Diapositiva 0 Bo… · Title: Diapositiva 0 Author: cesarina motta Created Date: 11/14/2012 12:19:50 PM

Primo Bonacina - CV - Updated November 14° , 2012

Curriculum vitae Primo Bonacina

• Mobile: +39-348-7126505

• Mailto:[email protected]

• Skype: primo.bonacina

• LinkedIn/Facebook/Twitter: primobonacina

• Home: Via Roma 95, 24048 Treviolo (Bergamo), Italy

mailto:[email protected]


Executive summary • A 28-years career in the technology sector, working for leading/global companies,

covering up to director roles

• Ideally positioned as business unit/general manager, sales/marketing/service director

• Launching new businesses/channels/teams, building units/programs from start-up to profitable/successful expansion

• Managing/restructuring/revamping complex sales/marketing/business/service/operations initiatives

• Core competencies:

• Front-office: sales, marketing, distribution/channels, e -business/e-commerce/digital marketing, professional/value-added services, consultancy

• Back-office: finance, operations, business control, HR

• General management

• Technology: ICT, Internet, cloud, security, software/virtualization, networking, telecommunications, data center infrastructure …

• Immediately available, for both permanent and interim roles


January-November 2012: Black Box Italia (Milan), a global vendor providing networking/data center/enterprise infrastructure solutions, selling to end-users/value channels • Sales & Marketing Director: when I joined, the subsidiary was in sizable difficulty and a major loss-maker.

Therefore I was called in to replace a former Managing Director, clean a difficult situation, redesign how to company goes to market, initiate the turnaround

• Major achievements (sales):

• In a matter of weeks reshaped the subsidiary sales/marketing/technical/operations teams, revamped the company’s commercial/communication strategies, set a plan in order to make it profitable

• Grew month-on-month sales for my last 3 months (August-September-October)

• Aggregate growth for the period: +36%

• In October 2012 alone, achieved 22 new customers (company record-high; mostly newly-recruited VARs)

• Recruited sales agents/business consultants, defined new channels

• Created the Preferred Partner program

• Recruited several VARs w/ actual sales in their 1st quarter of operations

• Created a strategic partnership w/ Fujitsu Technology: the top Fujitsu partners could inherit the benefits of the Black Box program and start doing business w/ Black Box

• Recruited a network of Business Consultants (under the “procacciatore di affari” consultancy framework):

• Covered the Italian territory in a flexible/cost-effective way

• Recruited specialized Value-Added Distributors to enter new product areas/markets

• Data center, Multimedia/audio/video …

• Activated partner roadshows


Black Box (continues ….) • Major achievements (professional services, marketing, business control):

• Launched new budgets, sales processes, incentive schemes

• Created business rhythms via daily/monthly KPIs

• Created a transaction-oriented business intelligence systems allowing to track any KPI and to quickly spot shortfalls/growth opportunities

• Established a network for delivering any professional service at any place, w/ real-time customer quotes

• In partnership w/ Digitronica Solution ServiceGlobe

• Launched new vendor partnerships to broaden the solution portfolio

• Eaton, Haitwin, ELAN/ILLCA, MK-System, Certes Networks …

• Successfully launched/executed a series of online actions

• e-advertising (Google Adwords/Analytics), web/social media (weekly newsletter, new company site, Facebook, Google, Linkedin, Twitter …)

• Black Box Italia soon became the #1 country in Europe by web presence indexes (May 2012)

• Main spokeperson, leader of any marketing/PR initiative

• Dozens of press cuts/month

• Leading the Black Box “Open Day” top customer events


January 2010-January 2012: Several interim management/consultancy assignments (Milan) • 2010-2011: Sales & Marketing Director for DocuBox, a start-up Italian software/system house, launching innovative

storage/business continuity/information search/document management solutions • Leading the new go-to-market w/ record sales

• Defining/driving the solution roadmap and jointly designing their 3rd-generation solutions

• Recruiting Account Managers, distributors/system integrators

• Top visibility over the printed/online media; Weekly information flow to online audiences

• 2010-2011: Sales & Marketing Director for GCI (Gruppo Consulenza Innovazione), a system integrator focused on business intelligence/infrastructure/vertical solutions (software, professional services), addressing enterprise/midmarket end-users

