Roberto Santucci
Adelaide,SA
Summary
Accomplished Sales Director and executive leader with over 25 years of experience driving global sales and operational strategies, consistently delivering innovative solutions within the emerging technology and transformation sectors. Results-driven professional with a robust background in strategic management and organizational growth, adept at developing and implementing effective business strategies that optimize processes and enhance team performance. Recognized for adaptability and effective collaboration, fostering a productive team culture through strong communication and problem-solving skills. Committed to achieving measurable outcomes in dynamic environments while inspiring teams to excel.
Overview
32
32
years of professional experience
1
1
Certification
Work History
Sr. Strategic Industry Director
Arrow Electronics Australia
Remote (Adelaide SA National Role)
04.2020 - Current
- Directed cross-functional teams to enhance operational efficiency and drive strategic initiatives.
- Developed and executed Arrow's ANZ Specialized Hi-Reliability Electronic Component Distribution Strategy for key sovereign clients. Achieved revenue growth from USD$87 million in 2020 to USD$112 million in 2022.
- Expanded customer base with 23 new Australian sovereign industry-specific manufacturers, generating USD 24 million in revenue.
- Orchestrated comprehensive business strategies across vital ANZ sectors, including aerospace, defence, space, maritime, mining, rail electrification, and renewable energy.
- Led and managed a team of 18 professionals, achieving cross-company sales objectives and managing annual budgets. Successfully negotiated industry partner agreements and distribution contracts while establishing the Arrow ANZ website and focused on Arrow ANZ capabilities as a specialised secure supplier of high-reliability electronic components.
- Fostered partnerships with key stakeholders to align business objectives and streamline processes.
- Spearheaded market analysis to identify growth opportunities and inform product development strategies.
- Oversaw budget management, ensuring alignment with organizational goals while optimizing resource allocation.
- Implemented innovative supply chain solutions, improving service delivery and customer satisfaction.
National Enterprise Sales Manager
Samsung Electronics
Remote (Adelaide SA National Role)
01.2013 - 06.2019
- Managed a team of six sales specialists and solution engineers, delivering advanced ICT consulting solutions to government and defence agencies.
- Developed secure mobility, IoT, AI, and ML solutions for various sectors, achieving over 25% growth in annuity business. Increased market share by 14.5% YoY through strategic planning and reduced costs by 26.5% via training programs.
- Surpassed volume profit goals and initiated enterprise brand-identity strategic industry case studies. Developed national go-to-market strategies to engage C-level executives in government, defence, mining, healthcare, and education.
- Analyzed market trends and competitor activities to inform product positioning and pricing strategies.
- Built a high-performing sales team through rigorous recruitment efforts focused on selecting top talent with relevant experience in enterprise selling environments.
- Increased overall sales performance by developing and implementing strategic plans tailored to target markets.
Enterprise Sr Account Manager
Microsoft Australia
Adelaide, South Australia
01.2009 - 01.2013
- Led the delivery and management of Microsoft platform solution portfolio to SA public/private sector education, SMSP local council, state govt., and healthcare customers.
- Pioneered a business plan roadmap for SA Local councils, resulting in significant agreements and annuity offerings. Managed Microsoft Partner relationships to create joint go-to-market strategies.
- Directed the STU Management team in developing and executing account strategies. Delivered Solutions Roadmaps to 'C' suite execs, establishing trusted advisor relationships.
- Developed and implemented high-level territory and account business plans with portfolio upsell to existing customers' annuity opportunities.
- Analysed market trends and customer feedback to inform product strategy and service offerings.
- Created and implemented territory and account business plans to upsell annuity customers
- Negotiated favourable contract terms with suppliers/vendors on behalf of clients while maintaining strong relationships with them at the same time.
Regional Manager
Microsoft Corporation
Remote (Albany NY Base State Role)
01.2001 - 01.2009
- Led a team of six field sales and application engineers in the delivery of the Microsoft Platform, IW, Collaboration, Cloud, IaaS, and SaaS to upper mid-market customers in Upstate New York.
- Analyzed territory sales history and created go-to-market plans to target high-revenue accounts. Territory Management: Analyzed territory customer sales history to target high-revenue accounts and generate net new opportunities for Microsoft solutions.
- Collaborated with C-suite executives to deliver Microsoft roadmap solutions. Managed and created go-to-market partnerships with Microsoft partners.
- Worked in-depth with National Licensing Specialist, building strategic GTM on large accounts (over 1000 seats) and creating contractual amendments within Microsoft Corporate policies around the RPRC (Right Price Right Customer) initiative. Led strategic initiatives for large accounts.
