Software experience

MICROSOFT • Paris, France • 1996-2002
International leader in software, hardware and related services and solutions. Revenue of $28 billion.

Manager, Strategic Enterprise Alliances and Sales (1999-2002): Led 15 people to develop the large account business by partnering with key consulting, service delivery and technology firms through initiatives such as a joint business and technical value proposition and a field-engagement assistance plan to enhance performance and extend contracts. Collaborated with other teams and partners to develop the ideal go-to-market strategies for new products and services.
• Initiated expansion into field of mission-critical systems.
• As a result of superior performance and demonstrated thought leadership, chosen to work directly with company executives to develop a high-profile pan-European alliance.
• Expertly handled channel conflicts to generate $36 million in revenue, including multimillion-dollar service contracts.

Group Marketing Manager, Value-Added Channels Strategy & Development (1997-1999): Supervised 12 staff members and a 20-strong independent telesales team. Increased revenue in the SMB and mid-market areas by developing a new value-add channel. Selected and recruited optimal system vendors, software developers and service providers.
• Established key partnerships through best-practice recruiting that reduced competitors’ capabilities.
• Enhanced staff and channel performance by implementing a Sales Specialist certification.
• Achieved revenue of $12 million in highly competitive market, minimising headcount and budget increases while maximising lead-generation, management functionality and go-to-market initiatives.

Manager, Multinational OEM Accounts – Europe (1996-1997): Led strategic development of new OEM businesses throughout EMEA. Oversaw relationships with international partners.
• Improved efficiency by facilitating more effective inter-departmental and cross-affiliate communication.
• Expanded viable markets with a new SMB business stream negotiated with HP headquarters.
• Significantly boosted sales by $3.6 million with successful OEM initiatives that allowed for low cost of sales and 96% gross margin.

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