Join us for our September Employee Spotlight with account manager Roy Fraticelli to discuss his role, success, and how he incorporates innovation into his work here at GDT. Roy’s journey from programming to sales, his collaborative team dynamics, and his strategic approach to winning deals highlight his commitment to innovation, one of GDT’s core values.
How long have you been with GDT, and what does your role entail?
Roy: I’ve been with GDT as an Account Manager for a year. My role is all about starting conversations. Sales begins with a simple conversation, and I focus on building trust and rapport with partners and prospects. My job is to engage in meaningful dialogues that lay the foundation for strong business relationships.
It’s cool that you say all sales start with a conversation. Can you tell us about how you became an account manager?
Roy: I started my career as a computer programmer, but it wasn’t fulfilling for me. I spent about five years building my network and eventually found my way into sales, which I’ve been doing for about 25 years now. Along the way, I’ve been fortunate to meet and be guided by people who’ve helped me get to where I am today.
That’s an awesome story. Can you describe your team and its dynamics?
Roy: I’m part of an incredible team that includes sales managers, solution architects, sales support, other account managers, sales engineers, and leadership. We’re all focused on the same goal, and teamwork is essential to our success. Trying to go it alone doesn’t work in this industry. For example, there are times when someone on the team knows a contact at a company, leading to an introduction and a conversation and putting us in a strong position to win. Winning as a team is one of the most rewarding aspects of my job, and it’s a big part of why I love working at GDT.
I remember hearing about how you were vital in bringing in people to win a deal in an All Hands meeting! Can you share a past or current project or accomplishment that you’re particularly proud of?
Roy: One deal comes to mind immediately, a significant win at the end of last year. It was a highly strategic deal for our company, all services, namely L1, collab and mobility. When the bid came in, it didn’t seem winnable at first, but we decided to figure out how to make it happen. We brought in a large team, including solution architects, bid managers, sales specialists and leadership, and ended up with 20+ people involved. For me, it was especially important because it was my first few months at GDT. Working together, we made the deal so strong we became the unanimous choice. It was a great way to get to know folks internally, too, that I need to collaborate with in my role.
That’s so cool! Our core value of August is “We Ignite Innovation.” Can you share an example of how you’ve driven innovation with your customers?
Roy: The project I just mentioned is a perfect example of how we drive innovation. The team and I work closely with the customer to deploy mobility, collaboration, and Layer 1 services in a hospital setting. Hospitals present unique challenges because critical systems like phones can have life-or-death consequences if they fail. Our experience and innovative approach to understanding how to deploy these services in such a critical environment were key differentiators in winning the deal. We had to think creatively and work collaboratively to meet the client’s needs.
That’s such a great win. What other aspects of our organizational vision, mission, or values resonate with you?
Roy: Accountability is a value that really resonates with me. It’s about taking responsibility for whatever happens, and I believe that accountability leads to success and happiness. When you take responsibility, you’re not blaming others for your problems, which allows you to focus on what you need to do to achieve your goals.
Collaboration is another key value for me in life and at work. Working with others, trusting each other, and combining our strengths leads to better outcomes. Transparency is also crucial—it’s about being open and honest, which I see as common sense. Clear, straightforward communication is the foundation of trust and effective teamwork.
I really resonate with collaboration and accountability! What do you enjoy most about working at GDT? What motivates you to come to work every day?
Roy: There’s so much I enjoy about working at GDT, but if I had to pinpoint one thing, it’s the feeling I get about my work. I don’t dread Mondays. Instead, I’m excited to start the week. I love having conversations, learning new things, and understanding people better. The best part of my job is learning about people and moving forward together towards business relationships. It’s that process of connection and collaboration that really motivates me.
I like the way you put that. How do you encourage and foster a culture of innovation within your role?
Roy: There are countless ways to innovate in this job, but it starts with conversations for me. For example, if a CXO just started a new role at a company, I’ll look for someone in my network who knows them and can introduce me. Then I work to bring different ideas to their new position. Even if it doesn’t lead to immediate results, it’s still a meaningful conversation that could open doors in the future. Innovation isn’t just about big breakthroughs; it’s also about those small, incremental steps that start with a simple conversation.
Again, I really like how you view a simple conversation and what it can lead to. Now enough about work; here is my favorite question. What’s a fun fact about you that most people may not know?
Roy: When I was a kid, from 6th to 12th grade, I sang for the NYC Metropolitan Opera in the children’s chorus, where I had the chance to perform in operas with legends like Luciano Pavarotti and Placido Domingo. It was a unique experience that taught me resilience, especially balancing late-night performances with school the next morning. Plus, I got to experience the true New Yorker life, riding the subway every day. I even overlapped with Sarah Jessica Parker!
You were living the dream! Where is your favorite place to be or travel to?
Roy: My favorite place to be is “home,” which to me means being with family and friends. “Home is wherever we’re together.” While I enjoy vacations, this sentiment resonates even more now that we’re empty nesters, with both of my kids in school across the country. Being together with family is what I value most.
I couldn’t agree more; family is everything. What advice would you give the younger you?
Roy: If I could give advice to my younger self, it would be to be more financially savvy. I’d tell myself to be more careful with spending money and think more long-term about financial decisions.
Thank you, Roy, for sharing your inspiring journey and insights with us. Your dedication to fostering meaningful conversations, building trust, and driving innovation truly embodies the spirit of GDT. It’s clear that your passion for collaboration and accountability not only contributes to your success but also enriches our entire team.
We look forward to seeing more of your innovative contributions and celebrating future successes together. Learn more about GDT’s vibrant culture and explore our career options by visiting Life at GDT.
