Ilaria Moroni

Experience

• 

  Microsoft

  Jun 1990 - Jun 2017

  As the SAM&C Tele Sales Lead I owned the Tele Sales activities supporting licensing validation and deployment opportunities for the SMB Market Segment.Accomplishments achieved include:- Identified and validated Tele Sales organisation with Licensing and assesment expertise - Addressed market opportunities per territory and defined sales target for all agents - Designed and created proper accelerators on Tele Sales quota, contest and SPIFF - Owned Tele Sales performance reviews identifying improvements requried - Refined and improved Tele sales process with clear handover from Tele to Partner - Achieved double digit growths 3 years in a row and beat budget from 2010 to 2013 Show less As the Channel Development Manager for SMB I‘ve been responsible for finalizing marketing and business plans with Italian Top 6 distributors, driving more than 70% of SMB revenue and representing one among the biggest opportunity for the country. Duties owned include:- Indirect Partner recruitment programs following the Reach Frequency Yield approach targeting more than 25.000 Resellers- Selection adn adoption of global incentives and local accelerators to stimulate Partner and reseller ecosystem behaviour toward cloud adoption- End to End Distributors enablement program, both sales and technical, for Distributors and Indirect Resellers, with clear Certification KPIs- Achieved double digit growth 2 years in SMB Show less As the Licensing Marketing Manager I lead the change of adopting New Generation of Volume License and Software Assurance, coordinating and orchestrating among various Microsoft organisation, including marketing communications and sales support management. Tasks accomplished include:- Worked with customers and partners to position annuity value offerings creating a substantial demand for multi year committments- Handled the annual VL budget process, marketing plans and resources allocation within the licensing marketing organization- Delivered 360‘ training on strategic relationship between technologies and licensing - Leveraged the various empowerment levels landed in the country, shortening licensing sales cycles - Individually involved and lead multiple sales opportunities, across Corproate and Enterprise customers Show less

  • Solution Assessment Partner Manager in Small Medium Corporate

    Jul 2013 - Jun 2017

  • SAM&C Tele Sales Lead in Small Medium Corporate

    Jul 2009 - Jun 2013

  • Channel Development Manager

    Jul 2004 - Jun 2009

  • Licensing Marketing Manager

    Dec 1999 - Jun 2004

  • Customer Service Manager

    Jan 1995 - Dec 1999

  • Financial Team: Accountant

    Jun 1990 - Dec 1994
• 

  Microsoft

  Apr 2018 - now

  As the TCM for the Italian SMC market ecosystems, I oversees an ecosystem of highly effective partners that, through their capabilities and capacities, are driving Cloud revenue growth through customer acquisition while increasing consumption and usage in prioritized workloads, including both Modern Workplace and Azure. Main responsibilities, include:- Analyze market Insights and define strategy to address identified market opportunities - Ensure channel effectiveness leading readiness and enablement activities- Adopt and execute sales motions acquiring customers impacting Azure consumption- Improve sales velocity ensuring awareness of resources and programs available - Lead weekly pipeline and lead status review with Top distributors and top SMB Partners - Drive Quarterly Business Reviews with Top distributors to accelerate performances while eventually removing potential blockers with clear Correction of Errors plans Show less

  • Sr. ISV Partner Development Manager

    Aug 2021 - now

  • ISV Alliance Manager

    Jul 2020 - now

  • Territory Channel Manager | Azure – Data & AI

    Apr 2018 - Jul 2020