Senior Manager
Massimo Dassano
15+ years of international experience in B2B sales planning, strategic partnerships, and global business development
Profile
Senior Manager with extensive international experience driving growth through strategic B2B initiatives and ecosystem development.
With over 15 years of experience spanning multiple industries and geographies, I specialize in B2B sales planning, sales development, and accounts & partners management. My expertise lies in building and executing both direct and indirect go-to-market strategies that deliver measurable results.
I have a proven track record in driving revenue growth through strategic alliances and ecosystem development, backed by strong negotiation and stakeholder management skills. My approach combines data-driven decision making with the ability to lead cross-functional teams in highly competitive markets.
Currently focused on maximizing sales-out performance through ROI-based initiatives, I bring a unique combination of analytical rigor and strategic vision to every challenge.
Experience
Alibaba.com Italy
Sales Planning & Strategy (South EU)
Driving double-digit growth of Alibaba.com's B2B market in Southern Europe through direct sales and channels strategy.
- Led cross-functional initiatives across Sales, Marketing and Operations to enhance operational excellence – including new product launches, CRM & Data Platform roll-out, regional pricing, revenue model transformation, customer experience localization and overall business performance review
- Managed sales performance and partner ROI, overseeing incentive design, sales-out tracking, and performance metrics to ensure full transparency and accountability across the commercial ecosystem
- Owned budgeting and financial negotiations with HQ, supporting the planning and management of revenues, headcount, and P&L targets, while monitoring ongoing performance and efficiency metrics
- Developed strategic accounts and partnerships, engaging with C-level stakeholders to co-design joint business plans that ensured partner profitability and alignment with Alibaba.com's regional growth strategy (USD 2.0M+ revenues, 10 direct HC, 3 channel partners, 35+ indirect HC)
- Led the rollout of the Alibaba.com Partner Program, successfully recruiting, onboarding, and enabling 125+ new partners in 12 months across Southern Europe
- Acted as the primary liaison between HQ in China and local leadership, ensuring strategic alignment, knowledge transfer, and execution excellence
Nidec ASI S.p.A.
Global Business & Commercial Development and CRM Manager
Direct report of the CEO, in charge of the coordination of the sales teams world-wide, and the strategic growth programs.
- Coordinated 21 regional teams, serving as a key connection between Top Management and teams for deploying global strategies
- Prepared the 5-year Strategic Plan and set sales targets & incentive plans for 300 sales people
- Administered Salesforce.com for 10 BUs, 21 teams, and 500+ users, leading platform design, implementation, and maintenance, including training and onboarding of new teams
Keyence Italia S.p.A.
Key Account Manager & Business Developer
Accountable for the factory automation division in Northern Italy area, driving B2B direct & indirect sales activities.
- Achieved +30% growth in sales year-over-year
- Managed approximately 300 direct customers
- Coordinated network of 25 dealers for indirect sales channel
Ernst & Young Financial-Business Advisors S.p.A.
Senior Consultant in Performance Improvements
Delivered strategic consulting projects across multiple industries, driving organizational transformation and operational excellence.
- Completed 10 projects across 6 clients, specializing in change management, sales & marketing, strategy & operations, process improvements, and business planning
Education
Academic Background
Politecnico di Torino
Master's Degree in Management Engineering
Politecnico di Milano
Bachelor's Degree in Management Engineering
West London College
English for Business
Languages
Skills & Expertise
Core Competencies
Technical Proficiency
Professional Focus Areas
Beyond Work
Tennis Coaching
Passionate about tennis, both as a player and coach, combining physical discipline with strategic thinking.
Chess Player
Strategic board game enthusiast, applying analytical thinking and long-term planning on the chessboard.
Emerging Technologies & AI
Deeply interested in artificial intelligence and emerging tech trends that are reshaping business and society.
Cultural Exploration
Avid traveler with a passion for discovering new cultures, perspectives, and ways of doing business globally.