Annalisa Acquaviva
EMEA Enterprise Partner Strategy Lead
At Microsoft as EMEA Enterprise Partner GTM Lead (GSI & SI) within the newly formed EPS organization, focused on empowering our Enterprise customers.
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In this role, I’ll be leading partner focus across key Solution Areas: Security, Cloud & AI Platform, and AI Business Applications , driving pipeline generation and business opportunity generation through effective partner activation in FY26 Program and Incentives and Partner Marketing Activities, finally executing GTM strategies with a comprehensive approach — deeply engaging prioritized partners, offering strategic guidance, and influencing investment adoption. This builds on my previous focus as EMEA Partner GTM Manager for Cybersecurity in Western Europe, where I’ve been cultivating strategic partnerships across Southern, Northern, and Central Western Europe. With a nuanced approach to security GTM, I’ve led initiatives from strategy to execution, aligning with Microsoft’s key security priorities such as Threat Protection (XDR & SIEM) and Data Security. Previously, as Channel Director at Bitdefender, I developed new business and managed key accounts, overseeing the channel sales strategy for Italy and Iberia. My commitment to collaboration and transparency helped build strong channel ecosystems, especially in the Mid-Enterprise and MSSP segments, contributing to growth and digital transformation.
GTM Index
- MICROSOFTJOB
- EMEA EPS GTM PARTNER LEAD1Y 3M
EMEA EPS GTM PARTNER LEAD
Microsoft
✨ I'm excited to announce I begin a new chapter in my career as EMEA EPS Partner GTM Lead within the newly formed EPS organization, focused on serving our Enterprise customers. In this role, I’ll be: - Support Key Partners ( GSI & SI) across all FY26 Solution Areas — Security, Cloud & AI Platform, and AI Business Applications - Driving pipeline impact and business opportunity generation through effective partner activation in our FY26 Program and Investments, Partner's activity and Co-Sell Engagement . - Executing EMEA GTM strategies and big bets with a comprehensive approach: deeply engaging prioritized partners, offering strategic guidance, and influencing investment adoption. This…
- EMEA Partner GTM Mgr - Cyb…2Y 2M
EMEA Partner GTM Manager - Cyber Security
Microsoft
- Cyber Security Partner Str…1Y
Cyber Security Partner Strategy Lead Western Europe - HQ
Microsoft
Across Microsoft and the Partner Organization key objective is to align ecosystem goals with required cyber security partner capacity and performance. Create an optimal partner ecosystem in WE Countries to drive long-term revenue, cloud consumption and digital transformation. Lead Security Partner Account Planning, driving pipeline in the Enterprise and SMB and Corporate Segment. Drive Cyber Security Partner Ecosystem Insights: readiness, enablement, partner program and performance tracking. Own the Cyber Security Partner’s scorecard metrics through partner types, across customer segments. Lead local solution governance council to identify top Security Partner and gain deep understanding of…
- BITDEFENDERJOB
- Channel Dir ITALY and IBERIA4M
Channel Director ITALY and IBERIA
Bitdefender
- Cybersecurity Distribution…3Y 6M
Cybersecurity Distribution Manager Italy , Spain and Portugal
Bitdefender
I am building and promote the Company's position as the global leader in Cybersecurity with passion, emphasis on the GRAVITY ZONE platform , specifically focus trough Partner’s community in the territory ( Italy , Spain and Portugal) I am a key contributor to the Partner Growth of the region. The focus partner are GSI , MSP, ISV and System Integrator with security focus and competences. Accountable for new business development and successfully developing alliances. Enablement and communication are critical factor for the success to scouting new partners and experience with Bitdefender Cybersecurity technologies. Key Responsibilities: - Build a Join Business Plan according to strategic guide…
- Regional Channel Mgr1Y 4M
Regional Channel Manager
Bitdefender
Responsible for the Channel in the Italian Market. My goal is build and promote Bitdefender position as a global leader in Cybersecurity on the GravityZone platform , through the partner community. I am the key contributor of the Channel growth. I am accountable for managing the Channel Partnership , the Channel program , leading new business development and key partner alliances.
