Franco Ricotti

Develop the center-south market for Information Governance with specific focus on Public Administration segment.
Define and monitoring project for removing paper in the processes of Govermnent.
"Unlike most industries that must justify their bottom line, public sector organizations are accountable to a captive constituency that wants more for less: better service, quicker response time and accurate information coupled with a decreased or stable tax base. In an effort to meet these expectations, governments have turned to publishing information on websites, and wherever possible offering self­-service. In doing so, they are faced with the dual challenge of protecting and providing access to information. The diversity of activities that must be managed includes administration, social services, education, transportation, finance and taxation."

After 25+ years served as a senior IT manager in ISV, I now exploit my experiences and compentencies to help companies on the Italian market.
I offer the following services:
* business development, brand and product localisation, sale strategic planning, market assessment and developement to software makers that want to penetrate Italian and SEMEA markets.
* sales cycle support and management on the Italian Government market, accomplishing guidelines, rules and procedures set up by Italian Authority for IT in public administration.
° Catalysing the profitability of services and products in new territories.
* Programme and project management to develop strategic projects on large government and private organisations in different areas: photovoltaic plants, montoring and control, IT...

NessPRO is the Italian distributor for many leading software makers (Abitmor, Agitar, Betasystems, Cast, CDB Software, DataDirect, dynaTrace, Foxt, Information Builders, iWay Software, Managed Objects,nCircle, Netpro, Nimsoft, Novell, Serena, Softek (IBM),Syncsort, Solidcore) and provides complete solutions to its customers based on the technology and the services.
My role was to conduct the technical team, developing the skills and the knowledge of the technologies and of their applications, to garantee the correct delivery of implementation projects and the technical support, to support the sales team along all the sale cycle, from prospecting and qualification, to presentation and demonstration, to POC, feasability studies and implementation.
My leadership was gained conducting technical teams up to 50 people.
I've strong knowledge of computer sciences and IT management.
Moreover I developed a good capacity of implementing product localisation and a solution selling approach for innovative technologies.
I've perfect understanding of customer needs and capacity to make them solve with supplier offer.
My sense of organisation is supported also with methodologies and ISO9001:2000 procedures, project and programme management.
Good knowledge of databases technologies and admnistration, EAI, SOA, software change management, application portfolio management, software metrics, SLA, IT security,....

Reporting to the Managing Director I manage all sales and technical activities related to government market. My duty includes:
Developing IT business of Selesta on the Italian government market (central public administration),
Enabling new e-government services to citizens and companies,
Creating new financial model of relationships between local and central government and taxpayer,
Managing the tender process in government market,
Establishing relationships with other System Integrators and Software Vendors,
Studing and supporting the development of regulatory guidelines together with Italian Authority for IT in the Public Admnistration and with the Association of Italian software industries.

My duty includes the management and monitoring of all technical activities related to the sales cycle and the delivery of the services.
I've acquired experience in the preparation of the answer to public tender, according to IT authority guidelines.
I provide expertise during all the process of preparing the tender to the delivery of the service,
I monitor projects based on solid software infrastructures and professional services assisted by internally developed methodologies.

Managing international partners of Selesta (south Europe distributor for US and European leading software makers).
Negotiantion of contracts and distribution agreements.
Discussion of quarterly and yearly quotas.
Forecasting and prospecting.
Deploying the supplier commercial strategy on the local market.
Localisation of messages, documents, guidelines.
Assisting in the organisation of local and international software maker events.
Partecipation to distributors' meetings, users' conferences, partners' events.