone Group (VF Group).
    • Secured the acceptance and project management for individual projects of on average 300k units total in Europe (65M€ sales projects)
    • Succeeded around 20 projects in 4 years including highly critical and strategic devices (first Windows Phone certified device in the market) allowing over 1.2B€ of sales.
    • Extensive relationship at executive level within Product and Technical teams of Vodafone Global organisation.
    • Defined local sales package content for all VF Group countries.
    • Managed the end to end certification and validation process with the customer
    • Managed the Customer’s relationship for support and technology discussions.
    • Acquired strong mobile phone knowledge in radio stack (LTE, HSDPA, UMTS, GMS), mobile applications and services (RCS-e, Messaging,..) and in Wireless Payment technologies (NFC, Contactless)
    • Ensured Technical support for French sales and marketing department.

  • Motorola Mobility - Technical Account Manager

    Toulouse 2004 - 2007 * Managed the Technical Interface in Motorola Global for SFR (Vodafone) - 80M EUR per year account
    * Ensured Technical Account Management. New product validation and delivery, new technologies, RFI, Marketing Technical support.
    * Extensive relationship with SFR Product, Offers and Technical teams
    * Secured a yearly volume of 500k units with SFR ;
    * Managed IOT and KPI analysis results (radio, battery, IOT with competitor phones)
    * Supported radio and application tests on Motorola devices
    * Managed Customer Technical relationship (planning, strategy, roadmap, issues, etc)
    * Managed Device customisation according to French operators requirements (Orange, SFR)
    * Managed a team of 3 engineers ;

  • Motorola Mobility - UMTS software engineer

    Toulouse 2002 - 2003 * Managed European UMTS IOT for Vodafone Global account in Motorola ;
    * Ensured Technical customer support for Vodafone - SFR ;
    * Secured the Organisation, follow up and support for ITW and IOT tests of A830 UMTS handset (first 3 G device) in the Vodafone UMTS network (UTRAN Siemens and Nokia) ;

  • Alcatel Lucent - GSM Technical Project Manager

    Paris 2000 - 2001 * Architecture and realisation of Pico-Cell GSM solution / Office cellular ;
    * Reception et Analyse of customer specifications ;
    * Customers Privileged Interface (Swisscom, T-Mobil,..) ;
    * Solution Architecture ;
    * GSM Dimensioning (BSC, BTS, liens A et ABIS, interface Radio) ;
    * GSM Radio Optimisation ;
    * Validation of new BSS features / no - regression tests ;
    * Customer Support
    * Post-realisation Support ;
    * Project in International environment (Switzerland, Germany, Norway) ;

  • SFR - GSM Technical Project Manager

    1997 - 2000 * New software features analysis (new functionalities, new equipments, real network impacts)
    * Development of SFR internal dimensioning rules (BTS, BSC, Trancoders, Liens A, Abis, Um)
    * Analysis of Air interface dimensioning (future traffic adaptation: growth of clients, growth of SMS) ;

  • Telefonica - Trainee Telecom Engineer

    Madrid 1996 - 1997 * DESS Training (Training of Master of telecommunications) ;
    * Maintenance, site opening, measurement, site engineering, planning ;

Formations

  • Harvard Business School (Boston)

    Boston 2017 - 2017 HBX

    HBX Entrepreneurship Essentials is a 4-week, 20-hour online certificate program from Harvard Business School. Entrepreneurship Essentials introduces participants to the entrepreneurial journey from finding an idea to gaining traction in the marketplace to raising capital for a venture. Participants learn an overarching framework— People, Opportunity, Context, Deal—to evaluate opportunities, mange

  • INSEAD

    Fontainebleau 2016 - 2016 Challenging Customers Through Business Model Innovation

    Gain a better understanding of customer’s business and industry Become a trusted advisor to customers Use this new knowledge to challenge customer to build more opportunities

  • Harvard Business School (Boston)

    Boston 2015 - 2015 HBX

    HBX CORe (Credential of Readiness) is a 120-150 hour certificate program on the fundamentals of business from Harvard Business School. CORe is comprised of three courses - Business Analytics, Economics for Managers, and Financial Accounting – developed by leading Harvard Business School faculty and delivered in an active learning environment based on the HBS signature case-based learning model.

  • Nokia "Academy" (Several In Different Countries)

    Several In Different Countries 2012 - 2012 Nokia Leadership Program

  • Motorola University (Libertyville)

    Libertyville 2005 - 2005 Six Sygma Green Belt

  • University Of Versailles (France)

    Versailles 1995 - 1996 Master of Science

    Master of Science - Radio Communication Networks

  • University Of Versailles (France)

    Versailles 1991 - 1995 Bachelor of Science - Physics

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