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  • CV: Head of Strategic Accounts - Satellite Operators

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    Personal information
     Name:<withheld>
     Age:<withheld>
     Country:<withheld>
     Location:<withheld>
    Contact information
     Email:<withheld>
     Phone:<withheld>
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    Candidate Profile
     Date Submitted:08-01-2016
     Last Modified:08-01-2016 (05:07)
    Job information
     Current job:Head of Strategic Accounts - Satellite Operators
     Employment Term:Temp/Contract
     Job location:Anywhere
     Date available:within 3months
     Industry:Civil Agencies/International Organizations, Satellite Manufacturers and Subcontractors, Satellite Operators, , , Launch Systems
     Keywords
    CV

    Nationality:

    French & Spanish

    PROFILE

    Experienced International Sales Leader within the Telecommunications, Security & Defense markets. Has built collaborative relationships with key international Government customers such as Air Forces, Civil Aviations, Police, Minister of Interiors and Defense, Satellite Operators, NATO, IATA, ICAO… Extensive experience in selling and managing complex sales projects in the areas of Communications, Security & Safety. Capable of leading international and multidisciplinary teams. Current and previous experience in the International SatCom industry with major Oil&Gas and Government Telecom Operator (Schlumberger Network Solutions (currently RigNet)) and with a major SatCom Terminals & Infrastructure supplier (Cobham SatCom). Strong knowledge of key competitors such as Inmarsat.

     

    CAREER SUMMARY

     

    2015 – current              COBHAM – SatCom

    -       Head of Global Strategic Partners – Satellite Operators

                                        Satcom Infrastructure & Terminals

    2014 – 2015                  SAMSUNG – Techwin Defense & Security (temp contract)

    -       European Project Sales & Business Development Vice President

                                        Defense & Security equipment

    2011 – 2014                  HONEYWELL – Automation & Controls Systems Division

    -       Global Sales & Business Development Director

                                        Critical Infrastructure Protection and High End Security

    2006 – 2011                  THALES GROUP – Thales Air Systems Division

    -       Europe & Central Asia Head of Sales

    -       Latin America & Middle East Head of Sales

                                        Civil Aviation & Airports Infrastructure and Services

    2005 – 2006                  GENERAL ELECTRIC - GE Homeland Protection

    -       Southern Europe and Africa Regional Manager

                                        Explosive & Narcotic Detection Equipment and Services

    2000 – 2004                  SCHLUMBERGER – Network Solutions (currently RigNet)

    -       Spain & Portugal Regional Security Consulting Manager

    -       Security Consultant

                                        Technical & Management Security Consulting for the Oil & Gas Industry Majors

     

    MAJOR ACHIEVEMENTS

    • Reached 400 Million USD of order intake p.a. in worldwide sales of infrastructure, products & services and ensured a profitable booked gross margin.
    • Converted strategic sales opportunities (+100 Million USD) by leading complex negotiations for both new install and service in several countries in Europe, Americas and Middle East.
    • Deployed several formal and informal sales networks to drive growth in strategic international markets.
    • Managed change within sales & marketing organizations to address competitive markets and produce long term profitable growth by strategic optimization of product & service portfolios.
    • Liaised and managed successful relations with Governments (Ministers, of Interior & Defense, Minister of Transportation...) and major transportation and utility companies.

     

    DETAILED CAREER HISTORY

    2015    - current              COBHAM – Satcom Infrastructure & Terminals             (UK)

    Satcom - Head of Global Strategic Partners – Satellite Operators

    §  Owner of Strategic relationship with key Accounts at CEO and BU President level

    §  Responsible for order intake and gross margin with SatCom Operators accounts

    §  Manage Inside Sales Organization in charge of Global Accounts

    §  Business facilitator for all Cobham SATCOM entities enabling new product introduction from design to type approval and distribution

    §  Leverage Cobham Plc influence in the market: UK Space, ESA and other Satellite Communications related organizations

    §  Lead and capture new business and growth opportunities with targeted accounts

     

    2014 to 2015                 SAMSUNG – Techwin – Defense & Security Division– (temp contract)            (UK)

    Defense & Security Solutions– VP Sales & Business Development

    §  Creation and Development of new Business Development organization from scratch and focused on vertical markets and large project sales (30 resources)

    §  Owner of Commercial relationships with key customers.

