TONY MANZONI
Sydney,NSW
Summary
Sales Executive and Channel Account Manager Focused on Business development, Account management, and driving expansions. Experience that includes 25+ years of account leadership, building loyalty, driving client satisfaction, increasing sales, and ensuring alignment with organizational and client goals. Specialties that include Professional Services, SaaS, Cloud, Cybersecurity, Software, Hardware, Training. Service Providers, Channel, partners/distributors Industry experience in Public Sector, Finance, Healthcare, Telco, Insurance, Retail, Utility, Education, Midsize and Enterprises Business Development Manager skilled in growing sales and improving stakeholder relations. Strategically-minded in capturing new business and leveraging dynamic market opportunities. Accomplished in exceeding targets with results-driven approach.
Overview
16
16
years of professional experience
Work History
Business Development Manager
CISCO
03.2022 - Current
- Responsible for developing and executing Cloud and CyberSecurity opportunities
- Working closely with the sales teams across all customer segments
- Develop and lead security account plans and strategies for Accounts and Partners
- Drive double-digit revenue growth through new project identification, creation, and attach opportunities
- Responding to Tenders – RFQs
- Reached out to potential customers via telephone, email, and in-person inquiries.
- Key Achievements: Overachieved FY22/23 Target 190/160%
Sales Executive
MICROFOCUS(Former HP/HPE)
05.2020 - 03.2022
- Collaborated with sales teams of professionals, providing coaching, training and mentorship to enhance their skills and achieve sales targets
- Developed and maintained relationships with key clients, ensuring their needs were met and exceeded
- Created and delivered persuasive sales presentations and proposals, resulting in an increase in closing rates
- Collaborated with marketing teams to create and execute effective sales campaigns, increasing brand visibility and lead generation
- Continuously analyzed sales data and market trends to identify opportunities for growth and improvement
- Played a pivotal role in negotiating and closing major contracts with key clients, resulting in % revenue growth
- Key Achievements: Sold $4.8M of MicroFocus products – Generated $5.5m Pipeline.
Business Life/Coach –self-employed
TONYMANZONI COACHING
01.2018 - 01.2020
- Improve sales strategy and organization, identify marketing needs and improve overall performance for entrepreneurs and small business owners to build successful companies, offering them suggestions for growth
- Develop a business coaching plan for clients: Business owners – Sales Directors – Business Leaders
- Evaluate a business to determine its needs
- Identify a business's strengths and weaknesses
- Make suggestions for how the business owner can grow the business
- Key Achievements: Increased revenue for my customers (30 -50% per year)
- Generated 4 successful lead-generation campaigns for clients.
EMEA Sales Lead
TIPPINGPOINT
01.2013 - 01.2018
- Reporting to Sales Director EMEA – APJ Focusing on Enterprise customers in Finance – Healthcare – Public Sector – Insurance – Retail – Channel
- Drive new account acquisition - Upselling – Cross-selling on existing accounts
- Create partnerships across all industry verticals
- MSSP – Distributors – Channel Partners
- Generate Pipeline – Qualify and Develop opportunities
- Dealing with C-level decision makers helping organizations address compliance, privacy and security
- Key Achievements: Exceeded all sales goals during tenure: $2.5M in 2018 against a target of $1.9M; $2.4M in 2017 against a target of $1.8M; $2.2M in 2016 against a target of $1.9M
- President Club 2017-2018
- Exceeded revenue goals in two consecutive years: $1.8M versus $1.5M budget in 2015 and $1.7M versus $1.6M budget in 2014
- Earned recognition as a TippingPoint product specialist EMEA – AUSTRALIA.
Partner Account Manager
EMC RSA
01.2010 - 01.2013
- Reporting to Channel Manager EMEA
- Developed relationships with Country Managers in creating business plans, sales strategies, and value proposition, including identifying and pursuing new verticals and target markets
- Recruited and onboarded channel partners in the EMEA region
- Designed campaigns to augment knowledge and confidence among channel partners
- Key Achievements: Attained $2.9M in revenue during 2013 versus a target of $2.3M and earned $2.5M in 2012 versus a target of $2.2M
- Acquired 6 channel partners
- Created 5 lead generation campaigns – working closely with marketing.
Account Manager
APPLE COMPUTERS INC.
01.2008 - 01.2010
- Working in the Apple European Headquarters
- Prospected, performed cold calling, scheduled appointments, and created proposals for new and existing customers
- Presented to C-suite executives, worked as a European Sales Rep within Apple Headquarters, and maintained accountability for Apple Servers, VMWare, Apple-linked Third-Party Services, hardware, and storage solutions.
Education
Bachelor of Commerce (B.Com) - Economics
European University
The Coaching Room Sydney
Tony Robbins Strategic Intervention
Skills
- Product Expansions
- Revenue Enhancement
- Stakeholder Engagement
- Client Consultation
- Solutions Selling
- Strategic Planning
- Channel Development
- Contract Negotiation
- Pipeline Management
- Sales Presentations
- Product Demonstrations
- Strategic Partnerships
- Promotional Planning
- Lead Generation
- Pipeline Development
- Salesforce Management
- Account Development
- Training and Mentoring
- Channel Management
- Revenue Generation
- Client Relationship Building
- Negotiations
References
REFERENCES AVAILABLE ON REQUEST
Timeline
Business Development Manager
CISCO
03.2022 - Current
Sales Executive
MICROFOCUS(Former HP/HPE)
05.2020 - 03.2022
Business Life/Coach –self-employed
TONYMANZONI COACHING
01.2018 - 01.2020
EMEA Sales Lead
TIPPINGPOINT
01.2013 - 01.2018
Partner Account Manager
EMC RSA
01.2010 - 01.2013
Account Manager
APPLE COMPUTERS INC.
01.2008 - 01.2010
Bachelor of Commerce (B.Com) - Economics
European University
The Coaching Room Sydney
Tony Robbins Strategic Intervention