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Francois GRENIER

Colombes

En résumé

International business management and business development professional with 7+ years experience in pre-sales and sales, acquired in the fast-changing telecom and software industry across Asia and Europe.
Successful track-record of winning large and complex customer projects of several millions euros value, key to their business transformation.

Double degree in International business management and engineering. Result oriented and creative mindset coupled with analytics skills and contagious enthusiasm, best functioning in multi-cultural, challenging environments.

Specialties: Business development, Business management, pre-sales, account management
Tendering (RFI/RFQ), customer issues and needs analysis, pricing strategy, product positioning, ROI analysis, negotiation
Software and Telecom industries.

Mes compétences :
Broadband
Business
Business development
CORE
GPON
IMS
Marketing
Microsoft Technologies
Mobile
NGN
Pre sales
Risk Analysis
ROI
Sales
TCO
Telecom
xDSL

Entreprises

  • Oberthur Technologies - Telecom/IoT Solutions sales director - North America

    Colombes 2014 - maintenant Leading solutions business activities in North America for the telecom and IoT (Internet of Things) spaces.

  • Oberthur Technologies - Solutions Business Development

    Colombes 2011 - 2014 • Lead business development and marketing activities for software-based solutions in the telecom and payment fields, adding up to €1.7m orders across five continents
    • Manage sales funnel, P&L forecast
    • Foster trusted relationships with targeted operators, manage opportunities and lead to business closure and customer satisfaction
    • Identify and manage partners to benefit our customers and growth strategy
    • Influence product evolutions and marketing by identifying key success criteria and customer main pains
    • Actively support and develop worldwide activities, by securing recurring revenues and generating new business.

  • Alten Telecom - Experienced Business Manager

    Boulogne-Billancourt 2010 - 2011 Drove business growth. Business Unit Manager for services towards telecom operators
    • Develop business and revenue (new business and revenue recovery)
    • P&L management: profitability increase
    • Missions around IT, customer care, CRM…

  • Alcatel-Lucent Australia - Business Development Manager

    2008 - 2010 • Championed wireline core solutions for the Australiasian incumbents, leading to orders worth €20m total contract values
    • Led virtual teams of up to 15 people from various entities on strategic pre-sales projects
    • Organized and supported workshop with customers on business-critical matters such as revenue model transformation and new services promotion
    • Influenced product specifications by providing continuous feedback on field requirements and business trends from our customers
    • Led crisis resolution virtual teams, working closely with our customers in Pacific Islands to maintain their operations and protect their market share

  • Alcatel-Lucent (Thailand) - Pre-sales Manager

    2006 - 2007 • Focused on business development for strategic accounts (True Move, Thailand): defense strategy, evangelisation and rebuild of a trust relationship, resulting in recovering to grow new business (2-digit percentage YoY growth)
    • Led pre-sales projects with cross-functional teams (support functions, sales, offers finance, etc), building offer strategy, action plan, operating in tight deadlines
    • Conducted detailed analysis of customer requirements on both technical and financial aspects, helping them transforming their activities
    • Built commercial and technical strategy, defining pricing and business model and taking responsibility for the P&L and risks analysis.
    • Defined go-to-market strategy for new accounts (greenfield operators in Cambodia)

  • Alcatel (Malaysia) - Tendering Manager

    2005 - 2006 • Led pre-sales projects with cross-functional teams (support functions, sales, offers finance, etc), building offer strategy, action plan, operating in tight deadlines
    • Conducted detailed analysis of customer requirements on both technical and financial aspects, helping them transforming their activities
    • Built commercial and technical strategy, defining pricing and business model and taking responsibility for the P&L and risks analysis.
    • Defended internally the company's market strategy while keeping a customer-focused approached
    • Presented business cases and commercial proposals to CxO level for Tier-1 operators in Vietnam, Cambodia, Thailand and Pacific Islands.

Formations

  • USTL

    Villeneuve D'Ascq 2004 - 2005 Masters

    International Business Management - International business

  • Ecole Polytechnique De Montréal (Montréal)

    Montréal 2003 - 2004

  • Telecom Lille 1 (Villeneuve D'Ascq)

    Villeneuve D'Ascq 1999 - 2004 Ingénieur en télécommunications

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