guglielmo garlaschi
@guglielmogarlaschi
Channel sales leader driving partner ecosystems and GTM strategy.
ItalyWhat I'm looking for
I am a channel-focused sales leader with a strong record of revenue growth through high-performing partner ecosystems, specializing in UC/CC, Video, and Collaboration for digital transformation.
I have led the channel motion end-to-end—recruiting, onboarding, and enabling VARs, MSPs, SIs, SPs, and distributors—while building joint go-to-market and territory plans, running structured QBR governance, and driving co-selling to accelerate partner autonomy.
At Avaya Italia I shaped indirect GTM strategies, launched MDF-backed demand generation, and maintained disciplined CRM governance with forecast accuracy above 95% in Salesforce, delivering consistent quota attainment and improved win rates.
I combine territory and strategic account management with enablement, service-creation projects, and executive engagement to shorten sales cycles, protect deal economics, and scale partner-led revenue growth.
Experience
Work history, roles, and key accomplishments
Channel Sales Manager
Avaya Italia S.p.A.
Jan 2006 - Present (20 years 1 month)
Led national partner ecosystem for UC/CC, Collaboration and Video, driving consistent revenue growth through partner recruitment, MDF-backed demand generation, and structured QBR governance; maintained 95%+ Salesforce forecast accuracy and improved partner-sourced pipeline and win rates.
Business Development Manager
Avaya Italia S.p.A.
Jan 2004 - Jan 2006 (2 years)
Identified and developed new market opportunities and expanded the partner ecosystem, supporting indirect channels with account planning and enablement that secured long-term strategic accounts.
Product Manager
Avaya Italia S.p.A.
Jan 2002 - Jan 2004 (2 years)
Designed go-to-market strategies, sales tools, and enablement programs to empower the channel network and accelerate adoption of UC and collaboration solutions.
Product & Marketing Specialist
Lucent Technologies Italia S.p.A.
Jan 2000 - Jan 2002 (2 years)
Planned and executed product launches and localized marketing campaigns to support partner growth, delivering training and demand-generation initiatives to build scalable collaboration ecosystems.
Education
Degrees, certifications, and relevant coursework
University of Pavia
Bachelor of Arts, Political Science
Grade: 93/110
Completed a Political Science degree, graduating in 1999 with a final grade of 93/110.
Tech stack
Software and tools used professionally
Availability
Location
ItalyAuthorized to work in
Job categories
Skills
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