Summary
Overview
Work History
Education
Skills
Languages
Languages
Timeline
Generic

MASSIMILIANO PANI

Palma

Summary

Dynamic sales leader with a proven track record at QA Group, driving 40+ new strategic accounts and achieving 113% quota attainment. Expert in consultative sales and account management, I excel in fostering client relationships and implementing value-based strategies that enhance revenue growth and customer satisfaction.

Overview

15
15
years of professional experience

Work History

Fractional Sales Leader

Quiet Edge
08.2024 - Current
  • Providing consulting services to startups in their product-market fit (PMF) and go-to-market (GTM) phases, helping them build effective strategies, optimize operations, and accelerate growth.

Strategic Account Executive EMEA

QA Group (Cloud Academy)
01.2021 - 03.2024
  • Company Overview: Ed-Tech
  • Secured a total of 40+ new strategic customers based in EMEA, ensuring client satisfaction and driving long-term value for a total portfolio of ARR 1.5 million.
  • Quota attainment (Net New Business only) FY21: 107% - FY22: 113% - FY23: 105% - on track for 2024 until team disbandment.
  • Owned and managed the full sales cycle, from initial outreach to closing deals.
  • Collaborated cross-functionally with Marketing to drive lead generation and sales activities.
  • Implemented a value-based selling approach, aligning the company's solutions with clients needs and pain points.
  • Proactively identified expansion opportunities, driving additional revenue.
  • Fostered strategic partnerships with key players, including AWS, leading to successful acquisition and management of shared accounts.
  • Ed-Tech

Strategic Account Executive EMEA

PassportScan Cloud
05.2014 - 04.2020
  • Delivered exceptional results over six years, driving company growth across multiple roles, including Key Account Manager for EMEA.
  • Secured 1,000+ revenue-generating accounts, ranging from boutique hotels to large hotel chains.
  • Achieved 35% YoY growth in the client portfolio through strategic account management.
  • Partnered with clients across five key markets, contributing to a 20% annual revenue growth.
  • Transitioned clients from legacy systems to cloud solutions, improving scalability and compliance.
  • Maintained a 90%+ client retention rate by delivering continuous value.
  • Streamlined client onboarding processes to reduce implementation time by 40%.

Business Development Manager

Juaneda
Palma
09.2013 - 05.2014
  • Implemented business strategies that achieved a 6x increase in first consultations.
  • Developed and implemented standardized workflows to optimize communication between the clinic and foreign patients, improving operational efficiency and patient satisfaction.
  • Organised and hosted awareness events, capturing top-of-the-funnel leads and expanding market reach.

Office Coordinator & Patient Care Assistant

Institut Marquès
Barcelona / London
01.2011 - 06.2012
  • Built collaborative relationships with laboratories, pharmacies, and healthcare providers, creating a seamless patient journey that contributed to a 3X increase in referrals.
  • Championed patient advocacy and streamlined follow-up processes, reducing treatment delays by 50% and achieving an 80% improvement in patient retention rates, supported by a 98% satisfaction rate.
  • Launched awareness campaigns and organized industry events, generating a 35% increase in patient inquiries and strengthening the clinic's market presence in the UK.
  • Contributed to digital marketing initiatives, including translating the clinic's website and creating tailored promotional materials, resulting in a 120% increase in online engagement.
  • Designed and implemented multilingual communication protocols to bridge gaps between patients and doctors, ensuring personalized, high-quality care that addressed diverse cultural and linguistic needs.

Education

Bachelor's Degree - Foreign Languages and Literature

Università degli Studi di Cagliari
Cagliari, Italy

Master in Media Management - Multimedia Groups

Universitat Pompeu Fabra
Barcelona

Skills

  • Lead generation
  • Full sales cycle
  • Forecasting
  • Sales Management
  • Consultative sales
  • Contract negotiation
  • Account management and growth
  • Strategic account planning
  • Cross-functional collaboration
  • Advanced communication and negotiation
  • Active listening
  • Value-based selling
  • Client onboarding
  • Sales cycle management
  • Account management
  • Customer relationship management
  • Negotiation skills
  • Sales presentations
  • Sales coaching
  • Leads prospecting
  • Consultative selling
  • Key account management
  • Upselling strategies
  • Business development
  • Sales closing
  • Revenue generation
  • Direct sales
  • Sales process
  • Sales strategy
  • Customer satisfaction

Languages

  • Italian, Native
  • English, Proficient
  • Spanish, Proficient

Languages

Italian
First Language
Spanish
Proficient (C2)
C2
English
Proficient (C2)
C2

Timeline

Fractional Sales Leader

Quiet Edge
08.2024 - Current

Strategic Account Executive EMEA

QA Group (Cloud Academy)
01.2021 - 03.2024

Strategic Account Executive EMEA

PassportScan Cloud
05.2014 - 04.2020

Business Development Manager

Juaneda
09.2013 - 05.2014

Office Coordinator & Patient Care Assistant

Institut Marquès
01.2011 - 06.2012

Bachelor's Degree - Foreign Languages and Literature

Università degli Studi di Cagliari

Master in Media Management - Multimedia Groups

Universitat Pompeu Fabra
MASSIMILIANO PANI