Marc Burnier
Marc Burnier - Profile and Competencies
Marc Burnier
74800 Saint-Pierre-en-Faucigny France
e-mail: marc.burnier@orange.fr
Profile
Two years of Global Account Management at HP Services. (See more details below)
- Achieved 15% YOY growth with Star Alliance (23M$) and 25% with DHL (40M$)
- Value sales to CFO and CIO
- Strong capabilities at creating new unsolicited business opportunities
- Strong focus on IT infrastructure outsourcing and more specially, End User Workplace management and C&I
- Developed trusty relationships with DHL decision makers based on:
• Dedication and commitment
• Real and concrete IT management expertise and experience
Three years of Outsourcing and Complex Bid management experience with SITA, the leader of Airlines IT solutions.
• Sales successes materialized by several multi-million dollars closed deals.
• Understanding of Airlines business and IT challenges
• Interaction with C-levels
• Set-up and deployment of a complete suite of business processes, methods and tools and groups of experts for re-enforcing SITA’s position as the primary IT solutions partner of the Air Transport Community.
Twelve years of international IT experiences with Digital-Europe in the areas of:
• Business consulting: process re-engineering and improvements
• IT consulting: alignment of customer IT environment with business strategy
• Management of an international IT infrastructure and software engineering projects
• People management, in a multi-cultural environment.
Key Competencies
The combination of my IT/IM management background and successes in Outsourcing and complex bids, puts me in an outstanding position to be accepted as a true partner by both value-added IT services providers and their customers.
• Successfully manage Outsourcing and complex bids
• Drive account teams on strategic sales and to continuously develop new business opportunities, to drive the development of Value Propositions and to promote them to C-Level
• Lead the assessment, automation and optimization of business processes
• Influence company decisions by integrating business and IT strategies
• Drive efficiencies into -and then lead- the IT infrastructure
• Continuously explore, formalize and apply new working methods
• Build and drive to success multi-disciplinary bid and project teams.
3 contacts2003 - 2006Hewlett-Packard Feb 2003 - Now
DHL Global Services Account Manager Mar 2004 - Now
I led the development of services business within DHL on a WorldWide basis
Major Business results
• Achieved 40 M$ the first year. This shows + 25% growth YoY
Star Alliance Global Services Account Manager Feb 2003 – Mar 2004
I led the development of services business within Star Alliance (15 airlines)
Major Business results
• Achieved 23 M$ This shows + 15% growth YoY.
1999 - 2002Société Internationale de Télécommunications Aériennes
Sales Development
Director, Complex Bid Management Jan 2001 - Now
I led the development of best practices in the area of Complex Bid Management. In complement, I personally took the drive of major complex bids.
Major business results:
• Sales: For one of the top 3 major European airline, successfully driven a complex managed services deal for their whole IT infrastructure in Europe and Northern Africa and engaged partners: 8M$ over 3 years
• Business Development: Built and driven a group of 12 airlines and IT specialists for the assessment of the full IT environment of a medium size airline in Salvador. Demonstrated SITA’s ability to solve airlines specific business issues. On completion of this exercise, SITA has been invited to bid in competition with EDS and HP
• Strategic Business Initiative: Built and driven a group of 9 airlines /IT specialists for the assessment of the full IT environment and airlines specific business processes, of a medium size airline in Jordan. Positioned SITA as their primary partner and developed a complete business partnership proposal for both managing their IT infrastructure and reselling IT services in Jordan and the Middle East. Estimates: 80M$ over 10 years
Business practice results:
• Account Development Planning: Expand the current SITA Account Development Planning by integrating the Strategic Selling methodology (Miller Heiman).
• Bid Management Practice
• Established 1 unique SITA bid management process through all regions and all lines of business
• Customization of an external (5 days) Bid Management course (AIMS, UK) to SITA’s specifics and delivery to 37 new Bid Managers
Outsourcing Division
Director Business Delivery and Practice Management Aug 1999 - Dec 2000
As part of the Outsourcing business development program, I personally drove several major Outsourcing bids and led the development of the Outsourcing business practice
Business results. I:
• For a medium size airline in South Africa, obtained customer’s confidence in SITA’s outsourcing capabilities and successfully led the bid development for the outsourcing of their global network and desktop infrastructure: 192 M$, 11 years, signed in Dec 2000
• For, the second biggest Global Distribution System company, developed an outsourcing value proposition to position SITA as their primary partner for the outsourcing of their worldwide backbone: 80M$, 7 years
• For a medium size airline in Kuwait, driven the IT environmental assessment and the development of a global network and desktop outsourcing capability statement. This customer awarded SITA the technical due diligence contract (600K$) and the development of the RFP.
• Produced collaterals and articles for promoting SITA’s Outsourcing Value proposition in the Air Transport Community
• Developed SITA’s outsourcing capability statements for major airlines company and alliances
Methodologies and business practices. I:
• Defined and implemented a completely new Client Management model for major outsourcing deals
• Driven, the development, the packaging and the deployment of a best-in-class Outsourcing business practice in the areas of:
• Customer environment assessment
• Financial and technical due diligence
• Staff transfer management
• Delivery Management Model
