FONTANA FONTANA
Sales Director
55 years old
Driving License
Paris (75017) France
Professional Status
Available soon
Available
About Me
Sales and General leadership (Solutions selling, networking and relationships building) in IT industry for 20+ years with successful track record in P&L and sales management for International Software & SAAS Vendors & Local Consulting Companies.
Experienced in leading, aligning and transforming complex matrix organization for smart execution and delivery Year on Year growth in quarterly driven companies.
"Intrapreneurial" skills. Used to turn-around small and medium organisations as well as to double-digit growth businesses.
Wide solution experience covering Business applications and Cloud / SaaS, ERP, CRM, EPM / Planning, HCM, BI / Business Analytics, Big Data / Predictive Analysis.
Experienced in leading, aligning and transforming complex matrix organization for smart execution and delivery Year on Year growth in quarterly driven companies.
"Intrapreneurial" skills. Used to turn-around small and medium organisations as well as to double-digit growth businesses.
Wide solution experience covering Business applications and Cloud / SaaS, ERP, CRM, EPM / Planning, HCM, BI / Business Analytics, Big Data / Predictive Analysis.
Vice President Sales & Head of Industries
SAP
Since June 2016
Full-time
LEVALLOIS
France
- Reporting to the Managing Director and heading, as second line, an organization of 6 Business Units (6 Sales Manager) and 40 dedicated Global Account Manager in strong line for the full SAP portfolio.
2016 - Outstanding Performance
2017 - Outstanding Performance & SAP Catalyst - Delivering more than 2/3 of SAP France Net New Revenue (120M€/year Software fees and Cloud subscriptions)
Responsible for Energy & Utilities, Manufacturing, Financial services , Professional Services, Transportation and Public Sector Sales Business Units - "Well being SAP France program" as Exec Sponsor
- Founder of "The pitch" - SAP France Sales pitch contest
Area Vice President
Salesforce France
August 2015
to May 2016
Full-time
PARIS
France
- Reporting to Salesforce France SVP as second line, and heading in strong line, 3 Business Unit in Enterprise Segment (EBU) for the full Salesforce portfolio
- Delivering more than 1/3 Enterprise Segment (EBU) revenue (100% Subscription fees) and double digit growth
- Responsible for Professional Services, Retail&Manufacturing and Regional Enterprise Business Units
- Delivering more than 1/3 Enterprise Segment (EBU) revenue (100% Subscription fees) and double digit growth
- Hire, support and coach Sales directors and Account executive.
Build and run Go To Market and Business Unit "Success Plan".
Report and forecast with accuracy - Make Salesforce trusted advisors and deliver Customer Success (more than 95% renewal rate)
Cross selling new acquisition solutions.
Regional Vice President
Salesforce
June 2011
to July 2015
Full-time
PARIS
France
- Reporting to Salesforce France AVP as First line, and heading in strong line 6 Field Account Executive in order to deliver a sustainable growth in Enterprise Segment (EBU) for the full Salesforce portfolio.
- Delivering more than 1/3 Enterprise Segment (EBU) revenue (100% Subscription fees) and triple digit growth.
- Delivering more than 1/3 Enterprise Segment (EBU) revenue (100% Subscription fees) and triple digit growth.
- Hire, support and coach Field Account Executive.
Build and run Account Executive Go To Market and Business Unit "Success Plan".
Report and forecast with accuracy
Support Account Executive in their sales cycle (from qualification to closing)
Performance Management Sales Manager Industry & Distribution sectors
IBM
July 2010
to May 2011
Full-time
PARIS
France
- Reporting to IBM France "Performance Management" Director as first line, and heading 6 Account Executive for Core and Invest Industry & Distribution sectors for IBM Analytics portfolio.
Delivering more than 100% of the quota (Licence fees) - Hire and coach Account Executive "Performance Management value proposition"
Set up and build Go to Market for Core and Invest Industry & Distribution sectors.
Conduct weekly forecast meetings
Support Sales people in their sales cycle (from qualification to closing)
Business Analytics Software Account Manager
COGNOS (IBM company)
February 2008
to June 2010
Full-time
PARIS
France
- In charge of Cognos Performance Management portfolio sales for Top Retail and CPG (Overachiever 2009) Accounts
- Define sales messaging, prospection, qualification and close deals for Cognos Performance Management solution
COO & Delivery Director (Co founder)
IRIS Business Developement
February 2002
to January 2008
Full-time
PARIS
France
- Build and set up external Inside Sales team for IT companies to increase their pipeline for Sales organization
- Define Lead generation plan including marketing activities and Sales methodology for IRIS customers
Sales Director (Co founder)
AMC
January 1995
to January 2002
Full-time
PARIS
France
- Define Sales Plan
- Prospection and qualification
- Sell Business value
- Closing
- Hire and motivate team
- Talent development
- Coaching and mentoring
- Business Value proposition
- Cloud Sales methodology
- Define and set up GTM
- Sales and Marketing Success Plan
- P&L responsability
- Change Sales Organization
- Enable Sales methodology
- Define and Drive Performance KPI
- Global System Integrator
- Resseling
- OEM
- Account Plan
- Discovery Plan/Solution Map
- C-Level Access strategy
- Decision Map/Influence Map
- Contract Negotiation
- Define and drive Demand Plan
- Drive Pipeline qualification
- Drive Closing
- Forecasting and Reporting
- Contract Negotiation
- English
- Spanish
