Etienne Sauze
Senior Manager, Regional Sales, EMEA Business Development, CISCO (EMEA - Emerging)
14 years experience of Sales and International Business Development in ICT/high-tech
Devise, lead and execute strategies for new market penetration and growth
STRATEGIC AND OPERATIONAL AREA
1. Sales strategy main axes definition through gap and market analysis
2. Business Plan creation, participating in the overall regional Go To Market model
3. Execution with the team and thru transversal collaboration (federating other leaders)
4. Sales reporting and forecasting (weekly, monthly, quarterly) to the theatre management
SALES AREA
1. Large scale (50 countries) new technology Demand Generation: pipe creation, funnel qualification, large opportunities identification (multi $M projects),
2. Recruitment of channel business partners in line with the defined strategy and the 3-tier business model
3. Driving of the sales cycle with pre-sales and consultant communities; support in negotiation and large deal closing,
4. Customer engagement up to CxO level,
5. Territory animation thru marketing activities, mass media engagement, national/international events
MANAGEMENT AREA
1. Build a team of people from various cultures, countries and backgrounds: motivate, build confidence and trust, success recognition, overachievement culture, cross team collaboration spirit. Leading by example.
2. Federate and motivate distributed teams (matrix organization) around the strategy (scaling effect in plan execution)
ICT / VERTICAL AREA
1. ICT: Mastering of business enablers technology concepts: Unified Communication, Contact Center, Collaboration, SaaS, IT Security, Datacenter, Virtualization, Content Mgt, and Application Delivery markets, on the top of the LAN/WAN ones.
2. In depth understanding of the Financial and Service Provider sectors ICT drivers.
EDUCATION
Engineering School of Neuchatel, HES –SO (Switzerland), diploma in Electronics (1995) – Bac +5
Baccalaureate (Besançon – France) (1989)
ADDITIONAL INFORMATION
Languages:French: mother tongue
English: Business fluency (used daily)
Education in Enterprise: (Internal trainings)
“Remote management”, “Building a successful team”,
“Advanced presentation”, “Advanced negotiation”, “Art of Facilitation”
“Effective meetings and Time Management”
“Krauthammer International” (winning complex sales)
19 contactsResponsible for business activity creation and progression, reporting to the EMEA management
Mission:
Build and develop a Sales operation to ensure market opening for new ICT solutions in new territories as well as goal achievement ($35M +)
Outcome:
80% growth in 2007, doubled revenues from 2006 to 2008 ($16M to $35M). Sales operation grew (matrix organization), scaling up to 10/15 made of people handling channels, technologies and accounts. New channel partners recruited and developed. Penetration of key/strategic accounts.
2003 - 2005Responsible for the development of the mid-size companies segment, leading Insides Sales people.
Mission:
Create and develop revenue streams by leading inside sales force for the small accounts coverage (remote team of 4). Improve sales forecasting.
Outcome:
target overachievement (target +30% in 2004 and +40% in 2005) thru leadership in execution during sales/marketing campaigns with the inside sales force (revenues grew from $5M to 8.5M).
2000 - 2003Responsible for structuring and penetrating a new market segment (mid market, created in 2000)
Mission:
acquisition of new customers, growth of the existing ones, seminars co-organizer / speaker (20 to 150 people), manage the relationship with the channel partners, sales forecasting accuracy.
Outcome:
150% territory growth in 3 years (from $2 to $5M). Acquisitions against competition and wins such as Rolex, Migros, JP Morgan, Barclays.
1999 - 2000Responsible for the manufacturing sector sales development.
Mission:
Seek out, follow up and achieve large scale projects; Teamwork with the marketing, the consultants and the technical engineers.
Outcome:
Goal: $2M, Achievement: $3M. Large projects at Logitech, Japan Tobacco Int., Patek Philippe.
1998 - 1999Responsible for the midsized market sales development in the Manufacturing and Banking sectors.
Mission:
Solution selling rather than product. Growth generated by winning complex thru a good teamwork.
Outcome:
overachievement of the goal ($2M). First IP Telephony win in Switzerland.
1996 - 1998Responsible to sell new digital copying machines, connected to the LAN
Outcome:
Learning the basis of the sales cycle, prospection, analysis to meet the needs, proposal, and the negotiation till the successful conclusion. Target overachievement after the first 6 month
