Massimo Iachini

Background

About Massimo Iachini

I'm responsible for the establishment and maintenance of the sales relationship with each client/prospect at every level from the (CxO) executive suite to departmental line managers. I drive new business through the identification, development, negotiation, and closure of new services agreements with prospects and clients, and participate in the maintenance of client relationships. I target potential leads, qualify them, and lead the pursuit team in crafting and positioning the deal. To this end, I leverage client industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales. Product, Services and Solution agreements will encompass all offerings and range in scale from short-term consulting engagements to complex, multi-service, multi-year and global partnerships. My responsibilities include also the smooth transition of new business from sales to delivery, coaching and mentoring account delivery leaders on client relationship management issues, providing feedback on customer wants and needs to the strategic portfolio function, ensuring compliance with sales processes and new business approval requirements, coordinating the relationship between key client personnel and company managers, and leading or coordinating global relationship management initiatives with other geographic units of the client. I'm responsible for managing the entire sales process from identifying prospects to negotiating contracts. My role essential functions include, but are not limited to, the following: • Create and maintain territory sales plan • Identify prospects and create entry strategies for each • Utilize business and financial knowledge to create value propositions • Execute competitive sales tactics to win business • Coordinate deal crafting and positioning • Lead or participate in contract negotiations • Manage demand and qualify opportunities