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Sales Director

Work Experience

Present: Interim Vice President of Worldwide Sales at EzUbi
EzUbi Solutions for Business pioneered SaaS (Software as a Service) by offering to professionals solutions in various domains such as: Multimedia file sharing, Music and Video streaming, Social Marketing and Storage.

- Objective: Exponentially grow the B2B number of businesses & billable subscribers and significantly grow the revenue worldwide (China, LATAM, EMEA, NAM)
- Means: Complete redefinition of the sales strategy and go-to markets
- Markets targeted: Travel & Tourism, Education, Telecommunications, Sports & Leisure
- Partnerships with Web Agencies, SI,…
- Focus on increasing revenue fundamentals such as: new subscribers, minutes spent per visit, pages viewed by visit

Present: Managing Director at WinWinDeal.
WinWinDeal is offering in South EMEA, key sales services to technology vendors, mainly in software (SOA, CEP, BAM, BPM, Open Source, SaaS, Data Integration, ...).
ß Sales Coaching, Performance Improvement, C-Level Meeting Generation

2007 to 2009: SALES DIRECTOR SOUTH EMEA (France, Italy, Spain, Portugal) for PROGRESS Software ($600m, 60.000 clients, 90% Fortune 500, 90 countries, 1700 employees).
• Objective: Position the company in the top 3 SOA vendors in SEMEA
• Means:
- Global transformation of the sales team (Reports: 7 sales representatives, 7 Pre-Sales, 3 C-Level meeting generators, 1 SEMEA Alliances Director) to a new sales model,
- Top-Down vs. Bottom-up, C-Level vs. technical level
- Solution vs. product / features
- Complete redefinition of the sales methodology and strategy,
- Miller Heimann, Power Messaging, Selling to executive Suite,
- Account Strategy, Account plan, Buying Influences Map, …
- SI’s partnerships strategy development (Logica, Euriware, Accenture, Vass, TCP, Matchmind,)
Results:
- +30% SOA Revenue Growth in FY08, +300% Pipeline growth in FY08,
- Significant wins in all countries: Telecom Italia, Santander Group, BBVA, Manutan, Alcatel-Lucent, H3G,

2006 to 2007: SALES MANAGER IBERIA for PROGRESS Software Enterprise Infrastructure Division. Service Oriented Architecture (SOA), Enterprise Service Bus (ESB), Complex Event Processing (CEP), Business Activity Monitoring (BAM).
• Development of the pipe and the revenue in the region,
- Major win in Santander Group with first BAM & CEP deal
- Various wins including Telefonica and Telmex
• Definition of the BAM positioning, GTM and creation of the sales tools,
• Definition of the EMEA C-Level Meeting generation strategy, tools and trainings,

2001 to 2006: COUNTRY MANAGER for SYSTAR in SPAIN, French software vendor, leader in BAM (Business Activity Monitoring), BSM (Business Service Management), BPM (Business Process Monitoring), real time BI (Business Intelligence) and Reporting solutions for IT and Business Managers. (20m€, 150 employees, 5 countries).
Objective: Build a profitable and growing subsidiary
• Creation from scratch and development of the Spanish branch office
• In charge of all Management, Sales, Marketing, Press activities and Alliances (VAI, VAR - ATOS Origin, IBM, Soluziona, GFI, Fujitsu, Transiciel, INDRA, …) operations in the Spanish Market,
• Manage expenses, assets and corporate requirements, to optimize P&L,
Results:
• First successful fiscal year of operations with a break even nearly covered and first new names (Fortune 100: BBVA, SCH, BARCLAYS, Banco Sabadell, Iberdrola, Union Fenosa, EADS, CLH, …), then plus 185% license revenue growth with a break even covered and benefits generated (about 10% of WW revenue and 6% WW staff), finally, total success with new clients (including South America – 1.5 M$ deal with BBVA - Bancomer)

1999 to 2001: LARGE ACCOUNTS SALES MANAGER for SYSTAR in FRANCE
• Very successful (+180% over quota), selling OmniVision and BusinessBridge, mainly to large accounts like LA POSTE, FRENCH SECRET SERVICES, AXA, MMA. (Various deals above 1M€),
• Very effective in selling a solution dedicated to the on-line trading market, with ING FERRI (today BARCLAYS), SELF TRADE (today Boursorama group), FIMATEX (today Boursorama group), CORTAL (today Cortal Consors), BNP Equities, …

1996 to 1999 LARGE ACCOUNTS SALES MANAGER for COMPUWARE ($1.23 billion, 95% Fortune 100) in FRANCE, major software vendor, providing to companies solutions that helps to increase the quality of their strategic applications.
• Leader in selling EcoScope, a Network Application Performance Monitoring solution. Signed at that time, the biggest European deal with CEGETEL (above 200K€),

1994 to 1996 KEY ACCOUNTS SALES MANAGER for ACSI FRANCE, a French software and hardware retail leader.

1992 to 1993 SALES AND PROMOTION MANAGER, for SOPEXA Québec CANADA, a promotion and advertising company specialized in French foods (Wines & Spirits).
• Operational and strategic marketing, Team Management (2 people)

Education

Master, Management, Marketing and Communication – ESCT (Ecole des Cadres Group), BTS Foreign Affairs, BAC Economics

Skills

International executive with demonstrated expertise in creating sustainable business. Change manager able to handle frustrations, interpret and anticipate emotions.
Strong capacity to build, develop and negotiate in high level sales situations. Proven ability to take risks, work in short timeframe, flow with change and operate with high-pressure environment. Able to identify areas of strengths and weaknesses, build and implement company policies, standards and changes in operations to optimize productivity and bottom line.

AREAS OF EXPERTISE:
• International/multi-cultural team management,
• Staff development / Motivation,
• Profitability improvement / P&L Management,
• Effective communication, Emotional Intelligence
• C-Level Meeting Generation strategy definition
• Go-to market strategies definition • Solutions Selling
• Business Development,
• C-level account management,
• Strategic outlook / Market planning,
• Marketing / Sales promotion,
• Presentations and trainings,

Languages

• Mother tongue: French
• Fluent: English & Spanish

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