Esperienza — Massimo Brignolo

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Experiences

Member of senior value creation team to screen, validate and develop value propositions for cross brand transformational services contracts with a long term perspective on European large accounts in Retail, Consumer Products, Energy and Utilities and Telecommunications. The role requires the development of market and customer's business, organizational and financial modelling and future development scenarios to address the most effective solutions for the company and for the potential customer with face to face meetings at CxO level.

With a team of 12 resources, the position implies accounting and financial management of an yearly business of more than 100 M Euro reporting to IBM Global Services CFO.
Position responsibilities cover short and long term account planning, accounting management of ledger entries and provisions, revenue and cost management, reporting to Italian, European and Corporate headquarters, estimate of impacts on IBM consolidated books of initiatives on the Account, design and management of the Information Systems for the Account management.

Position responsibilities cover short and long term account planning, accounting management of ledger entries and provisions, revenue and cost management, reporting to Global Value CEO and to IBM Italia parent company headquarters.

Second Line Manager with 2 reporting departments: Pricing (with a Pricing Manager and 6 resources) and Planning & Control (2 resources). In this position I had the responsibility on the planning and measurement of the business units, defining the guidelines for the operations planning and the company’s yearly plan. I was also appointed with the responsibility of cost and expenses control, their tracking versus the quarterly targets and the definition of the appropriate recovery actions. Finally I was responsible of the reporting activities and its submission and review with Italy controlling company and with EMEA and Corporation Senior Management.

Manager of a department with 7 resources with the main responsibility in supporting the Marketing Directors in all the steps of the opportunity management process through the pricing strategy definition and the evaluation of the impacts on the company accounts (both local books and US GAAP books) and interfacing the customer for the financial aspects of the negotiation.
I directly drove the implementation of Pricing processes and models in the company and for the first time in IBM I based the Pricing team and my performance measurements on quantitative indicators.

I worked full time, as the IBM Finance responsible, on the complex negotiation between IBM and FIAT aimed to the creation of Global Value joint venture. In this task I had direct interactions on one side with FIAT top management and on the other side with IBM Corporation Finance and Senior Management. Following the Agreement signature I had direct responsibility on the definition of the detailed charges for the several services provided by Global Value to FIAT group.

I received from the Corporate CEO the IBM Chairman Award for the brilliant success of the negotiation.

Massimo Brignolo