- INGRAM MICRO CLOUDJOB
- CLOUD Leader3Y 11M
CLOUD Leader
Ingram Micro Cloud
In addition to my responsibilities I had in 2014, I launch the Ingram Micro Italy CLOUD Business Unit with two different reporting lines: Cloud EMEA VP and Italy Country Manager. My goals are: create the Cloud Team (hiring, induction plan, trainings, Cloud University), forecast, planning the sales activities and manage Cloud P&L. The first actions were transform the on-premise business to the cloud of our actual customers (Mid-Market especially), on board new services and vendors on the Company Marketplace and hunting new potential resellers. The Cloud Team won the Microsoft Distributors Award for two years in a row. We reach more than 5 million euros ACV business a year.
- INGRAM MICROJOB
- Sales Channel Account Dir2Y 7M
Sales Channel Account Director
Ingram Micro
I lead Sales Business Channel – over 2500 Customers – managing directly the territory team composed by Key Account Managers, Agents and Business Development Managers (> 15 Associates) and dotted line a team based in Sofia for back office management and Inside Sales (40 people). I’m responsible of selling the full Ingram Micro Distributor’s portfolio: products, services and cloud solutions. I define the sales strategy, the budget and the P&L objectives. Despite the decline of the market, in 2017 my team’s results generated more than 20% YoY growth (>500 million euros). I plan face to face with the partners, support Account Managers and sales team to hunt new customers and to collaborate with…
- Procurement, Mktg , Sales…5Y 6M
Procurement, Marketing , Sales - Vendor Management Director
Ingram Micro
I lead > 200 Vendors in addition to the Cloud Business Unit and their full P&L (economics & cash flow) managing Product Managers, Sales Specialists and Buyers in 5 Business Unit coordinating by a BU Manager: Pc systems, Printers, Supplies, Digital Signage, Software Accessories and Server & Networking. I am responsible for negotiations, sales business development , relations and partnerships with the suppliers. Being part of the Executive Leadership Team, I actively participate to Company budget and forecast definitions. I deeply know Vendors’ T&C, processes and organizations. In the last three years the Vendors NPS reached the best result in Europe . I define Vendors’ metrics both for sales…
- Procurement and Mktg Mgr9Y 11M
Procurement and Marketing Manager
Ingram Micro
Reporting to the Marketing Director I begin my Vendor Management Experience managing firstly the PC Business Unit (Toshiba, Acer, IBM) and after the Accessories, Software , Printers and HP ones.
- Inside Sales and Sales Lead3Y 9M
Inside Sales and Sales Lead
Ingram Micro
I am responsible for the top 15 Corporate Partners . My goal is to manage the relatipnship, negotiation , full process of sales orders and collaborate with the account manager to prepare sales plan of the year in order to increase our share of wallet. After that , I was appointed team leader of 5 people with the aim of scouting new resellers and managed Sales campaign of our suppliers.
- Job: Ingram Micro — Procurement, Marketing , Sales - Vendor Management Director · 2012-06 – 2017-12 · 5y 6mo — I lead > 200 Vendors in addition to the Cloud Business Unit and their full P&L (economics & cash flow) managing Product Managers, Sales Specialists and Buyers in 5 Business Unit coordinating by a BU Manager: Pc systems, Printers, Supplies, Digital Signage, Software Accessories and Server & Networking. I am responsible for negotiations, sales business development , relations and partnerships with the suppliers. Being part of the Executive Leadership Team, I actively participate to Company budget and forecast definitions. I deeply know Vendors’ T&C, processes and organizations. In the last three years the Vendors NPS reached the best result in Europe . I define Vendors’ metrics both for sales…
- Job: Bitdefender — Regional Channel Manager · 2018-09 – 2020-01 · 1y 4mo — Responsible for the Channel in the Italian Market. My goal is build and promote Bitdefender position as a global leader in Cybersecurity on the GravityZone platform , through the partner community. I am the key contributor of the Channel growth. I am accountable for managing the Channel Partnership , the Channel program , leading new business development and key partner alliances.
- Job: Ingram Micro — Procurement and Marketing Manager · 2002 – 2011 · 9y — Reporting to the Marketing Director I begin my Vendor Management Experience managing firstly the PC Business Unit (Toshiba, Acer, IBM) and after the Accessories, Software , Printers and HP ones.
