Antoine VIALE


En résumé

Mes compétences :
B2B Marketing
Sourcing Strategy
Project Management


  • ISG Information Services Group - Director

    2011 - maintenant Responsible for identifying / acquiring / growing significant client relationships and for overall delivery and client satisfaction; high level client interaction; project status management and reporting. Led large and complex sourcing advisory and transaction IT projects
  • BT Global Services - Head of Europe, Middle East, Africa & Latin America Marketing

    Puteaux 2007 - 2011 Developed and executed integrated marketing plans for continental Europe, Middle East, Africa and Latin America generating qualified business leads for the region (€4b revenue). Managed marketing budgets (€10m) and supervised 7 heads of marketing (managing 48 people). Reported to the Vice President of Global Marketing.
    - Drive Pipeline (directly impacted by marketing): Contributed & supported €5 billion pipeline and 52% of opportunities against Focus accounts (+4% compared to 2009)
    - Drive the offer: Shaped and implemented pan EMEA & Latam Sales Enablement programme for key products (Ethernet, Virtual Data Centers, UCC, Managed Security Services...)
    - Successfully implemented EMEA & Latam Customer Segmentation programme tracking the evolution of Go-To-Market strategy (from F2F to Desk based Account Management & Indirect channels for 2nd tier clients). Refocused the direct sales force on the high-end existing customers (from 47% to 55%).
    - Managed Siemens / BT worldwide partnership. Supervised BT /Siemens Alliance director and generated €250m collaborative pipeline. Several deals signed in 2010 including DHL (€100M).....
  • BT Global Services - Global Head of Outsourcing Proposition Marketing

    Puteaux 2007 - 2008 Developed, implemented and managed the worldwide marketing strategy that allowed BT to achieve its growth and development outsourcing objectives (£3b revenue / year). Worked closely with regional units and local marketing teams to share best practices (set-up Worldwide BT Outsourcing portal accessible to more than 3000 key users) and identified outsourcing triggers to generate transformational deals. Managed 2 senior marketing managers. Reported to Global Product Marketing Vice President
  • CSC (Computer Sciences Corporation) - CSC (Computer Sciences Corporation)

    MONTAUBAN 2004 - 2007 Coordinated and integrated multiple projects comprising large outsourcing deals and complex programs of business change. Controlled the program (goals, resource allocation, planning, technology architecture, etc.) and ensured that program objectives remained consistent with the overall business strategy. Worked closely with senior CSC and client executives. Reported directly to CSC European Business Development Vice-President.

    Major personal achievements :
    CACEIS (2005/2006) - Investor Services - European Infrastructure contract (7 year deal, 50 people transferred, €128m Total Contract Value) : Project Management Director and Lead Negotiator in charge of Human Resources, Services Level Agreements and Statements of Work.

    Renault (2004/2005) - European Infrastructure outsourcing contract (5 year deal, 200 contractors transferred, €270m Total Contract Value) : Worldwide Project Management, Due Diligence & Contract Lead role during the bid phase. Acted also as Client Executive for Renault Credit International (RCI) and EMEA Contract Management Lead (novation of transferred contracts & referencing of Renault subcontractors - €20m €/Year).
  • EDS - Client Executive / Chief Information Officer (CIO) for HSBC Banque Hervet

    2003 - 2004 Banque Hervet - Global (Infrastructure / Application) outsourcing contract (5 year deal, 100 People and 30 contractors transferred, €80m Total Contract Value). €20m P&L responsibility. In charge of top management relationship, team integration, projects and investment planning.
  • EDS - Corporate Business Development / M&A Regional Manager, South Europe

    2003 - 2004 Prepared new business opportunity evaluations, market entry strategy development, business valuation and performed business due diligence for merger & acquisition, joint ventures & partnerships.
  • EDS - Marketing Director, Europe Middle East & Africa

    2001 - 2002 Packaged and promoted service offerings, developed field marketing to generate sales leads. Supported large deals to increase sales win rate. Realized strategic planning and business & market analysis. Involved in merger & acquisition projects. Reported directly to Corporate Marketing Vice-President and EDS Europe President. Managed 44 people, $10m marketing budget (EMEA Revenue : $7b).
  • EDS - Marketing Director, France

    1998 - 2000 Developed Alliances with IT strategic partners (Software and Hardware vendors), packaged and promoted local and international offerings (ERP Outsourcing, Distributed Systems Management, e-Commerce, AS/400, Application Development, Web Hosting …). Performed strategic planning and business & market analysis. Reported to EMEA Marketing Director and EDS France President
  • EDS - Financial Planning & Analysis Manager, France

    1995 - 1997 Management of 12 financial analysts ($180m Revenue). Business Support, Budget and Outlook process implementation, continual financial performance control against operational plans. Involved in internal re-engineering with A.T. Kearney (re organization per line of business) and M&A Projects.
  • XEROX - Financial Analyst, France

    Saint-Denis 1992 - 1995 Financial Planning & Control (Paris). Responsible for Financial Management support to the Office Document Products Division. Specifically in charge of Color Copiers, new multi-function products, and Electronic decentralized Printers ($120m).
  • XEROX - Sales Engineer, France

    Saint-Denis 1990 - 1992 Rhône Alpes Auvergne / Customer Business Unit / Major Public sector Division. Responsible for sales of Electronic Printers, Desktop Publishing and Micro Computers solutions ($1m).



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