• Advisor to the shareholders’ board; Reshaped sales/organization/budgeting/marketing tools & processes, vendor portfolio (w/ the addition of key technologies/solutions); Leading the go-to-market of a next-generation big-data software/service platform to enterprises/focused channels

• Beating twice all-time sales/customer penetration quarterly records (Q1 and Q2 2011)

• Executive relationship with top customers and vendors (SAP/Business Objects, QlikView, Veeam)

• 2011-2012: Vodafone Business Unit Director for NetArtis, providing phone/connectivity solutions to small businesses • Recruiting/managing sales agents/subsidiaries, defining new channels

• Redesigning budgets, sales processes/contracts, incentive schemes; Creating a business rhythm allowing to track KPIs, quickly spot shortfalls/growth opportunities

• Record sales achieved after deep restructuring

• 2011-2012: Regional Leader, EMEA South for AST Power Quality Solutions, a vendor bringing to market a set of innovative products for the UPS/power quality industry

• Starting up their operations in the region, w/ sales after just few weeks

• Recruiting distributors

• Marketing planning & execution


2009: Microsoft (Milan) • Director of SMB & 2-tier channels; In charge of sales & marketing to all distribution

channels (addressing any end-user audience: public/private, B2B/enterprise, B2C/retail), for all kind of licensing schemes (encompassing several product divisions, serving at country level)

• This role was created when I joined and it was aimed at grouping in a single functions all responsibilities (1) towards distribution and midmarket channels; (2) for all mainstream software products; (3) in any licensing form factor

• Additional responsibilities: (1) led a team driving the vast majority of the accounted resellers (700); (2) accountable for sales/marketing to the SMB end-user market (5-250 PCs)

• Major achievements:

• Shaping the team in a few weeks, building from scratch a new Partner Account Manager sales center, addressing midmarket resellers w/ the aim of growing sales and significantly enlarging coverage

• H2CY09 ended up w/ a $16.7M revenue over-achievement (120% of aggregate target), selling to 20k+ resellers on an annualized basis


2002-2009: MAGIRUS (Milan), a pan-EMEA Value-Added Distributor, focusing on leading-edge data center/enterprise solutions: servers/storage, software/security/networking, professional services

• Managing Director (Amministratore Delegato) Italy, covering Italy/Greece/Malta/Cyprus

• The subsidiary was in sizable difficulty and a loss-maker at that time, therefore I was called in to replace at once the two former co-MDs and to initiate a turnaround


• Reshaped (2002) the subsidiary sales & marketing teams, revamped the company’s commercial/communication strategies, set a plan in order to make it profitable

• Broken sales/profit/# of active customers records, several-times-increase in market share: Magirus moved from being a no-name IT company in Italy to position #121 (source: SIRMI, 2004 revenues). Sales in 2005 got to €57M (5-times increase in 3 years)

• Joined (2005)a strategic steering committee for Magirus International, then to lead a new approach focused on value-added distribution via the delivery of storage/hi-end software/professional services (which soon became the main profit contributors)

• Grew the service business from nearly zero to almost €1M/year

• Acquired Allasso (2006), a leading multinational distributor specialized in security/networking solutions (Juniper, Check Point/Nokia, Nortel, Websense, Ironport/Cisco …); Named Managing Director of Allasso Italy, successfully executed the integration of the two companies

• Successfully executed the divestiture (2007) of the Enterprise Infrastructure Division (HP and IBM BUs) to Avnet, allowing the company to focus on higher growth/profitability areas; Having invested since the beginning on the emerging strategic opportunities, Magirus Italy was the largest subsidiary after the spin-off

• Magirus Italy was a top achiever within the group and a pioneer of several vendor opportunities and the largest subsidiary for many vendors: Storagetek, EMC/Data Domain, BEA Systems/Oracle, Red Hat, MySQL/Sun Microsystems, Websense, Stonesoft, Astaro …

• Italian distribution awards for Magirus Italy: 2nd best for servers, finalist for storage and e-business tools (CRN, 2004)

• EMEA distribution awards for Magirus Italy: best HP OpenView (2004), best Blue Coat (2006), finalist Red Hat (2008)


2000-2002: TECH DATA (Milan), a top worldwide broadline IT distributor, addressing the enterprise/SMB/retail channels, covering a variety of vendors (HP, Microsoft, Cisco, IBM, Symantec, Autodesk …)

• Managing Director Sales & Marketing, leading a 130-person team in 10 business units (PC, Software, Networking, Components, Peripherals, Supplies …), 3 focused sales teams (B2B/enterprise, B2B/midmarket, B2C/retail) and 2 global teams (corporate/channel marketing, e-business/e-commerce) for a business of €480M/year.