- Job: Microsoft — EMEA EPS GTM PARTNER LEAD · 2025-07 – present · 1y 1mo — ✨ I'm excited to announce I begin a new chapter in my career as EMEA EPS Partner GTM Lead within the newly formed EPS organization, focused on serving our Enterprise customers. In this role, I’ll be: - Support Key Partners ( GSI & SI) across all FY26 Solution Areas — Security, Cloud & AI Platform, and AI Business Applications - Driving pipeline impact and business opportunity generation through effective partner activation in our FY26 Program and Investments, Partner's activity and Co-Sell Engagement . - Executing EMEA GTM strategies and big bets with a comprehensive approach: deeply engaging prioritized partners, offering strategic guidance, and influencing investment adoption. This…
- Job: Bitdefender — Cybersecurity Distribution Manager Italy , Spain and Portugal · 2018-09 – 2022-03 · 3y 6mo — I am building and promote the Company's position as the global leader in Cybersecurity with passion, emphasis on the GRAVITY ZONE platform , specifically focus trough Partner’s community in the territory ( Italy , Spain and Portugal) I am a key contributor to the Partner Growth of the region. The focus partner are GSI , MSP, ISV and System Integrator with security focus and competences. Accountable for new business development and successfully developing alliances. Enablement and communication are critical factor for the success to scouting new partners and experience with Bitdefender Cybersecurity technologies. Key Responsibilities: - Build a Join Business Plan according to strategic guide…
- Job: Ingram Micro Cloud — CLOUD Leader · 2015 – 2018 · 3y — In addition to my responsibilities I had in 2014, I launch the Ingram Micro Italy CLOUD Business Unit with two different reporting lines: Cloud EMEA VP and Italy Country Manager. My goals are: create the Cloud Team (hiring, induction plan, trainings, Cloud University), forecast, planning the sales activities and manage Cloud P&L. The first actions were transform the on-premise business to the cloud of our actual customers (Mid-Market especially), on board new services and vendors on the Company Marketplace and hunting new potential resellers. The Cloud Team won the Microsoft Distributors Award for two years in a row. We reach more than 5 million euros ACV business a year.
- Job: Microsoft — EMEA Partner GTM Manager - Cyber Security · 2023-07 – 2025-09 · 2y 2mo
- Job: Microsoft — Cyber Security Partner Strategy Lead Western Europe - HQ · 2022-07 – 2023-07 · 1y — Across Microsoft and the Partner Organization key objective is to align ecosystem goals with required cyber security partner capacity and performance. Create an optimal partner ecosystem in WE Countries to drive long-term revenue, cloud consumption and digital transformation. Lead Security Partner Account Planning, driving pipeline in the Enterprise and SMB and Corporate Segment. Drive Cyber Security Partner Ecosystem Insights: readiness, enablement, partner program and performance tracking. Own the Cyber Security Partner’s scorecard metrics through partner types, across customer segments. Lead local solution governance council to identify top Security Partner and gain deep understanding of…
- Job: Ingram Micro — Inside Sales and Sales Lead · 1998-10 – 2002-07 · 3y 9mo — I am responsible for the top 15 Corporate Partners . My goal is to manage the relatipnship, negotiation , full process of sales orders and collaborate with the account manager to prepare sales plan of the year in order to increase our share of wallet. After that , I was appointed team leader of 5 people with the aim of scouting new resellers and managed Sales campaign of our suppliers.
- Job: Bitdefender — Channel Director ITALY and IBERIA · 2022-03 – 2022-07 · 4 mo
- Job: Ingram Micro — Sales Channel Account Director · 2016 – 2018-08 · 2y 7mo — I lead Sales Business Channel – over 2500 Customers – managing directly the territory team composed by Key Account Managers, Agents and Business Development Managers (> 15 Associates) and dotted line a team based in Sofia for back office management and Inside Sales (40 people). I’m responsible of selling the full Ingram Micro Distributor’s portfolio: products, services and cloud solutions. I define the sales strategy, the budget and the P&L objectives. Despite the decline of the market, in 2017 my team’s results generated more than 20% YoY growth (>500 million euros). I plan face to face with the partners, support Account Managers and sales team to hunt new customers and to collaborate with…
- School: Master In General Manager and Managing Director Development — Los Angeles California - Santa Ana Ingram Micro Inc., Executive Leadership And Business Management Skills
- School: Always Updated : last courses. — I believe it is key to be always updated in this Market and Trasformation., Webinars on Cyber Security, on GDPR, training on Digital Trasfornation and Social Branding.
- School: SDA Bocconi — Basic and Advanced Sales Negotiation and Marketing
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