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Cisco
- Consulting System Engineer - EMEAR CTO office - Medianet and AVC - CINAT WW lead
Issy les Moulineaux
2013 - maintenant
In addition to my current focus on CISCO Medianet and AVC Business and Technical Architecture, i am now leading the worldwide adoption team for CINAT (www.cinat.info).
This group (about 20 members) is a mix of field expert, BUs PM, TMEs and marketting. The objectives is to be able to better leverage, test and adapt AVC to real customer pain points for CIN but also for Unified Access and the rest of the network. It give us the opportunity to have a role in the current developments and also to be the official field voice to engineering with SVP executive support.
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Cisco
- Consulting System Engineer - EMEAR CTO office - Medianet and AVC
Issy les Moulineaux
2012 - maintenant
Since November 2012, i have been asked to work on Cisco Application Visibility and Control solutions while continuing my work on Medianet archictecture.
Cisco Application Visibility and Control (AVC) solution is a suite of services in Cisco network devices that provides application-level classification (NBAR2, MSI/MSP/Metadata), monitoring (FNF, PA/ART, Perf-mon/Mediatrace, MMA..), and traffic control (QoS, PFR..)to improve business-critical application performance, facilitate capacity management and planning, and reduce network operating costs. The Cisco AVC solution is provided within the Cisco Integrated Services Routers Generation 2 (ISR G2) and the Cisco ASR 1000 Series Aggregation Service Routers (ASR 1000s).
My responsibilities is to work on Uses Cases, customers relevance, Internal and External Awareness as well as beeing the trusted field advisor for BUs and customers.
I am very enthusiast to restart this new story and restart from a white page ( as i did with Medianet) and transform a brilliant technical solution to a Real Customer pain point solver.
In the mean time, i am entering in a new Phase with Medianet with clear objective to cross the chasm in the next monthes and be able to scale up to leadership. It will be the time then to leave the technology to be mainstream.
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Cisco
- Consulting System Engineer - EMEAR Technical Lead Medianet Borderless Network
Issy les Moulineaux
2009 - 2012
➢ Medianet is an end-to-end architecture for a network comprising advanced, intelligent technologies and devices in a platform optimized for the delivery of rich-media experiences.
➢ I am focusing on the development in EMEAR of Medianet architecture part of the Cisco Borderless Network portfolio including Routing, switching, mobility and security. I also have now the responsibility of Application visibility and Control, extending what we have done for Video to a more generic application performance architecture.
• Pre Sales and Sales awareness development:
Explain and train Account teams on how such Architecture can help them to increase business and customer satisfaction. Develop specific contents, materials, whitepapers, labs and demos that are relevant for Account Teams and Customers. Support of first deals and training activities.
• Cross functional activities
Work closely with Business Unit, Channel Organization as well as cross-architecture activities including Datacenter and Collaboration teams. Being able to address various team and functions inside the company is key for the success of such architecture.
• Consultant activities:
Develop specific approach with customer to transform the way we work with them. Focus on Customer Uses Cases, to try to address their Business Transformation Challenges, and not on products only. Specific methodology and contents.
• Official Speakers at various events:
Participation to internal and external events as official speaker, including Cisco Live, IT forums and communities in EMEAR and USA.
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Cisco
- Consulting System Engineer video specialist France
Issy les Moulineaux
2008 - 2009
➢ Cisco being investing more and more in video technology and Architecture, I have been asked to join the consulting group, first in France and quickly after that for EMEA. Objectives was to explore and develop how the network can help customers for deployment and usage of video technologies in enterprise.
• New market development:
Understand t how we can position cisco as a key player in new market such as Physical security (Video surveillance over IP and Access Control), Digital Signage, IPTV, Streaming. Market analysis, strength and weakness analysis and feedback to business units.
• Sales awareness development:
Develop specific contents, materials, whitepapers and demos that are relevant for Account Teams and Customers. Support of first deals and training activities.
• Channel development:
Channel strategy and Development fort those new markets. Selection, Awareness and training.
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Cisco France
- Senior SE
Issy les Moulineaux
2007 - 2008
➢ After successful years in the videoconferencing market, I decided to take a new challenge and was appointed as Account System Engineer at Cisco France for Michelin.
• Pre-Sales Activities and Projects:
Project manager for Customer business transformation based on transition of traditional analog telephony and contact center to Unified Communication and IP contact center systems. From RFP answer with a lot of competition to Deal won. Design of the worldwide architecture, Proof of concept and coordination of various specialists on the project.
• Account activities:
Management and coordination of worldwide team supporting the customer.
• Post sales activities:
Follow up and coordination of Customer day to day issues.