• As the company was in difficulty and loosing share, I was called in to replace the former MD and to initiate a turnaround. Major achievements:

• In a matter of weeks, reshaped the subsidiary’s sales/marketing teams

• Gained a number of market share positions: form #4 to #2

• Revamped the company sales/e-business/e-commerce strategy, Launched a number of integrated e-commerce/logistic services: known as “e-sourcing”

• Conceiving, leading the launch of a dedicated Cisco business unit and other value initiatives

• Always in profit and doubled in revenue in 2 years: from €245M to €480M

• Increasing # of active resellers to 3000+/month

• Distribution awards: twice “2nd best in the ICT market” (CRN, 2000/01), 2nd best for e-commerce, hardware products (CRN, 2001); #1 in a press-presence on distributors (Fleishmann-Hillard, 2001)


1997-2000: ANIXTER (Milan/London), at that time the largest worldwide value-added distributor of connectivity solutions

• Director of Global Marketing & Sales Support, EMEA (1998-2000), leading a 25-person team (London/Milan) in charge of 6 business areas for some $500M+/year sales.

• In addition to the main role, responsible for …

• Any Internet-based business tool for Latin America/Australia, leading the fitting of the European strategy over there

• The business with their major networking vendor (Nortel, $60M+/year sales)

• Identifying new opportunities in the networking/telephony convergence

• Marketing, Business & Technology Director, Mediterranean Area/Switzerland/Middle East (1997-1998), leading a multinational team in charge of a variety of marketing/sales support functions.

• In addition to the main role, acted as Internet Business Director EMEA, in charge of the company Internet presence


• At Mediterranean level: $140M/year revenue; Networking revenue more than doubled; Conceived/implemented a successful web system providing just-in-time information to the sales team; Designed leading websites, a newsletter subscribed by 10k+ customers

• At EMEA level: merged the existing technical teams into a competence center and redesigned how the company communicated towards public audiences; Most of my Mediterranean people were promoted to an EMEA role; Pioneered several business intelligence tools/channel programs


1988-1997: 3COM (Milan/Paris), at that time the 2nd largest networking vendor

• Marketing Director, Southern Europe (1995-1997)

• During the period acted as Online Strategy Leader

• Marketing Director, Mediterranean Area (1992-1995)

• In 1993-1994 acted as Iberia System Integrators Sales Director

• Marketing Director Italy/Greece (1989-1992)

• During the period, acted as European Director for the Distributed Systems products, European Director Network Integration Centers, European Director for Network Systems products

• Technical Director, Italy (1988-1989)


• As Marketing Director Southern Europe, in charge of marketing & business support functions for $300M+ sales; Designed the first-ever 3Com field web site (1995)

• As acting Iberia Sales Director, covered the extra assignment w/ over-target sales results, securing the largest sales projects ever, winning a special award for best sales results in Europe


1984-1988: OLIVETTI (Milan), at that time a leading IT vendor

• Responsible for the definition of the midrange software offer (1987-88)

• Selecting products/commercial partners

• Coordinating the porting of applications

• Sales & Marketing Engineer (1984-87)

• Responsible for the evaluation of PC/midrange software solutions

• Technical, sales and marketing support to field offices


Personal information • Born in Bergamo (Italy) on September 28th, 1961

• Degree in Computing Science, University of Milan, 1984 (1st-ever person in the faculty), score 110/110 “cum laude”

• Languages: Italian (mother-tongue), English (fluent), Spanish/French (basic)

• Hobbies/interests: Freelance photographer, wildlife/nature, foreign cultures/traveling, technology trends

I hereby authorize the use of my information pursuant to art. 13 of Legislative Decree 196/2003

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Diapositiva 0 Bo… · Title: Diapositiva 0 Author: cesarina motta Created Date: 11/14/2012 12:19:50 PM