Technology experience

BULL Manager, OEM and Indirect Sales – Asia / Pacific • Paris, France / Tokyo, Japan • 1994-1996
Successfully started businesses in OEM and indirect sales for APAC. Worked with local managers to overcome resistance to change and to successfully implement indirect sales and OEM initiatives. Recruited and trained new talent. Developed an Asia Competence Centre to facilitate support of marketing, sales and delivery.
• Beat out major competitors to form two complex strategic partnerships.
• Drove initial 2-year sales to $27 million and doubled gross margin via indirect sales.

BULL Marketing Program Manager – Worldwide • Paris, France • 1993-1994
Charged with launching a program to better address and bid large international projects as well as enhance follow-up with major accounts. Consistently analyzed win/loss ratio. Created processes and tools. Trained teams. Initiated marketing programs and monitored worldwide implementation by local personnel.
• Launched a “won/lost” business analysis program to identify weaknesses and leverage best practices.
• Increased win rate for large bids from 38% to 51%, generating $104 million.

CANEI / PRG • Product & Channel Marketing Manager – Worldwide • Geneva, Switzerland • 1991-1993
Directed product and channel marketing for 22 countries, ensuring channel consistency and driving sales across additional channels. Held full budgetary authority and established key partnerships. Developed an executive dashboard and implemented more effective internal systems.
• Supported the design and launch of new product lines dedicated to the unique needs of the Japanese and U.S. markets.
• Recruited new distributors and established new channels, increasing sales by 14% to $24 million.

NCR – TERADATA (AT&T GIS)Account Manager • 1990-1991
Charged with managing and developing a portfolio of business with SMB and mid-market customers. Assisted in building vertical marketing positioning and solutions, aggressively hunting for new business with large customers.
• Established relationships that secured access to the bid lists of 2 major global companies.
• Generated $1.2 million in incremental sales.

GRAY CONSULTING • International Marketing • Philadelphia, USA • 1989

DIALOG COMPUTER • Sales Representative • Dijon, France • 1987-1988


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