Daniel Jallais

Pre-Sales activities to support Salesforce.com's PAAS (Platform As A Service) and DAAS (Development As A Service) offers during CRM as well as "pure platform" sales.
Platform is Salesforce.com's rewarded CRM application's foundation now available for customers to develop their own applications, out of CRM or to extend their CRM.
I'm supporting all platform layers: Infrastructure & performances, databse, integration, logic (workflows, approval processes, formulas, validations, Apex code), user interface (Visualforce), mobile... with main focus on Southern Europe (France, Spain, Italy, Portugal).

Presales activities (presentations, demos, RFP, prototypes, explanations, exhibitions...) on Salesforce.com's SAAS (Software As A Service) offer.
I'm working to present both CRM functional and non-functional aspects of SAAS: performances, security, network, integration with other information systems, extension / customization, SSO, deployment on mobiles...
CRM means SFA, marketing, customer service & support, call center, partner management...
Activities in France as well as in other European countries (UK, Belgium, Germany, Netherlands, Italy...).

Consulting on architecture and how software can solve business needs: internal architecture of information systems and applications, ASP and very light client deployment (including load balancing and load tests), system virtualization, Open source tools… for several companies.

2700 employees, annual revenues of € 200 Million, retail group for house equipment in Russia with 38 shops and 2 wholesale platforms.
Organization and Technical audit, partly in Moscow.

* Objective: to get monthly key figures on 5th of next month instead of 20th.
- IT system audit with in depth analysis of existing applications, interactions, data flows and systems.
- Sales, buying and logistic organizations review to define new cost price calculation and new objectives for buyers and sales men according to management’s objectives.
==> System changes proposal including removal of some packages, more efficient data flows, architectural changes and « Quick Wins » to save hundreds of thousands dollars per year with a better business efficiency as initial steps to the new solution.

* Analysis of the new whole sales remote application.
==> Presentation of a new way to analyze application from business goals and needs to technology.

200 employees, annual revenues of € 80 Million, software publisher specializing in retail solutions for: central buying offices, shops, specialized shops with solutions deployed in 20 countries. Consolidation in progress after integration of several companies.

Consultant, with direct reporting to COO.

* Restructuring and integration in the group of an off-line Business Unit:
- Management, follow-up and review of the sales activity: development of the price-list, sales documents, general sales conditions, order process.
- Sales visits to customers. On-site sales and technical activities management.
- Customer negotiations (modules, hardware, financial aspects) and related problem solving (availability, installation, billing…).
- Move from an oral to a written culture. Team integration in the group: process, communications, tools.
- Sales activity reviews with Spiral’s CEO and COO.
==> Annual objectives of +20% turn over with growth margin conservation exceeded with +50% realized.

* New products and product plan definition:
- Analysis and design of the new back and front office retail package.
- Creation and development of the users’ club.
==> New main customer group (300 specialized shops) conquest. In charge of the answer to RFP: pre-sales and negotiations on functional, technical, sales and financial points.

10000 employees, annual revenues of $1.7 Billion, (world’s 5th largest software editor), specializing on application life cycle tools: development, tests and network/system management.

Development & Integration product line = OptimalJ (innovative MDA based Java / J2EE workbench), Uniface (4GL), OptimalFlow (BPA / BPM), OptimalView (portal), JTi (OEM from GraphOn similar to Citrix or TSE).

EMEA Pre-sales manager (Product Line Sales Support Manager) on Southern Europe and on EMEA from November 2001 within a worldwide team with direct reporting to the US headquarters.

* Pre-sales and Product oriented activities:
- Answers to RFI / RFP, POC and prototypes activity and responsibility, some with products and people from different product lines and 3rd party companies.
- European expertise on the product line, customer assistance.
- Presentations and animation on customer sites and during international seminars, exhibitions and meetings in English and in French, to C level managers as well as to technical people.
- Sales support tools preparation: presentations, demos, white papers, selling points, testimonials…
- Active participation to functionalities definition, development, use and tests, documentations, training materials and online-supports for OptimalJ.
==> Operational successful launch of a new Java / J2EE product in Europe with best world wide results in terms of customer number (52 on 100).

* Team management (24 pre-sales on 22 countries) and Sales support (43 sales reps with 2 European Sales Directors):
- « Train, Support , Coach & Mentor » on sales, technical and product related aspects.
- Trainings: 2 sessions of 12 attendees during 1 week, twice a year in English.
- Briefing and follow-up of pre-sales’ activities or on-site visits with them.
- Sales team support and training with the European Sales Directors.
- Partners recruitment, training and follow-up, some replacing missing local pre-sales team.
- Sales activity reviews with Country Managers, European Sales Managers and European VP.
==> Best world-wide results in terms of sales objectives for this product line: 95%.

- Presentation and demos to C level managers as well as to technical people.
- Prototypes and complex POC responsibility.
- Answers to RFI / RFP, POC and prototypes
==> New market conquest (retirement and health insurances).

- Fast learning of products, environments and solutions.
==> European expertise on JTi (very light client similar to Citrix) deployment, AS/400, Tuxedo and Web Services integration with Uniface and Java.

- Active collaboration to world wide sales support team.
==> Internal beta tester for OptimalJ, chosen by the development labs (7 persons world wide).

38 persons, annual revenues of 30 Million French Francs (€ 4.5 Million), software house specializing on mobile sales forces automation.

Technical Manager.

* Pre and post sales activities
- Answers to RFI / RFP, presentations, on site installation, training, support and troubleshooting.
* Development team management
- Hiring, management and activity management of the development team (12 persons).
- Development tools, methods and databases choice and responsibility.
* Technical management
- In charge of the communication software and of the communication / processing server design, maintenance and evolution.
- Analysis, design and development of the company’s offer: hardware(servers and laptop), modems, architectures, specific software and packages.
- In charge of functional, architecture and database design of the new package replacing the specific-only software offer.
==> From the early beginning of the company (3 persons) to up to 40 persons with a complete offer (hardware, software and assistance) renewed and up to date.