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Prima Solutions
- VP Sales & Marketing
2011 - maintenant
Handle complex product and consulting sales processes for new business acquisition, follow-up and develop existing customer relationship and business for both consulting activities and products cross-sales or up-sales. Setup international partnerships with consulting and delivery firms in EMEA and Asia.
Define market segmentation and product positioning, define marketing collaterals, construct communication plan and manage the marketing team.
Define products roadmaps with inputs from customers, market feedback, internal brainstorming. Oversee product managers and their functional teams.
Achievements
- Completely redefined our product strategy and positioning, resulting in an extended product offering with packaged software
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Prima Solutions
- VP Marketing & Product Management
2010 - 2010
- Launch the development of a new product for reinsurance management
- Built an online marketing presence: web site redesign, web site referencing, blogs, social networks, videos, webinars
- Strengthened the relationships with the press and analysts
- Setup partnership with large consulting and delivery firms: Accenture, Wipro, Patni...
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Prima Solutions
- VP Sales EMEA
2007 - 2009
- Established 15 new customers: Generali, Groupama, Tokio Marine & Nichido Fire, Beazley, Wafa Assurance...
- Opened markets in 6 new countries: Japan, Morocco, Tunisia, Greece, India, Afghanistan
- Reached and exceeded sales targets: 95% of license quota in 2007, 102% of license quota in 2008, 122% of license quota and 115% of consulting quota in 2009
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Prima Solutions
- Pre-sales Director
2003 - 2006
Set up and managed the team of pre-sales consultants in Europe, Japan and US: recruitment, training, planning, coaching review …
Managed pre-sales opportunities including product presentations and demonstrations, RFI/RFP, prototype scoping, sales strategy definition together with the sales team. Speaker in forums, trade shows, seminars, marketing events.
Highly involved in product strategy, marketing positioning, overall sales strategy, partnership setups and management.
Achievements
- Won the largest life insurer in France, CNP, for the implementation of their strategic SOA platform
- Setup of a highly efficient and independent international pre-sales team (4 persons)
- Developed a complete, multi-lingual set of pre-sales materials: demonstrations, presentations, case studies...
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PROLIFICS France
- ESolutions Director and J2EE Architect
2000 - 2003
Prolifics, one of the 5 worldwide WebSphere consulting companies retained by IBM, is specialized in expert consulting and delivery of enterprise e-business applications based on portal, business integration and web services technologies.
Prolifics was also a leader in accelerating enterprise wide application development due to its 4GL offering – Panther – enabling multi-tiers development based on J2EE, DCOM or Tuxedo.
Responsible for overall customer satisfaction by proposing technical solutions, services, products, promoting open technologies and managing all phases of technical projects.
Evaluated and implemented new technologies around business integration and Web Services, handled technical watch-out, helped in defining the sales and marketing strategy, animated the technical activities of the company.
In charge of the majors accounts (representing 85% of the revenue) in public service, health, banks and insurance
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PROLIFICS France
- Pre-sales consultant and Senior consultant
1998 - 1999
Working closely with the sales and marketing team, in charge of product presentations and demonstrations, technical seminar animation, prospect technical qualifications, prototype development.
Helped our customers to succeed in the product implementation: training on technologies, training of developers, infrastructure setup, generic and core module development, consulting during development and deployment phases.
- Managed and won 2 pre-sales opportunities for the choice of the strategic enterprise wide development tool (4 M USD for product license and services)
- Responsible for the overall technical consulting effort for a strategic project (30 man/year)
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ERICSSON Pte Ltd, Singapore
- R&D Software engineer
1996 - 1998
Software design and development on an integrated platform for telecommunication network planning (GIS written in C++, X-Window and Starbase). Responsible for 6 man/months projects.
- Introduced a dimensioning tool to improve the topographical precision of the network planning. Important time saving and reduction of errors while physical installation
- Designed and developed a user-friendly connectivity editor for Hybrid Fiber Coaxial components used to easily create complex active networks. Gain in productivity of the telecommunication architects
- Participated in the definition of new software functionalities based on the study of design principles of fixed copper and HFC networks
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THOMSON-CSF, Singapore
- Software engineer
1995 - 1996
LORADS II project (Long Rang Radar System) – Replacement of the information system for the air traffic control center of Changi international airport. Responsible for the SMRC project (Status Monitoring and Remote Control).
- Integrated the SMRC software (software qualification, operators and developers training, customer relations follow-up). Delivered the system in time with the insurance of the customers’ satisfaction
- Installed and administrated the software integration platform for the air traffic control system. Introduced tools to ensure the safety of the operational transition
- Setup of a backup system for the on-line Air Traffic Control Centre, based on the ATC simulator delivered at the onset of the project
