Vp Sales Marketing Services Munich Resume by nmi70476


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									Charles M. Lucci
21329 Diamond Oaks Court Saratoga, CA 95070 * c_lucci@hotmail.com * 650.799.1320



   Results oriented sales executive with a consistent track record of building and managing high performance
   national/international sales organizations in growing and emerging information technology markets. Strong
   domain expertise in all aspects of infrastructure software solutions including storage, security and
   virtualization. Respected change agent with exceptional leadership, influence and communications skills
   establishing strategic direction and driving alignment across operational groups. Strong balance between
   setting vision and driving through execution. Expertise in P&L management, business development, sales
   operations and strategic planning. Known for the ability to clearly communicate value and instill confidence
   in audiences at all levels.


2003 - 2006    EMC-Legato Systems (Legato acquired by EMC 2003) Santa Clara, CA
               Worldwide VP Sales reporting to President of EMC Software Group
               Responsible for Open Storage Software representing 400M$’s revenue, P&L 70M$’s, for an
               organization of 750. Consistently met or exceeded quarterly P&L and revenue goals.
                Drove all sales operations activities resulting in nine record quarters post acquisition
                   increasing revenue by 28%
                Key accounts included: Nokia, Fujitsu Siemens, UPS, Marriott, T-Systems, Sun
                   Microsystems and many others.
                Planned and successfully executed sales force alignment and integration efforts between
                   EMC/Legato organizations
                Successfully managed and integrated 100 person legacy organization into EMC-Legato
                   operating unit.
                Grew Legato Networker license revenue to 2nd largest license revenue generator in EMC
                   portfolio of over 140 software titles; grew Email Extender revenues 500% in three years
                Leader in P&L contribution for all acquired companies through 2005.
                Successfully negotiated extended OEM license agreements with EMC competitors Fujitsu
                   and NEC in Japan.
                Provided advisory and consulting services to ESG President from 1/06 to 6/06

1997 - 2003     Legato Systems Global Inc., Munich,Germany; Geneva Switzerland
                VP and General Manager EMEA reporting to COO
                Responsible for general management of business unit including all sales, marketing, business
                development, professional services and support functional areas
                Grew revenue from 40M to 130M+ USD, expanded from 6 to 12 local entities, adding Italy,
                   Norway, Belgium, Spain and Poland.
                Developed and grew key customer and partner relationships including Bull, Fujitsu Siemens,
                   T-Systems, T-Mobile, Hoffmann La Roche, Nokia, Ericsson, Volvo, Bouyges Telecom, Italia
                   Telecom, Morse Computer, Bell Micro, EDS, Atos-Origin and numerous others.
                Successfully expanded sales channel by incorporating direct sales model, including
                   implementation of internal consulting and support services, to co-exist with established in-
                   direct sales channel without negative impact on partnerships or revenue.
                    Established standardized forecasting methodology and, in collaboration with finance, enabled
                     near real time reporting capability of actuals v. forecast reporting capability
                    Key corporate spokesman for all investor relations, business community at major European
                     events (CEBIT, Storage Networking World, other storage Pan-Europe events) . Maintained
                     relationships with a variety of segment specific editors.
                    Sponsored Legato’s acquisition of US based SCH Systems (SmartMedia) to address WW
                     customer demand for automating media management. Europe subsequently led company in
                     revenue for this product.
                    Created and initiated first direct-to-end-user support offerings in Europe by utilizing and
                     dedicating field technical resources to mitigate time zone and cultural differences to
                     adequately address European customer and partner support expectations.
                    Effectively included sales of targeted professional services offerings into all Enterprise
                     License arrangements across all deal fulfillment vehicles
                    Directed and hosted European Executive Institute program in Europe (2001-2003) focused on
                     C-level customers/decision makers with an average attendance of 50 participants and spouses
                     for a weekend program. Program was critical to understanding industry directions and
                     expanding executive level relationships

1993 - 1997   Legato Systems BV & GmbH, Amsterdam, the Netherlands, Munich, Germany
              Director, Central Europe reporting to COO and VP International Sales
              Responsible for all central European sales(DE, A, CH, Eastern Europe and the Benelux), services
              strategies and revenue attainment; grew revenues from 900K to 40M+ USD with an organization
              of 70 employees.
               Targeted, recruited and managed Distributors and System Integrators, expanding Legatos
                   “reach and range” from 9 to over 36 unique distributor and integrator partner entities.
               Drove recruitment and management of sales teams in Holland, Germany, Switzerland and
                   Austria developing high impact teams with local contacts and relationships
               Consistently led Europe annually as the top revenue producing area and productivity / rep.
               Initiated regular quarterly Partner “knowledge transfer” days to maintain focus, loyalty and
                   keep channels freshly updated. Adopted across Europe.

          Sales Director, Legato Systems, Inc., Palo Alto, CA
          Sales Manager, Vortex Systems, Pittsburgh, PA
          Sales Manager/Co-Owner, MicroAge Computers, Advanced Micro Technologies, Pittsburgh, PA

              BSBA        Robert Morris College, Pittsburgh,         Business Information Systems

       Chuck Lucci                                     Page 2 of 2                            650.799.1320

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