Luca Felli
Board Member | Practice Lead GTM AI Acceleration for Sales @ ServiceNow | Driving agentic AI adoption across global Sales & Sales Ops
ex-CiscoCex-Cisco SystemsI lead GTM AI Acceleration for Sales at ServiceNow, driving the adoption of agentic AI across global Sales and Sales Operations.
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Building on years of process optimization work across the Lead-to-Cash domain, my focus now is turning AI capability into measurable seller productivity — designing the governance, architecture, and measurement rigor that decide whether an AI agent actually ships and scales.
GTM Index
- SERVICENOW – THE ENTERPRISE CLOUD COMPANYJOB
- Practice Lead GTM AI Accel…1Y 1M
Practice Lead GTM AI Acceleration — Building the Agentic Sales Operating Model at ServiceNow
ServiceNow – The Enterprise Cloud Company
I build the operating model for AI in enterprise sales. Currently leading a small, high-autonomy team turning agentic AI into real seller productivity across global Sales and Sales Operations. My conviction: as models commoditize, the value moves to the orchestration layer — governance, workflow, and measurement. That's where I work. I've shipped the frameworks to back it up. V/V/V/P (Volume, Value, Velocity, Productivity) is now the standard for deciding whether any AI agent ships. The AI Control Tower defines how those agents are governed and measured, anchored by a three-dashboard architecture from intake to production. 30+ years in enterprise technology, most of it at Cisco across Am…
- Senior Dir, Digital Innova…4Y 8M
Senior Director, Digital Innovation & Transformation at ServiceNow
ServiceNow – The Enterprise Cloud Company
- CISCOJOB
- Dir Engagement and Enablem…1Y 11M
Director Engagement and Enablement - Data & Analytics Office
Cisco
- APJ&GC Leader - Digital Ex…2Y 1M
APJ&GC Leader - Digital Experience & Analytics
Cisco
- Sr Mgr - Transformation ,…2Y 11M
Sr Manager - Transformation , Strategy and planning
Cisco
Global responsibility for Strategy and transformation of technology platforms focused on Sales Acceleration. Define Digital Sales Strategy for Commercial and Mid-Market sales teams and responsible for socialisation , funding and Proof of Value & Concept. Establish and maintain innovation cohort across start up landscape to evaluate potential impact across Cisco Sales model
- Lead - Next Generation Sel…4Y 8M
Lead - Next Generation Selling Models
Cisco
Global responsibility for evolution of Next Generation Selling models within the Global Virtual Sales and Engineering organisation. Capitalise on social, virtual, visual and mobile engagement models to establish industry leading selling model focused on Mid Market growth. Responsible for 12% Opex reduction from optimisation of interaction management
- Sr Mgr - Strategic Develop…3Y 8M
Sr Manager - Strategic Development Group
Cisco
Responsibilities centered on the evolution of the Support delivery model capitalizing on flexibility and agility of SaaS and Cloud offerings. Responsible for idea generation, executive engagement, value proposition , organizational mind share, alignment and funding of major CRM implementation
- eB2B Lead - Supply Chain6Y 11M
eB2B Lead - Supply Chain
Cisco
• Identify and implement ways to increase the efficiency and lower the cost of the various services required to manage Cisco's supply chain partners. Establishing collaborative supply chain processes and data exchange by facilitating the partner (EMS) B2B on-boarding process; conducting analysis of partner B2B capabilities, and collaborating closely with those partners to identify and mitigate risks in their B2B infrastructure.
- IT Consultant3Y 11M
IT Consultant
Cisco
Transformation of Oracle Order Management interfaces.
- CISCO SYSTEMSJOB
- Lead - Next Generation Sel…4Y 8M
Lead - Next Generation Selling Models
Cisco Systems
Global responsibility for evolution of Next Generation Selling models within the Global Virtual Sales and Engineering organisation. Capitalise on social, virtual, visual and mobile engagement models to establish industry leading selling model focused on Mid Market growth. Responsible for 12% Opex reduction from optimisation of interaction management
- Job: ServiceNow – The Enterprise Cloud Company — Senior Director, Digital Innovation & Transformation at ServiceNow · 2021-12 – 2026-08 · 4y 8mo
- Job: Cisco — Sr Manager - Strategic Development Group · 2007-06 – 2011-02 · 3y 8mo — Responsibilities centered on the evolution of the Support delivery model capitalizing on flexibility and agility of SaaS and Cloud offerings. Responsible for idea generation, executive engagement, value proposition , organizational mind share, alignment and funding of major CRM implementation
- Job: ServiceNow – The Enterprise Cloud Company — Practice Lead GTM AI Acceleration — Building the Agentic Sales Operating Model at ServiceNow · 2025-09 – present · 11 mo — I build the operating model for AI in enterprise sales. Currently leading a small, high-autonomy team turning agentic AI into real seller productivity across global Sales and Sales Operations. My conviction: as models commoditize, the value moves to the orchestration layer — governance, workflow, and measurement. That's where I work. I've shipped the frameworks to back it up. V/V/V/P (Volume, Value, Velocity, Productivity) is now the standard for deciding whether any AI agent ships. The AI Control Tower defines how those agents are governed and measured, anchored by a three-dashboard architecture from intake to production. 30+ years in enterprise technology, most of it at Cisco across Am…
- Job: Cisco Systems — Lead - Next Generation Selling Models · 2011-02 – 2015-10 · 4y 8mo — Global responsibility for evolution of Next Generation Selling models within the Global Virtual Sales and Engineering organisation. Capitalise on social, virtual, visual and mobile engagement models to establish industry leading selling model focused on Mid Market growth. Responsible for 12% Opex reduction from optimisation of interaction management
- Job: Cisco — Sr Manager - Transformation , Strategy and planning · 2015-11 – 2018-10 · 2y 11mo — Global responsibility for Strategy and transformation of technology platforms focused on Sales Acceleration. Define Digital Sales Strategy for Commercial and Mid-Market sales teams and responsible for socialisation , funding and Proof of Value & Concept. Establish and maintain innovation cohort across start up landscape to evaluate potential impact across Cisco Sales model
- Job: Cisco — Director Engagement and Enablement - Data & Analytics Office · 2020-01 – 2021-12 · 1y 11mo
- Job: Cisco — eB2B Lead - Supply Chain · 2000-07 – 2007-06 · 6y 11mo — • Identify and implement ways to increase the efficiency and lower the cost of the various services required to manage Cisco's supply chain partners. Establishing collaborative supply chain processes and data exchange by facilitating the partner (EMS) B2B on-boarding process; conducting analysis of partner B2B capabilities, and collaborating closely with those partners to identify and mitigate risks in their B2B infrastructure.
- Job: Cisco — IT Consultant · 1996 – 1999 · 3y — Transformation of Oracle Order Management interfaces.
- Job: Cisco — APJ&GC Leader - Digital Experience & Analytics · 2017-12 – 2020-01 · 2y 1mo
- Job: Cisco — Lead - Next Generation Selling Models · 2011-02 – 2015-10 · 4y 8mo — Global responsibility for evolution of Next Generation Selling models within the Global Virtual Sales and Engineering organisation. Capitalise on social, virtual, visual and mobile engagement models to establish industry leading selling model focused on Mid Market growth. Responsible for 12% Opex reduction from optimisation of interaction management
- School: Massachusetts Institute of Technology — Executive education, Artificial Intelligence
- School: Universitat Ramon Llull — MIS, Master Information Systems
- School: Politecnico di Torino — Engineering, BSc Hons European Business with Technology.
- School: University of Brighton — BSc, European Business with Technology.
- School: Liceo Scientifico
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