Islem MERZAK

En résumé

Entreprises

• Planview - Inside Sales Executive Southern Europe

  2011 - maintenant • Report to the Director of Inside Sales & VP of Business Development EMEA
  • Demonstrate the value proposition of the Planview Enterprise solution to different levels across the organization
  • Target French, Spanish, Africa, Arabic ect...speaking countries.
  • Realize extensive study on prospects to ensure closing
  • Develop new opportunities through cold calling and lead generation
  • Build and maintain a pipeline of prospective clients
  • Keep up to date of the competition's development and document won and losses
  • Work closely with Marketing on campaigns' implementation for greater success
  • Take active part in organizing successful seminars to attract prospects
  • Attend some customers facing events and follow up on all tradeshowsWork with partners and consultancies companies where adequate to realize a sale
  

• NetIQ - Inside Sales Representative

  BOULOGNE BILLANCOURT 2010 - 2011 Manage Responses on our Siebel CRM System:
  
  1) Identify key decision makers within target organizations
  
  2) Identify customer pain points within an organization that provides these responses to an opportunity for a Sale Account Manager:
  
  a. Uncover existing applications deployed in the account
  b. Confirm the platforms within the account
  c. Qualify new business opportunities
  
  3) Articulate the value proposition of the company’s solutions
  
  4) Make appointments for a Sale Account Manager to meet with key decision makers and help generate new sales opportunities.
  
  • Follow up the leads generated by marketing campaigns to identify new business opportunities.
  
  • Provide feedback to marketing on the success of campaigns and the quality of leads to aid ongoing improvement in our marketing communications.
  
  • Maintain close and effective working relationship with sales team members and Business Partners.
  
  • Maintain and update contact information within our Siebel CRM system.
  Manage a teleprospection (Leads Machine) company for a campaign around DRA product.
  

• The Mathworks - Sales Specialist

  2009 - 2010 • Qualified of marketing and sales lead, website visits, respond to inbound call.
  • Qualified opportunities to sales representative with applicable information captured during the qualifying call.
  • Support prospecting initiatives on targeted accounts and working with the sale representative to implement a strategy of market penetration.
  • Manage to closure the assigned annual maintenance renewal contacts/accounts (Finance, Aero-Defense, Geo).
  • Contribute to and support the territory plan in conjunction with the sales representatives.
  • Participate in funnel meetings, as appropriate, as well as planning and delivery of sections of the annual territory and account plans.
  

• Novell - Inside Sales Representative

  2006 - 2009 Managing the network partners (Reseller Community)
  Answering Question related to part number and quotes
  Subscribing new providers at Novell Program Partner (Reseller Community)
  Providing leads generations for Partners
  Providing assistance with pricing
  Providing high level assistance on configuration issues, competitive analysis and general product information
  Renewal the Novell licenses for the Channel:7.6 millions US$ turnover

• Cisco Systems France - Inside Sales Account Manager

  Issy les Moulineaux 2003 - 2005 Managing of out burn and in burn customers in Mid-Market Sector
  Project specifications (requests of quotations and proposals), including team work with
  System Engineers to validate pre-sales networking configurations.
  Coordinating with Cisco Certified Resellers to elaborate financial quotations.
  Organizing customer’s seminars focused on new technology (IP Telephony, Wireless, Storage, and Security).
  Portfolio of 250 in burn Customers: 2 millions US$ turnover.

Formations

• Lycée Plus Values

  Paris 2001 - 2003 Action Commercial

• Université Paris 3 Sorbonne Nouvelle

  Paris 1996 - 1998 Mediations Culturelles

Réseau

• Cedric ROGER

• Celine DELOU

• Christophe PUECHAVIC

• Franck BAGOURD

• Gregoire BOUTROLLE D'ESTAIMBUC

• Julien VANNUCCI

• Lydie ROUSSEL

• Nathalie NEMITZ

• Primlog SOCIÉTÉ

• Stéphane RAYMOND