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Ciena Corporation
- DIRECTIONS OPERATIONS PROGRAMMES SOUS-MARINS & INTERNATIONAUX
2012 - maintenant
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Ciena Limited
- REGIONAL SERVICE DIRECTOR, CONTINENTAL EUROPE& AFRICA
2007 - 2012
Reporting to VP Services EMEA, dotted line to Managing Director CEA
- Coordination of regional operational resources, including Territory Service Managers and Customer Services Managers, project managers and technical experts.
- Overall owner of the annual revenues business plan execution.
- Responsible for CEA projects execution from PO to revenues reporting to Corporation
- Responsible for CEA projects services margin and margins recovery
- Develop Services Partners strategy within CEA, including RFP and selection process
- Responsible for Customer Support Excellence, including KPI monitoring & performance improvement
- Point of escalation for customer’s satisfaction issues and customer network incidents
- Define annual services sales business plan
- Strategic contracts negotiation
Main achievements:
o 85 active customers
o 195M of project executed since 2008, with +25% y-o-y increase
o Services Sales development +20% y-o-y since 2008
o Regional Services margin recovery +30% within 3 years
o FT T1 regional and long haul networks award
o Etisalat 40G Next Generation RFP award, including new geo risks analysis impact, project execution readiness and local services resources engagement.
o Swisscom business continuity over 5 years +6.5M
o Rationalization of the services partners, bringing 20% cost saving
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Ciena Limited
- SERVICE SALES MANAGER CEMEA, Ciena Limited, Boulogne, France
2005 - 2007
Reporting to Managing Director CEMEA, dotted line to VP Services EMEA
- Develop Services Sales strategy with bid managers, Account Managers and VP Services for t1, t2 and t3 tenders
- Services risks analysis and mitigation plan for new geo.
- Responsible for Services Sales targets (Deployment, Maintenance, Training and Professional Services) for CEMEA
- Responsible for Maintenance contract negotiations and renewal for EMEA
- Coordination of Services portfolio trainings to CEMEA accounts managers and directors
Main achievements:
- 30M of services selling over 3 years, with a sequential 15% increase y-o-y from 2005 to 2007
- Main contract awards: FT 2005 CSC, GIP Renater FON 2007, Swisscom OWnetmaintenance contract award, BT GS European services contracts (IT, SP, DEU, NL, BE), Orange Slovakia turn key roll-out, Global Connect, SFR Multi-years service contract renewal.
- >3M of value added services
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Ciena Limited
- SENIOR PROGRAM MANAGER EMEA, Ciena Limited, Reading UK
2000 - 2005
Reporting to Program Management VP Worldwide
Overall responsibilities of projects management for Continental Europe based customers, including the following duties
- Establishment of project budget, planning, project specification and day to day project management implementation activities.
- Project organisation, process and roles within the project team
- Revenues and Margins reporting to Corporation
- Escalation path to operational issues
- Coordination between different inner services (pre-sales, accounting, sales administration, deployment, support)
Main achievements:
- Conducted GTS (HERMES) pan-European first 40 channels DWDM based network roll-out. >200 POP, >100M USD over 3 years.
- Conducted Infonet (now BT) European network roll-out.
- Initiated and conducted FT/IBNF DWDM 10G based network roll-out in France, including validation stage, customer specific engineering adaptations.
- Qualified Ciena first service partner and completed deployment outsourcing activities in France.
- Other customers roll-out: Colt Telecom metropolitan network, KPN Online Metropolitan networks (UK, FR, NL and DEU), 9C/Cegetel national backbone.
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GTS Ebone (HERMES)
- PRODUCT VALIDATION ENGINEER, Hoeilaart, Belgium
1997 - 2000
Reporting to Technical Support manager
- First DWDM supplier introduction in GTS pan-European network
- Solution type approval, including test plan validation, resolution of anomalies, introduction of new features
- Validation of operational procedures
- Coordination of services migration
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Photonetics SA (GN Nettest)
- TECHNICAL SUPPORT ENGINEER, Marly-le-Roy, France
1996 - 1997
- France: Lead engineer in charge of Photokinetics/York product line maintenance, supporting Alcatel/Corning optic fibers manufacturing plants, on call for emergency interventions.
- International (US/APAC): Lead engineer for Photonetics products line, including on-site and remote repair, maintenance contract renewals. Customers reference: ATT, NTT, NORTEL, JDSU, CIENA.
