Emile Martinie
Sales Director, Ventyx an ABB company
Experience summary:
20+ years experience in software business, domestic and international working
for System Integrators and Software Editors
New business development and account management
Global sales: licence, services, maintenance
Full sales cycle: marketing, prospecting, sales closing, contracts, projects follow up
Team management: sales, pre sales and projects managers
Partners management: System Integrators, software and hardware vendors
Technical domains: Commercial and Technical Information Systems, Energy Utilities & Telco
28 contacts2004 - 2011New Business development & accounting management for Energy & Utilities market
Products and associated services in: Billing & Customer Care, Asset, Mobile Work Force,
Network Management, Meter Data Management, Smart Metering...
Global accounting management for EDF, Veolia, Suez, EDP, REN …
Results:
Multi millions $ sales for EDF, Veolia, Poweo, Suez, EDP, REN, MobiE (Electric vehicules)…
Multi millions corporate contract with Veolia Water (France, US, China, Emirates etc…)
Over 500% of the 2007 sales objectives
Award of the best EMEA sales director of the 2007 fiscal year
2003 - 2004New Business development in OSS & BSS
Partnership development (System Integrators, software and hardware vendors)
Global account management for specific accounts (Orange, Bouygues, SFR)
Results:
Multi millions $ sales for France Telecom/Orange group
2000 - 2003New Business development for major Telco & Utilities EMEA in OSS & BSS
Strategy, marketing plan, pipeline elaboration
Indirect sales development through partners channels (Cap Gemini, Accenture, IBM, Steria, CSC, Eurogroup…)
Training to sales and pre sales, attendance to shows as exhibitor and speaker
Results:
Multi millions $ sales for telecom & Energy Utilities operators
1995 - 2000Complete offer building: products, services, partners
Pipeline elaboration, proposals, sales closing, contracts negotiation
Projects direction: technical, commercial, contractual, human resources
Building of a worldwide training agreement with Alcatel
Turn over quickly growing from scratch to 10 M$ in 2 years time
Results:
Team management from 1 to 40 people, opening of 2 competence centres : France and Germany
Over 75 % success in answers to RFP, over 200% of sales target
More than 15 new customers acquired:
• France Telecom and subsidiaries : Mobilix (Denmark), Globtel (Slovakia), Optimus (Portugal), MobiNil (Egypt), Mobicom (Jordan), Voxtel (Moldavia)
• also 9telecom, Cegetel, Lyonnaise Cable, and Novis (Portugal), E+(Germany), SBAM(China), Sunrise (Switzerland), Sprint (USA)…
1995 - 1997OSS domain covered: Fault, Performance, Inventory, Order management, Service Activation, Trouble ticketing, Mediation…
Projects managed for France Telecom and Cegetel, up to 15 engineers
1990 - 1995Projects for Matra-Defense, EDF, Philips, Aerospatiale....