MICHAELA MORARI

• Perform discovery sessions to understand the customer’s desired outcomes, translate these priorities into actionable plans and then drive execution of these plans with the customer ;
• Present and articulate Appian solution strengths, features, benefits, competitive advantages and future direction ;
• Demo and Proof-of-Concept's with the customers' constant contacts;
  Preparation of the documentation for tenders, RFI's and RFP's;
• Act as a focal point between different stakeholders (client,partners,customer success) to meet prospect's and client's objectives;
• Identifying potential areas of value for Appian within the client’s business and explaining the associated value proposition ;
• Conduct on-site product demonstrations to highlight features, answer customer questions and redirect concerns toward positive aspects ;
• Maintain engagement with key client stakeholders in order to monitor account health and ensure alignment with their priorities .

@ Oracle Digital, my goal is to help customers based in Italy to improve Business Performance reducing their IT complexity. I've understand the importance oh having a big-picture view of a company's data situation and my aim is provide to our customers the best Analytic solutions Oracle has to offer.
I work with the business side of the company to determine the best course of action when designing Oracle solutions.
My main responsibilities :

• Develop and deliver high quality, customized Oracle presentations and demonstrations to meet customer and partner needs for Big Data and Business Analytics related requirements & RFIs ;
• Present and articulate advanced product features and benefits, product future direction, trends ;
• Manage Customer and Partner visits, workshops and presentations.
  Implement up-selling strategies, encompassing recommendation of accessories and complementary purchases.
• Work with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.

• Researched clients' business issues and goals to offer appropriate solutions.
• Spearheaded expansion and development initiatives in Milan.
• Developed new business opportunities by effectively communicating product lines to leading international corporations.
• Arranged potential client contacts, cultivated relationships and followed through all service needs.

• Responsible for managing client relationship, implementation, optimization and improvement projects , acting as a focal point always aligned with the businesses' strategy and contributing to the company's and team's mission.
• Leading and coaching a 5 members team in BI & EPM area using Oracle EPM , Ibm Cognos TM1 and Sap technology.

My main responsibilities:

• Worked closely with customer, business stakeholders, functional and technical consultants to ensure the standards and best practice are implemented ;
• Created compelling demonstrations that showcase the competitive functionality of different technologies ;
• Full project management support , ranging from business development activities to daily delivery activities and products updates ;
• Acted as a motivational team member to ensure the best results ;
• Worked with Business development manager in anchoring new opportunities (up-sell and cross-sell).

• Participated in requirements meetings and data mapping sessions to understand business needs ;
• Designed and developed schema data models ;
• Implemented Hyperion Planning application for budgeting ;
• Created dashboards based on the business goals.

• Hyperion Essbase application maintenance by keeping data and metadata up-to-date using VBA code and Essbase Add-in;
• Redesigned Essbase cubes and reconfigured the procedures to ensure the normal functionality of the systems.

• Directed software design and development while remaining focused on client needs.
• Modified existing software to correct errors, upgrade interfaces and improve performance.
• Worked effectively with design teams to ensure software solutions elevated client side experience.