>> Results driven sales executive with over 15 years experience in building new business activities in the enterprise software space.
>> Proven ability to manage, structure and win complex sales cycles resulting in multi-million dollar software deals at Global 2000 companies
>> Ability to establish effective relationships at all levels of an organization. Strong at executive-level account management.
>> Extensive International experience. Have worked with clients and prospects in North America, France, Germany, UK, Italy, Belgium, Sweden and South Africa. Strong language and multi-cultural skills.
Specialties: Software sales and business development
Responsible for leading Workday’s sales efforts in France with a secondary focus on Spain and Italy.
Detailed Description
Built Workday’s sales team and set up Workday’s office in France. The Paris based team grew from five employees to over 30 employees within first 18 months. Significant customer wins included Sanofi, France’s largest company by market capitalization.
Company Description
Leading provider of enterprise cloud applications for human resources and finance
Full responsibility for TouchCommerce’s EMEA P&L. Contributing $9.5 million in annual revenues, accounting for 27% of overall revenues.
Detailed Description
Recruited and managed pan-European sales and services team consisting of Sales Directors, Inside Sales Associates, Account Managers, Business Analysts and Implementation Engineers. Opened TouchCommerce’s offices in Paris, London and Frankfurt. Refined TouchCommerce’s core value proposition for the EMEA market and invented the Conversion as a Service (CaaS) tagline which is now a key differentiator. Executed strategic partnerships with resellers and technology partners. Signed 15+ deals and added $6.8 million in annually recurring revenues within first 12 months. Key customers include Bouygues Telecom, SFR, Vodafone.de, Virgin, and Carrefour.
Company Description
A leading provider of on-line Conversion Optimization Solutions
Bazaarvoice’s first hire in continental Europe. Responsible for developing and managing Bazaarvoice’s business in France, Germany, Benelux, Scandinavia, Spain and Italy.
Detailed Description
Developed and executed Bazaarvoice’s European go-to-market strategy focused on dominating the European market for Social Commerce solutions by capturing large and highly visible accounts early on in each market. Recruited and managed sales leaders in Paris, Amsterdam, Stockholm and Frankfurt . Closed 75+ deals across France, Germany Netherlands and Scandinavia and grew the business to over $5 million in annually recurring revenues within first 18 months. Captured key accounts like Fnac, Darty, 3Suisses and Red Cats in France; Conrad, Neckermann and Douglas in Germany; El Corte Ingles, Venca and Rumbo in Spain and Wehkamp and Bol in the Netherlands making Bazaarvoice the de-facto leader across the territory.
Company Description
A leading provider of Social Commerce Solutions. NASDAQ:BV
Responsible for developing Lombardi’s direct and channel sales business in EMEA.
Detailed Description
Closed $1.5. Million in license revenues within the first 6 months. Primarily focused on generating revenues in territories where Lombardi had no prior presence. As Lombardi’s solutions required local deployment skills, developing new markets required a two-pronged sales approach of simultaneously recruiting local partners and managing sales activities. Key wins included Bfinance in France, Swiss Post in Switzerland, Banco Espirito Santo in Portugal and CapitalOne de Bankinter in Spain.
Company Description
A leading provider of Business Process Management Solutions (Acquired by IBM [NYSE: IBM])
BetweenMarkets’ first hire in Europe. Brought on board by BetweenMarkets’ CEO to establish their European office and to develop and execute an EMEA-wide go-to-market strategy.
Detailed Description
Responsibilities included managing sales and marketing activities as well as building and leveraging alliances and partnerships. Additionally, as our customer base grew, I was responsible for hiring and managing a team of account managers and technical presales staff. In this capacity, I successfully developed key customer relationships in Europe resulting in multiple large deals within a very short timeframe. Within the first 12 months, the European contribution to top-line revenue grew from zero to 20% of overall revenues. The largest win in Europe was a deal with IBM Europe, which was also the largest deal across the company.
Company Description
A provider of on-demand applications and managed services targeted at improving B2B data quality. Acquired by Inovis, Inc.
Responsible for introducing Motive’s Enterprise solutions in the UK, Benelux and Scandinavia.
Detailed Description
Reported directly to Motive’s Managing Director for EMEA North & Nordics. First member of Motive’s European Enterprise sales team. Closed Motive’s first Enterprise deal in Europe with Business Objects. Developed sales activities in three key verticals: managed service providers, independent software vendors and financial services companies. Typical proposal size ranged from $1 million to $3.5 million. Developed strategies to successfully position Motive against established competitors and partnered with strategic channel partners and systems integrators to create differentiation. Recruited and managed technical presales team.
Company Description
A leading provider of Customer Experience Management solutions. IPO [NASDAQ: MOTV] and then acquired by Alcatel Lucent [NYSE: ALU]
Led Trilogy’s entry into the airline industry and developed British Airways into Trilogy’s largest account in Europe with $16 million in combined license and service revenues.
Detailed Description
Reported to Trilogy’s vice president of business development. Closed combined license and services revenue in excess of $25 million over 2.5 years. Key responsibilities included originating, evaluating and structuring new opportunities, developing value-based business success metrics to guide deployments and providing product management with input to refine future product vision. Initiated and developed relationships with several Global 1000 customers across multiple industries, including Qantas, Equant, Credit Agricole, Renault and GE Medical Systems. Led multiple sales and consulting teams to drive account growth and deployment impact. Worked closely with IBM Global Services and Accenture to expand into the financial services industry.
Company Description
A provider of industry specific complex configuration solutions
Spearheaded Trilogy's European sales engineering effort.
Detailed Description
Tasks included presenting the technical merits of Trilogy’s solutions, building software demonstrations and Conference Room Pilots, determining project scope and addressing concerns pertaining to the technical architecture and integration requirements. Worked closely with several clients in the telecommunication industry including Ericsson, Telecom Italia and France Telecom; generating in excess of $7 million in combined license and services revenue for Trilogy in 14 months.
Company Description
A provider of industry specific complex configuration solutions.
Served as presales technical lead and prototype project management lead for major clients including Unisys, Lucent, Comverse Network Systems (Israel) and Glenayre Electronics.
Detailed Description
Acted as a liaison between engineering, product marketing and the field sales force. Gathered technical requirements, prepared proposals and quotes and presented recommendations to clients. Taught seminars on Speech Recognition.
Company Description
A speech recognition technology company targeting the computer telephony market. Acquired by Philips Speech Processing, part of Philips [NYSE:PHG]
Managed worldwide speech data collection projects. Interfaced with senior engineers, account managers, contractors and customers.
Detailed Description
Managed internal transcription processes and hired, trained and supervised contractual employees for this purpose. Developed phonetic scripts for German, Russian and Japanese based on specifications from research engineers. Managed data organization processes, involving design, development and implementation of Lotus Notes based database application. Taught client seminars on data-collections.
Company Description
A speech recognition technology company targeting the computer telephony market. Acquired by Voice Control Systems [NASDAQ: VCSI]
Serviced a clientele of corporations and high net worth individuals.
Detailed Description
Consulted corporate clients on pension plan design and implementation, stock option finance and corporate cash management. Assisted high net worth individuals with formalizing investment strategies and objectives. Developed detailed asset-allocation based on client needs and selected investment vehicles for the individual asset classes. Continuously monitored performance of investment portfolio and made changes when warranted.
