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Emile MARTINIE

VERSAILLES

En résumé

Experience summary:
20+ years experience in software business, domestic and international working
for System Integrators and Software Editors
New business development and account management
Global sales: licence, services, maintenance
Full sales cycle: marketing, prospecting, sales closing, contracts, projects follow up
Team management: sales, pre sales and projects managers
Partners management: System Integrators, software and hardware vendors
Technical domains: Commercial and Technical Information Systems, Energy Utilities & Telco

Mes compétences :
Asset management
Billing
BSS
Customer care
Data Management
DMS
Energy
Management
Médiation
Network
Network management
OMS
Oss
Sales
Smart
Smart Metering
Telecom

Entreprises

  • Ventyx an ABB company - Sales Director

    2011 - maintenant

  • Oracle - Sales Director EMEA - Oracle Utilities Global Business Unit

    Colombes 2004 - 2011 New Business development & accounting management for Energy & Utilities market
    Products and associated services in: Billing & Customer Care, Asset, Mobile Work Force,
    Network Management, Meter Data Management, Smart Metering...
    Global accounting management for EDF, Veolia, Suez, EDP, REN …
    Results:
    Multi millions $ sales for EDF, Veolia, Poweo, Suez, EDP, REN, MobiE (Electric vehicules)…
    Multi millions corporate contract with Veolia Water (France, US, China, Emirates etc…)
    Over 500% of the 2007 sales objectives
    Award of the best EMEA sales director of the 2007 fiscal year

  • TTI-telecom - Regional Sales Director

    2003 - 2004 New Business development in OSS & BSS
    Partnership development (System Integrators, software and hardware vendors)
    Global account management for specific accounts (Orange, Bouygues, SFR)
    Results:
    Multi millions $ sales for France Telecom/Orange group

  • Lucent Technologies - Account Manager for Telecom & Energy Utilities markets

    2000 - 2003 New Business development for major Telco & Utilities EMEA in OSS & BSS
    Strategy, marketing plan, pipeline elaboration
    Indirect sales development through partners channels (Cap Gemini, Accenture, IBM, Steria, CSC, Eurogroup…)
    Training to sales and pre sales, attendance to shows as exhibitor and speaker
    Results:
    Multi millions $ sales for telecom & Energy Utilities operators

  • Steria - Pre sale & project manager for the Telecom Market

    Paris 1995 - 1997 OSS domain covered: Fault, Performance, Inventory, Order management, Service Activation, Trouble ticketing, Mediation…
    Projects managed for France Telecom and Cegetel, up to 15 engineers

  • Steria - 2000 Business development manager for Telecom market

    Paris 1995 - 2000 Complete offer building: products, services, partners
    Pipeline elaboration, proposals, sales closing, contracts negotiation
    Projects direction: technical, commercial, contractual, human resources
    Building of a worldwide training agreement with Alcatel
    Turn over quickly growing from scratch to 10 M$ in 2 years time
    Results:
    Team management from 1 to 40 people, opening of 2 competence centres : France and Germany
    Over 75 % success in answers to RFP, over 200% of sales target
    More than 15 new customers acquired:
    • France Telecom and subsidiaries : Mobilix (Denmark), Globtel (Slovakia), Optimus (Portugal), MobiNil (Egypt), Mobicom (Jordan), Voxtel (Moldavia)
    • also 9telecom, Cegetel, Lyonnaise Cable, and Novis (Portugal), E+(Germany), SBAM(China), Sunrise (Switzerland), Sprint (USA)…

  • ARM - Pre sale & project manager for the Industry Market

    1990 - 1995 Projects for Matra-Defense, EDF, Philips, Aerospatiale....

  • Paris firemen - Military service

    1989 - 1990

Formations

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