Some major achievements

Organize Sales and Reduce Time to Market

Context : Supporting the business growth of a service company undergoing a major transformation, with 4 different legal entities and business models, with few or no commercial processes and tools.

Realization :

End-to-end sales process design: organization of roles and responsibilities, CRM acculturation, industrialization of lead processing, account analysis and targeting, portfolio organization.
Design Thinking workshops to develop synergies, Structuring of the service catalogue, Knowledge Management.
Analysis and presentation of data for securing pipeline - backlog - invoicing, implementation of commercial management KPIs.
Analysis and management of calls for tenders, design of the collaborative environment for proposal management, reference management, Loss & Won reviews, ...
Regular audits to measure effectiveness, ensure compliance and consistent application of processes, and continuous improvement.

Results / Deliverables :

First version implemented in 1 year
+ 30 analytical dashboards
including the Scorecard for the group
+ 360 AOs processed per year
+ 2000 customer accounts analyzed
15 portfolios across 5 regions
+ 40 predefined charts of accounts
Structured catalog of 30+ services
Sales Support Intranet
Library of contracts and proposals

Head of Pre-Sales and Transformation, ManpowerGroup Solutions 2022 - 2025

Maximize the opportunity conversion rate

Context : Provide technical expertise to our clients from the beginning of the sales cycle and collaborate with business development teams to generate opportunities and support strategic sales actions on Cloud technologies, for deals < €10M.

Realization :

Management of the team of 15 Technical Sales Experts (Architects and Data Scientists) during a "turbulent" period (Covid, spin-off and redundancy plan): support for business development, design of demos / POCs / MVPs, acceleration of Cloud adoption, ...
Contribution to the European technical and commercial community and to marketing events in France.
Expert skills development, Sales enablement, Knowledge management, Internal communication.
Design of intelligent tools to support Sales and Pre-Sales.

Results / Deliverables :

Win ratio of +60% for opportunities covered by Experts (EU average)
Approximately 7 opportunities handled per Expert, with an average TCV of €1.6M per deal
+ 15 webinars
+ 25 newsletters
A portfolio chatbot with Watson
A TechSales Impact Analysis Dashboard

Multi Cloud Services Technical Sales Leader

IBM 2019 - 2021

Promote and enhance the service offering portfolio

Context : To guarantee the quality and feasibility of infrastructure service offerings and to enrich a complex portfolio of + 20 offerings from strategy to operations in the areas of Multi Cloud, Network, Resiliency, Security.

Realization :

Portfolio management of offers,
Market analysis, definition of the "Route To Market", relationship with partners,
Development of service offerings for IBM's catalog,
Sales enablement: Development of materials for Sales, Communication and popularization of technical subjects.
Contribution to marketing events in France, for example: Think Paris 2018 - Industrial and Innovative IT, Hub Institute 2021 - Intelligent Automation.

Results / Deliverables :