- Mentored junior managers, fostering talent development and promoting a culture of continuous improvement.
- Conducted performance evaluations, setting benchmarks for team productivity and effectiveness.
Global Channel/ Business Manager
ACCPAC INT INC
Remote (Albany NY - Global Role)
09.1999 - 11.2001
- Managed global distribution and reseller channels, achieving substantial business growth across high-end volume customers.
- Negotiated and secured net new 3+3-year distribution contracts with international and Domestic distribution channels (Ingram Micro, Tech Data US Distributors / Tech Pacific and Ingram Micro Australia), resulting in significant business growth of 168% YoY.
- Secured new 3+3-year contracts with US Large Account Resellers, CDW and Micro Warehouse and created and built a GTM strategy by running quarterly marketing and advertising, resulting in increased sales of 125% in year 1, with ongoing results of 128% YoY for both organizations and created successful partnerships with communication hardware manufacturers.
- BrookTrout, Intel, and Digitech created software with a hardware-based GTM bundle, resulting in 34% YoY growth. Negotiated contracts, mitigated risks, trained distributors, and delivered network solutions to a diverse range of customers across various customer segments.
- Led cross-functional teams to implement initiatives that increased partner engagement.
- Drove revenue growth by identifying untapped verticals within existing partner networks, enabling focused expansion efforts.
- Optimized sales processes by integrating CRM tools into daily workflows, increasing data accuracy and accessibility for better decisionmaking.
- Implemented comprehensive training programs for channel partners, enhancing product knowledge and sales capabilities.
New York State Manager
St. Paul Fire & Marine Company
Albany, New York
05.1994 - 08.1999
- Managed a team specializing in municipal insurance programs. In the consultation, delivery, and contract mitigation of SIR Self-Insured retention municipal insurance programs.
- Oversaw pre-underwriting risk managers and consultants with Self-Insured Retention clients.
- Negotiated key insurance agreements, securing substantial contracts > $1.5 million.
- Secured annual renewals with multi-year 3-year contract terms.
- Secured complex contractual terminologies with government agencies, resulting in territory growth of 428% over five years.
- Created key contractual sales seminars, differentiating our products from our competitors.
- Mentored regional managers, fostering leadership development and promoting best practices within teams.
- Increased customer satisfaction levels by implementing targeted service improvement programs.
- Maintained positive customer relations by addressing problems head-on and implementing successful corrective actions.
Education
Certificate - Insurance Agents / Brokers Licensing
The College of Saint Rose
Albany, New York06.1992
Bachelor of Science - Business Administration and Management
Siena College
Latham, New York05.1992
Associate of Applied Science -
Hudson Valley Community College
Troy New York05.1987
Skills
- Executive Stakeholder Engagement
- High-Performance Team Leadership
- Strategic Industry & Go-to-Market Leadership
- Data and Market Driven Sales & Operational Execution
- P&L Ownership & Division Management Enterprise Financial Modelling
- Operational Improvement & Strategic Planning
- Contract Negotiation and Risk Mitigation Management
- Budgetary and Fiscal Management
- Relationship building
- Verbal and written communication
Accomplishments
- Supervised team of 12 staff members.
- Resolved product issue through consumer testing.
Certification
- Miller Heiman - LAMP Large Account Management Process
- Miller Heiman - SPIN Selling Conversations
- Executive Speaking - Rogen Presentation Skills
- DDI - VP Executive Assessment 94% achievement rating
- Nationally Certified as a CIC, Personal Lines Institute
- Nationally Certified as a CIC, Commercial Liability Institute
- Nationally Certified CISR for Personal & Commercial Lines
Languages
English
Native or Bilingual
Italian
Professional Working
Interests
- Participating in fundraising events to support local charities, schools, or community projects
- Getting involved in local advocacy groups to promote positive change in the community
- Tech enthusiast, passionate about exploring the latest advancements and innovations
- Youth mentor, providing guidance and support to empower the next generation of leaders
Timeline
Sr. Strategic Industry Director
Arrow Electronics Australia
04.2020 - Current
National Enterprise Sales Manager
Samsung Electronics
01.2013 - 06.2019
Enterprise Sr Account Manager
Microsoft Australia
01.2009 - 01.2013
Regional Manager
Microsoft Corporation
01.2001 - 01.2009
Global Channel/ Business Manager
ACCPAC INT INC
09.1999 - 11.2001
New York State Manager
St. Paul Fire & Marine Company
05.1994 - 08.1999
Certificate - Insurance Agents / Brokers Licensing
The College of Saint Rose
Bachelor of Science - Business Administration and Management
Siena College
Associate of Applied Science -
Hudson Valley Community College