Open to opportunities

guglielmo garlaschi

@guglielmogarlaschi

Message

Channel sales leader driving partner ecosystems and GTM strategy.

Italy

Message

What I'm looking for

I seek a senior channel or partner-lead role where I can scale ecosystems, drive GTM execution, enable partners, and lead strategic accounts in a collaborative, growth-focused company.

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

Current

Channel Sales Manager

Current

Avaya Italia S.p.A.

Jan 2006 - Present (20 years 5 months)

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.

Channel Sales Partner Enablement Go To Market Strategy Salesforce Strategic Account Management UC CC Video

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.

Business Development Partner Recruitment Account Planning Partner Enablement Demand Generation Strategic Selling

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 Management GTM Strategy Training Development

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.

Product Marketing Demand Generation Localization Campaign Execution