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Codian
- Senior SE SEMEA
2007 - 2007
➢ Codian Ltd being created in 2002, I have been appointed to create and implement Pre-Sales Activities for SEMEA with sales team in place.
• Sales and Pre-Sales Activities Coordination:
As sales team was very new, spread around Europe and business mainly based on channels, I had to work with my sales team to implement and create professional tools including CRM. Also, we put in place Quarterly objectives target plan with measures. Reporting to Product manager and Marketing of Features and new Product Enhancements and putting in place beta programs.
• Channel Pre-Sales Support and Sales/Technical knowledge leverage:
Creation of real training and knowledge inside the channels. Follow up of sales activities and forecast/Pipeline, provide knowledge to understand and differentiate from other manufacturer. Support of Sales, Pre sales channels employees for end user demo, project and implementation. Definition of marketing campaigns.
• Development of major opportunities :
Addressing directly Top 50 companies in countries to extend Pipe line and create new Opportunities. Project management on complex architecture, including definition of the project, sales proposal and maintenance, trade up and trade in, custom development definition and proposal for implementation.
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Polycom
- SE Manager SEMEA
Puteaux
1999 - 2007
With this management Position, I have two main objectives. Build a strong team in an international environment and develop a competency plan for the team to meet the business requirements.
• Development of the team:
Put organisation in place in France with 3 resources. Recruit and induct SE for Italy, Spain and Middle East. Develop Job levelling Procedures. Appraisals, salary review and Focal review process. PTO management. Develop and implement goals and objectives. Develop and implement Training plan for the team. Manage Resources and resolve conflict
• SE role in parallel of Manager role
Development of major opportunities (100k and above):
Work closely with Major Account manager. Support and development of RFI/RFP. End users demonstration of the solution. Expert Adviser for complex solutions and deployments. Follow up of installation of projects and future opportunities. Technical trust advisor of the end user. Participate to Security commission for IP deployment. Support of Seminars and Press events
Support of Sales situations :
Develop and implement end user presentations. Develop and implement presentations on competition. Analyse and prepare NSD quotations.
Channel Support
Develop and implement Channels training and evolutions. Follow up of Channel Certification. Day to Day point of contact for Channel request of information’s. Help during Channels Demonstrations. Follow up of Channels Qualification of the products (OCISI). Link with Techsupport and follow up
Video Product Specialist
Collect and share information’s on videoconferencing market. Collect competitive information for Video BU. Bring local feedback to Video BU. Share experience (more than 10 years in market at that time) to rest of SE & Sales. Competition tests Beta tests on Polycom video products. Resellers and Internal Sales Training for New products.
Demo facilities Support
Install and Maintain demo facilities. Develop Demo script. Local and Far end support
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Picturetel
- Sales Engineer SEMEA
Taluyers
1997 - 1999
I was recruited for an SQA position to solve an important issue with stability of the products on French ISDN network. After having succeeded in that mission, my tasks were extended to be NSD specialist based on my initial experience in china and also become Channel support for SEMEA.
Support of Sales situations :
Develop and implement end user presentations. Analyse and prepare end user quotations
Channel Support
Develop and implement Channels training and evolutions. Follow up of Channel Certification. Day to Day point of contact for Channel request of information’s. Help during Channels Demonstrations. Follow up of Channels Qualifications of the products (OCISI)
NSD specialist
Develop and implement Sales and Channels Skills. Follow up of NSD quotations. Providing direct link between Sales and Engineering. Implement and follow up of Service providers approvals.
SQA Engineer
SQA on Clients and Network Products for France. Development of test matrix. Running tests on Products. Analyse and Reports problems. Responsible for EMEIA NSD SQA activities. Technical Support Level 2 for Channels.
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Sagem
- Sales and Support Engineer
PARIS
1994 - 1997
➢ Starting as a support engineer in the emerging market of videoconference, I have been assigned very quickly to the main project of the department in china, in charge of the implementation of this one. When the deal was done, I have been asked to follow up the videoconference SQA team and support with an extension to LAN/wan access product in the last year, driving a team several SQA engineer.
• Video and Access point SQA Team manager :
Manager for the SQA team for Videoconference and LAN/Wan products. Development of team structure and evolution. Direct report to Engineering Manager. Responsible for team timing and recruitment. Responsible for team training program.
• SE for China Unicom Videoconference deployment
Develop and implement the Videoconference Network. Installation and support of Videoconference and MCU units (around 300 endpoints and 30 MCUs). Local visit for Maintenance and Contract support.
• Sales and Support Engineer activities
Tech support Level 2 on Video and access point units. Demonstration to end users. Training, Seminars. Development of Product user and admin guides.
