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, ItalyMaster in Media Management - Multimedia Groups
Universitat Pompeu Fabra
BarcelonaSkills
- 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