Senior Commercial Manager

SALAH
ETARZI

13+ years of closing complex, high-value deals across enterprise software, telco infrastructure, and cloud solutions in Europe & MENA.

150M
Max Deal Size (EUR)
50+
Multi-Year Deals Closed
13+
Years Experience
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About

WHO I AM

I am a Senior Commercial Manager based in Rome, Italy, with over 13 years of experience at Ericsson leading complex enterprise and telco deals across Italy, Malta, Turkey, and Libya.

My work sits at the intersection of commercial strategy, pricing architecture, and deal governance — translating technical solutions into compelling business cases that win.

I have contributed to landmark deals including the first 5G Standalone deployment in Italy with Wind Tre and the first 5G launch in Malta with Melita, closing 50+ multi-year agreements ranging from €1M to €150M.

I am now seeking a senior commercial or account leadership role at a forward-thinking technology company.

salah.etarzi@gmail.com +39 348 875 3062
Enterprise Software & Platform Sales
Complex Deal Structuring & Governance
Commercial & Contract Negotiation
Pipeline Forecasting & Salesforce CRM
Channel & Partner Sales Enablement
Executive Stakeholder Engagement
Strategic Account & Portfolio Management
Cross-functional Coordination
Experience

CAREER

ERICSSON
Senior Commercial Manager — Rome, Italy
Oct 2019 – Nov 2025
Italy · Malta · Turkey · Libya
+
  • Drove 6% increase in Telco Cloud Solutions market share through non-standard commercial and pricing models.
  • Built commercial model for two break-in deals with Fastweb (Italy), securing 5-year SW Subscription and positioning Ericsson as a long-term partner.
  • Identified expansion opportunities through data analysis of usage trends, renewal risks, and upsell potential, leading to 7% Add-on-Sales YoY.
  • Managed Salesforce pipeline for 20+ accounts (Tier 1–4), achieving 11% hit rate increase.
  • Influenced early adoption of AI-based tools demonstrating 20–25% power saving and reduced Opex.
  • Developed techno-commercial benchmarking framework supporting first Cloud Core deployment in Italy.
  • Directly supported closure of 50+ multi-year software, cloud, and infrastructure deals ranging from €1M to €150M.
  • Led commercial negotiations with CEO & CTO of Melita (Malta) and Almadar (Libya), resulting in multimillion long-term deals.
  • Reduced Salesforce approval time by 33% through workflow optimisation.
  • Coached junior account managers on deal structuring, negotiation, and governance.
  • Created commercial model for first 5G Standalone (SA) deployment in Italy with Wind Tre.
  • Recognised twice with the Ericsson Key Contributor Award.
ERICSSON
Senior Account Manager — Malta & Libya
Jan 2013 – Sep 2019
Malta · Libya
+
  • Led cross-functional bid teams of 20+ professionals to win first 4G Expansion deal and first 5G launch in Malta with Melita.
  • Delivered two strategic break-in wins with GO Malta and Epic Malta, securing five years SW Subscription revenue.
  • Maintained ~3% YoY revenue growth through disciplined pipeline management and opportunity qualification.
  • Established trusted senior-level relationships contributing to 7% improvement in customer satisfaction index.
  • Managed Cisco product resale in Malta and Libya, delivering 4% YoY revenue increase across three accounts.
  • Awarded the Ericsson Challenger Award for securing a break-in deal generating recurring software revenue over five years.
Clients Supported
Wind Tre · Vodafone · H3G · Fastweb · Iliad · OpNet · Poste Italiane · Open Fiber · Terna · ACEA · ENEL · Leonardo · Turk Telecom · Melita Malta · Epic Malta · GO Malta · Almadar · LITC
ERICSSON & HUAWEI
Support & Integration Engineer — Tripoli & Tunis
Feb 2005 – Dec 2012
Libya · Tunisia
+
  • Provided technical support, system integration, and project coordination across multiple large-scale telecom projects.
  • Built deep technical credibility that later enabled effective transition into complex solution selling and commercial leadership roles.
Education & Certifications
☁️
GCP Associate Cloud Engineer
Google · Coursera
2026
⚡
AWS Cloud Practitioner Essentials
Amazon Web Services
2024
📊
Google Data Analytics
Google · Coursera
2021
🎯
SPIN Selling Skills
Huthwaite International
2017
🤝
Sales Opportunity Creation
Huthwaite International
2017
🎓
B.Sc. Telecommunication Engineering
University of Tripoli
2002
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Senior Commercial Manager

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