Soulacroup MARC

En résumé

Entreprises

• ALCATEL-LUCENT ENTERPRISE INTERNATIONAL S.A.S. - RESPONSABLE RESEAU DE DISTRIBUTION

  2004 - maintenant (12 years) - ALCATEL-LUCENT ENTERPRISE INTERNATIONAL S.A.S. (650M EUR , 3 000 employees)
  AFRICA & MIDDLE EAST division (50M EUR , 50 employees)
  EMEA leader in Communication Solutions for Enterprises (IP Voice, Data Infra, Cloud, Digital, Security, Managed Services)
  
  2 years - CHANNEL SALES MANAGEMENT
  Built from scratch the distribution channel for Morocco and Tunisia, 1 M EUR revenues (+ 100% growth YoY ~ 10 % Market Share)
  * Recruit 30 new System Integrators : interviews, business plan, organization set up, go-to-market ;
  * Educate partners with How-to-Sell methodology (try&buy, use-what-you sell,...) ;
  * Animate sales with regular Back End Rebate programs ;
  * Design Ready-to-Sell communication bundles to help major Telcos (INWII, MEDITEL-ORANGE, MAROC TELECOM) for off-the-shell sales. ;
  * Track business pipeline with CRM SalesForce and performance with ERP Business Object/SAP.
  
  8 years - BUSINESS DEVELOPMENT MANAGEMENT
  Support to Business Partners (distributors) over Africa & Middle East for SME segment, 6M EUR revenues (+ 10 % growth YoY)
  * Organize regular seminars region wide on product launch, marketing program, incentives rewards. ;
  * Manage emailing campaigns for lead generation and solutions awareness. ;
  * Edite market trend, competition analysis and technology adoption papers.
  
  2 years - SALES KEY ACCOUNT MANAGER, based in Delhi, India sub continent
  * Achieve 5M$ revenues (+10% growth YoY), based on IP Digital Voice, LAN switch, WIFI infrastrusture, Cloud, Security. ;
  * Liaise with key Indian accounts (10 000 VoIP end points for KANBAY / Cap Gemini,...).

• ALCATEL S.A. - RESPONSABLE GRAND COMPTE

  1998 - 2004 Major global telecommunication infrastructure supplier for Carriers
  
  2 years - KEY ACCOUNT MANAGER, based in Bharain (1Bn EUR , 5 000 employees)
  SAUDI ARAMCO account, largest worldwide oil & gas producer.
  * Overachieve 55 M$ revenues (+50% over quota), based on IP/ATM core switches and Optical DWDM multiplexers product. ;
  * Set up Winning Sales Strategy: sole vendor for equipment & fair competition for EPC Contractors in close relation with local ``Agent''. ;
  * Foster IT Aramco staff with Alcatel products & strategy for consistent network, based at Aramco IT Dammam (Saudi Eastern province). ;
  * Liaise with Credit Process Management and Supply Chain to secure delivery and payment recognition.
  
  4 years - KEY ACCOUNT MANAGER
  TELECOM DEVELOPMENT/CEGETEL account, major alternative carrier for transit
  * Achieve 100 M EUR revenues green field based on 25 x Alcatel E10 ATM/IP voice core switch. ;
  * Liaise with Product Line Managers (PLM), Solution Designers to secure network consistent design. ;
  * Member of CxO Technical Steering Committee.

• ORANGE BUSINESS SERVICES S.A. - INGENIEUR COMMERCIAL

  1992 - 1998 (6 years) - ORANGE BUSINESS SERVICES S.A., France (1Bn EUR , 1 000 employees)
  * Generate more than 1M EUR /year revenues (+ 15 % growth), based on Managed Services X400 & E.D.I (Veritas, Ministry of Finance,...)

Formations

• INSEAD

  Fontainebleau 1999 - 2000 Master of Science EXEC MARKETING
  
  mARKETING mix FOR TELECOM

• Institut Supérieur D'Electronique De Paris ISEP

  Paris 1985 - 1987 MSc
  
  electronique, telecom, informatique

Réseau

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