    §  Responsible for order intake and gross margin on Security Projects in Europe

    §  Manage Budgets and Costs (P&L) for the European BD department

    §  Definition and Implementation of new project sales processes

    §  Responsible for defining and implementing complex negotiations

     

    2011 to 2014                 HONEYWELL – Critical Infrastructure Protection Division            (France/Spain)

    High End Security - Global Sales & Business Development Director/VP

    §  Accountable for order intake and booked gross margin of Honeywell Security

    §  Responsible for hiring, managing, mentoring and coaching global sales and business development team (16 internationally located resources)

    §  Manage budgets and costs (P&L) for the European BD department

    §  Lead definition and implementation of commercial strategies in key markets of interest (USA, Brazil, Middle East, India, China, UK, CIS, Russia...)

    ·         Primary PoC for high end security matters for internal (up to Division and BU Presidents) and external stakeholders.

    §  Lead global strategic alliances and partnerships

     

    2006 to 2011                 THALES – Thales Air Systems – Air Traffic Control & Surveillance              (France)

    Various International Sales Director roles (EMEA, Russia & CIS, LATAM)

    • Managed & coached sales organizations (8 Sales managers) & activities
    • Defined, implemented and monitored sales strategies and targets
    • Accountable for order intake and booked gross margin of ATC-CNS business

    §  Negotiated large strategic contracts in regions of responsibility

    §  Ensured coordination, communication and liaison with Marketing, Legal, HR and various business units.

    • Defined and implemented strategies for developing business in new countries
    • Drove strategic global partnerships and long-term relationships with key accounts such as IATA, ARINC, World Bank

     

    2005 – 2006                  GENERAL ELECTRIC (GE) – Homeland Protection & Security   (France/USA)

    Southern Europe & Africa Regional Manager

    §  Accountable for order intake related to airport security business in the region

    §  Managed external channel and direct sales organizations

    §  Drove strategic partnerships and long-term relationship with key accounts

    §  Defined strategy to address new market niches: nuclear power plants, oil&gas

    §  Built senior relationships with Governmental organizations: Senate, Ministries of Interior & Defense, Civil Aviation Authorities and Homeland Security Departments

     

    2000 - 2004                   SCHLUMBERGER – Network Solutions (currently RigNet)       (France/Spain)

    Spain & Portugal Security Consulting Manager

    §  Position global Schlumberger MPLS backbone and satellite network offering within the oil&gas and government sectors.

    §  Launched from scratch Security Consulting branch of Schlumberger in South Europereaching revenue of 3 Million Euros during first year.

    §  Built and led regional consulting organization focusing on key market areas

    §  Managed worldwide telecommunications & security projects for energy majors

    §  Restructured solutions portfolio to adapt to local market needs

     

    EDUCATION & QUALIFICATIONS

     

    2010 - 2011                   Economic & Business Intelligence Course

    IHEDN – High Institute for National Defense – Military Academy (France)

    2004 - 2005                   Master in Business Administration (MBA)

    INSEAD (France & Singapore) / French Government Scholarship

    1995 - 2000                   Master in Computer Engineering (MEng)

    INSA-Lyon (France) & Trinity College of Dublin (Ireland)

    1998 - 2000                   Master in Computer Science (MSc)

    University Lyon 1 (France)

     

     

    OTHER TRAINING

     

    2006                             Training on NBRC Weapons for Mass Destruction

    High French Committee for Homeland Security (HCFDC) (France)

    2002                             Project & Program Management Certificate

    American Management Association (USA)

    1995 - 1998                   European Value Added Training Certificates (European Euforia Program)

    §  European Institutions

    §  European Economy

    §  European International Relationships

    INSA Lyon (France)

     

     

    PROFESSIONAL MEMBERSHIPS, AWARDS & QUALIFICATIONS

     

    Security Clearance        

    INHES                          National Institute for High Security Studies Alumni Association Member

    UK Space Council         Cobham representative at UK Space Council Meetings

    Wharton Aerospace       Member of Wharton Aerospace Group – Association of senior executives with shared commitments to the Aviation & Aerospace Industry.

    HCFDC                         Former Member of French High Committee for Homeland Protection & National Security

    Scholarship                   French Government Scholarship covering full MBA Program costs at INSEAD

     

     

    LANGUAGES

     

    Spanish:                       Mother Tongue

    French:                         Mother tongue

    English:                         Fluent

    Portuguese:                  Fluent

    Others:                         Notions (Italian, Japanese)

     

     

    PERSONAL INFORMATION

     

    Health:                          Good physical condition, non-smoker

    Driving License:             B (car), A1 and A2 (motorbikes)

     

     

    OTHER INTERESTS

     

    Athletics: Bronze Medals at 1993 & 1994 Junior High-Jump national championship in Spain

    Adventure Sports: Sky and scuba diving. Currently taking Private Pilot License exams

    Passionate of British New Pop, discovery of new bands and rhythms

    Travelling


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