Applications Territory Manager at Oracle Italia
Bologna Area, Italy
- Current
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- Territory Manager - Applications for General Business at Oracle Italia
- Past
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- Territory Manager SMB - Industry Consumer Product Goods at SAP Italia
- Sales Manager SMB Italy at SAP Italia
- Area Manager Centro Nord & Sud at SAP Italia
- Area Manager Centro Sud at SAP Italia
- Area Manager Centro Sud - mercato ERP at Oracle Italia
- Area Manager Centro Sud at Concept Italia
- Consultant & Pre Sales (Home Banking, EDI, Finance & Treasury) at IN.TE.S.A.
- Education
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- Corsi di Formazione
- GSO
- People Management
- ISMO
- Università degli Studi di Roma 'La Sapienza'
- Convitto Nazionale Vittorio Emanuele II (ROMA)
- Recommended
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13 people have recommended Fabrizio - Connections
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500+
connections
- Industry
- Computer Software
- Websites
Fabrizio Gaetani’s Summary
More than 10 years of experience in Indirect Sales (Oracle and SAP) in SMB market.
Fabrizio Gaetani’s Specialties:
- Team working and ability to set and maintain positive relationship with all kind of people
- Strong experience in partner management and in territory/industrial development
- Good level of skill using all the most common software for document, spreadsheet and presentation
- High discipline and enthusiasm in daily working
- Fully availability to travel around Italy and abroad
Fabrizio Gaetani’s Experience
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Territory Manager - Applications for General Business
Oracle Italia
(Public Company; 10,001 or more employees; ORCL; Computer Software industry)
July 2006 — Present (2 years 3 months)
http://www.oracle.com/global/it/index.html
In 2006 I joined Oracle to manage applications indirect sales and build Oracle channel General Business in a very large area of Italy (excluding North West area). In particular I have to support partners in the market with my past experience in the same position. I need to manage very different situations and partner because my products portfolio is very large: ERP (E Business Suite, JDE), CRM (Siebel), Verticals (Clinical, Transportation,...) and specific products (PLM Agile, Demantra,...). -
Territory Manager SMB - Industry Consumer Product Goods
SAP Italia
(Public Company; 201-500 employees; SAP; Computer Software industry)
January 2006 — June 2006 (6 months)
Brief but interesting experience in a vertical market. In 2006 following the new strategic direction of SAP toward Small and Medium Business (20/500 mio € companies), I worked in team with a colleague on the SMB Consumer Products business in the North and Center of Italy (into Food, Beverage and Personal Care & Household segments). In particular I had to cover 30 strategic Target Accounts and to support partners to develop marketing and sales activities in the rest pg SMB CPG market (650 accounts), building and monitoring with them a territory plan.
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Sales Manager SMB Italy
SAP Italia
(Public Company; 201-500 employees; SAP; Computer Software industry)
January 2004 — December 2005 (2 years)
I managed indirect sales execution in SMB sector across Italy, with 10 SAP sales professionals directly reporting to me and 25 channel partners. I reached incredible results for software revenue net to SAP: 15 mil€ in 2004 and 17 mil € in 2005.
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Area Manager Centro Nord & Sud
SAP Italia
(Public Company; 201-500 employees; SAP; Computer Software industry)
January 2003 — December 2003 (1 year)
In 2003 I expanded my area and my team (4 sales people reported directly to me as area manager) also in Emilia Romagna/Toscana/Marche. In this area I helped some existing partners to grow their sales activities in SMB market. I worked to know very well the economic and industrial scenario also in this area.
I had also responsibility to manage a strategic partner (Atos Origin)as channel manager in order to build with Atos an indirect sales model. -
Area Manager Centro Sud
SAP Italia
(Public Company; 201-500 employees; SAP; Computer Software industry)
March 1999 — December 2002 (3 years 10 months)
In these 4 years I had a small team (2 sales people reporting directly to me as area manager) to manage indirect sales and build SAP channel in Center&South areas of Italy, recruiting new partners and helping them to acquire SMB customers.
I worked to know very well the economic and industrial scenario in this area. -
Area Manager Centro Sud - mercato ERP
Oracle Italia
(Public Company; 501-1000 employees; ORACLE; Computer Software industry)
May 1998 — March 1999 (11 months)
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Area Manager Centro Sud
Concept Italia
(Privately Held; 11-50 employees; CONCEPT; Computer Software industry)
September 1997 — May 1998 (9 months)
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Consultant & Pre Sales (Home Banking, EDI, Finance & Treasury)
IN.TE.S.A.
