Sales Management

FRANCESCO DI-BIASE

Mississauga, ON +1-647-***-**** ********@*****.*** ca.linkedin.com/in/fdibiase

PROFILE

Award winning and results orientated Senior Telecom Sales Professional with progressive experience managing

complex business needs in OSS, BSS, Big Data Analytics, Hardware, Software and Professional Services Sales.

Contributing extensive sales, business development, technical sales, product, project and partner management to

Canadian and international clients, globally. Exceptional leader and self-starter skilled at developing and

implementing effective strategies to enhance sales performance and drive profitable growth, with an outstanding

history of exceeding quarterly and annual sales targets year after year. Proficient communicator with a proven

ability to build and maintain tactical senior relationships with customers and partners, providing high quality

customer service and achieving desired results through the use of consultative selling skills utilizing the Business

Process Framework (eTOM).

Areas of expertise include:

Business Development Consultative Selling Solution Sales

Account Management Relationship Management Technical Sales

IT Professional Services Sales Negotiation Management Coaching and Mentoring

Key clients include:

Bell Canada AT&T Wireless SaskTel Wind Mobile

TELUS Mobility Rogers Videotron Microcell

KEY SUCCESSES AND ACCOMPLISHMENTS

Identified $14 million CAD new revenue streams for Amdocs OSS business in 2015

Sales achievement for Canadian sales in 2012 (achieving 320% of the sales target)

Grew OSS BSS business with AT&T Wireless from $3 million to $84 million USD in less than two years

Introduced the very first Hybrid Rating and Charging solution for a Tier 1 Telecom Service Provider in 2010

Headed new Performance Management System with five alternative solutions, resulting in $50 million USD in

new purchase orders globally

Secured several strategic multi-year contracts including a 3 year 3G Wireless contract in 2008 with two Tier 1

Telecom Service Providers in Canada

Increased North American OSS BSS sales by 300%, through the use of workshops, product presentations and

customer one-on-ones

CAREER HISTORY

AMDOCS, Mississauga 2014 2015

DIRECTOR, SOLUTION SALES (BUSINESS DEVELOPMENT)

Reported to the Senior Director of Solution Architecture. Responsible for leading all OSS BSS sales campaigns, IT

professional services, business development and solution engagement activities in Canada with a Tier 1 Telecom

Services Provider. Spearheading $17 million in new sales.

Strategically repaired and maintained effective business relationships resulting in new product and services

opportunities of $14 million

Instrumental in the success of a major billing solution transformation initiative

Identified key insertion areas for PCRF, Big Data Analytics, Network Function Virtualization Orchestration

(NFVO) via third party Hardware Vendor, Wi-Fi Offload and Revenue Assurance that led to proof of concept

lab trials and new business sales

Driving Solution Architects initiative to engage closely to customers short and long term billing system needs

and requirements for Wireline, Enterprise, 4G WCDMA and 5G VoLTE

WIPRO TECHNOLOGIES, Mississauga 2012 2014

SENIOR ACCOUNT MANAGER (BUSINESS DEVELOPMENT)

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FRANCESCO DI-BIASE

Reported to the Director of Sales. Responsible for leading all IT professional services sales campaigns, business

development and solution engagement activities in Canada with a Tier 1 Telecom Services Provider. New sales

target of $7.5 million.

Exceeded quarterly and annual sales targets for two consecutive years as much as 130% of target

Identified and closed a $10 million No Bid Contact Centre solution for major transportation client

Responsible for supporting customer operations and functional outsourcing in all IT areas (Juniper, Cisco,

Microsoft Back Office) Data Centre, Contact Centre (Genesys, Avaya, Colabrio, Verint, Nice) and EcoEnergy

solutions, Test Automation, Disaster Recovery and Lab Outsourcing resulting in 35% operational cost savings

Successfully redesigned company business model which resulted in increased sales of $320 million for a Cloud

based Hosted Data Centre, Managed Services, IT and Big Data Analytics solution

Secured a CEM (Customer Experience Management) platform via a third party vendor valued at $6 million

Developed account win plans for different business lines and identified strategic OSS BSS insertion points for

Wipro to win additional business

Built and maintained effective senior business relationships ensuring Wipros repeated success in Canada

NOKIA SIEMENS NETWORKS, Mississauga 2008 2012

ACCOUNT MANAGER OSS BSS (BUSINESS DEVELOPMENT)

Reported to the Director of Sales. Responsible for leading all OSS BSS sales, business development and solution

engagement activities in Canada for Tier 1 and 2 Telecom Service Providers. New sales target of 31 million ($46

million CAD).

Exceeded quarterly targets by 120% for over five consecutive quarters

Championed go-to-market strategies within the Account Team for a Hybrid Converged Rating and Charging

solution, achieving $8 million in revenue in 2010 (a first for NSN North America)

Sold a Provisioning System solution including system integration and workflow development to a Tier 2 CSP

worth $2 million USD

Grew market share from $6 million to $61 million inside of 4 years

Produced business solutions campaigns in OSS BSS for Canadian Tier 1 & Tier 2 customers which generated

yearly revenues over $5 million

Conceptualized business proposals for Subscriber Activation & Management, Device Provisioning &

Management solutions with first year revenues of $3 million

Led technical engagement efforts for first Value Added Services (MMS and Browsing Gateways) solution sales

in North America, with first year revenues of $2 million

Reduced costs for customers by 50% resulting in new Professional Services sales growth

Sold end-to-end new systems and upgrades for HSS, VLR, OSS, MSC, MME, AAA, OCS, Professional

Services (hardware / software installation, commissioning, integration, testing and consulting) and day 2

managed services (level 1, 2 support) across Canada

HUAWEI TECHNOLOGIES, Markham 2008

DIRECTOR, TECHNICAL SOLUTIONS SALES OSS BSS (6 MONTH CONTRACT)

Reported to the Country Head. Provided management and leadership for a team of 4 solution architects and

consultants, who supported sales teams, generated new business and worked closely with two Canadian Tier 1

Telecom Service Providers.

Key contributor in successfully securing $190 million 3G Wireless Radio (RNC and NodeB) and OSS deal for

Huaweis first two customers in Canada

Identified costs savings requirements from customers which resulted in savings of $5 million

Introduced and coordinated business relationships with third party vendors for complete Network Management

System (NMS) solution worth $3 million

Managed successful start-up of new office in Canada, including project management, office layout, IT, phone

system, infrastructure, security, photo id badge, etc

Championed success to OSS win in the South American market of $2 million USD

ERICSSON CANADA INC., Mississauga 1999 2008

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FRANCESCO DI-BIASE

TECHNICAL SALES MANAGER, OSS BSS (PRE-SALES ENGINEER)

Reported to the Chief Technology Officer. Provided leadership for sales, technical sales, business development and

solution engagement activities in USA, Canada, Mexico, Brazil, Europe and Asia covering all OSS BSS products

and solutions.

Awarded the Excellence in Execution Award for developing and implementing solutions and strategies to

supporting AT&Ts OSS BSS activities, resulting in over $2 million USD in unforeseen revenue

Increased OSS sales in South America by 135% through educating other Solution Managers

Development a simplified hardware model for use on upgrades and new sales with Sun Micro Systems

(Oracle) which resulted in reduced costs and no error delivery on all hardware sales for North America

Identified as one of the top 6 Solutions Managers in OSS BSS globally by Ericsson Product Management Team

Received Presidents Eagle Award for Excellence in Execution in October 2004

Achieved savings of over $200,000 in the training budget through the development and implementation of 4

UNIX training courses for 40 support engineers

PRIOR EXPERIENCE

Sema Group Canada Ltd, Toronto & UK 1996 - 1999

SENIOR INTELLIGENT NETWORKING SYSTEMS ENGINEER

The Descartes Systems Group Inc, Waterloo 1995 - 1996

SOFTWARE / TECHNICAL SUPPORT CONSULTANT

Bank Of Montreal / Nesbitt Burns, Toronto 1993 - 1995

TAX CONSULTANT / FINANCIAL SYSTEMS ADMINISTRATOR

Domtar Packaging, Etobicoke 1991 - 1993

ACCOUNTING MANAGER

EDUCATION & PROFESSIONAL DEVELOPMENT

REVENUE STORM SALES TRAINING 2013

A SALES PROCESS FOR CREATING AND CAPTURING DEMAND

SHERIDAN COLLEGE 1998

CERTIFIED UNIX ADMINISTRATION CERTIFICATE

TORONTO SCHOOL OF BUSINESS 1991

ACCOUNTING AND FINANCE DIPLOMA

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