(Public Company; 201-500 employees; INTESA; Information Technology and Services industry)
May 1993 — September 1997 (4 years 5 months)
Fabrizio Gaetani’s Education
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Corsi di Formazione
Vari 1991 — 2007
Negli anni e nelle diverse aziende ho frequentato corsi dedicati a differenti skill professionali: Corsi di vendita diretta e indiretta, Le relazioni efficaci, Tecniche di presentazione, Team working, La comunicazione, ...
- Activities and Societies:
- Alcuni di questi corsi, in particolare quelli di management, sono elencati in dettaglio di seguito.
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GSO
Development Center 2005 — 2006
Ciclo personale biennale di incontri bimestrali con un consulente dedicato per l’analisi e lo sviluppo di tutte le competenze manageriali.
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People Management
SMB Solution Selling SyncSell 2004 — 2005
Ciclo completo di corsi di vendita INDIRETTA strutturato su due livelli: il primo livello per il personale SAP, il secondo direttamente per i PARTNER RESELLER
- Activities and Societies:
- Ho fatto il Trainer alla sessione dedicata ai Partner Reseller presentando in particolare il rapporto fra ERP Vendor-Partner e il ciclo di vendita di una soluzione ERP preconfigurata.
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ISMO
SAP Management Development Program 2001 — 2004
Ciclo pluriennale formato da 5 corsi dedicati allo sviluppo delle principali capacità manageriali:
1. il ruolo e la gestione manageriale
2. la gestione delle risorse umane
3. le capacità personali nell’esercizio del ruolo
4. la leadership
5. complessità e dinamiche organizzative- Activities and Societies:
- Ho svolto l’intero percorso di training per Manager disegnato dalla ISMO per SAP Italia.
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Università degli Studi di Roma 'La Sapienza'
Laurea, Ingegneria Meccanica, 1985 — 1991
Facoltà di Ingegneria dell’Università degli Studi di Roma “La Sapienza”.
- Activities and Societies:
- Maggio 1991: Laurea in Ingegneria specializzazione Meccanica con votazione 110/110, conseguita nei regolari 5 anni accademici.
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Convitto Nazionale Vittorio Emanuele II (ROMA)
Maturità, Liceo Scientifico, 1980 — 1985
Convitto Nazionale Vittorio Emanuele II di ROMA
- Activities and Societies:
- Luglio 1985: Maturita' Scientifica 54/60
Additional Information
Fabrizio Gaetani’s Websites:
Fabrizio Gaetani’s Groups:
Social Networking: LinkedIn, NING (http://assibo.ning.com/profile/Fabrizio30), Facebook, Plaxo, Naymz, XING, Konnects, Blue Chip Expert, Spock, NotchUp, Netlog
Iscritto Albo Ingegneri dal 1992 (prima a Roma e dal 2008 a Bologna)
Socio ASSI Associazione Specialisti Sistemi Informativi di Bologna: http://www.assi-bo.it/associazione.html
Socio ISF Informatici Senza Frontiere: http://www.informaticisenzafrontiere.org/soci.php
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eOffice -
Siebel Community -
The JDEdwards Group -
Informatici Senza Frontiere -
Roma Aeterna -
Lazio Roma Supporter -
J.D. Edwards Professionals -
ORACLE CONNECTIONS -
OracleERP (3600+ members) -
Studium Urbis -
BolognaIN -
ASSI - Bologna
Fabrizio Gaetani’s Honors:
17/06/2008 Confind.Emilia Romagna Bologna-Partecipazione tavola rotonda L’innovazione tecnologica e di processo per l’efficienza e la competitività delle PMI italiane
http://www.businessinternational.it/Conferenze/SchedaConferenza.aspx?IdConvegno=1687
30/11/2005 Ass.Ind.Novara Borgomanero(NO)-Intervento al Convegno La Fabbrica Integrata
http://stain4.webhat.it/_modules/download/download/convegni/novara/COUPON_NO
VARA.pdf
Nov.2005-Iniziativa Accendiamo Fabriano in CARIFAC http://www.fondazionecarifac.it/Innovazione&Tradizione/2005_11.pdf
19/10/2005 SMAU Milano-Intervento al Seminario SAP per la PMI
http://www.webb.it/event/eventview/5601/1/0,0/sap_per_la_pmi__soluzioni_che_rendono_l_azienda_un_impresa_agile
08/06/2005 Codogno(LO)-Intervento all'Open House MTA
http://www.stain.it/italian/eventi.php?idnews=6&start=VARA.pdf
17/09/2003 Univ.Urbino-Partecipazione tavola rotonda Workshop ICT e Piccole Imprese http://www.econ.uniurb.it/piani/locandina.pdf
