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PASCAL MOUSSIER

53 years old, French nationality, 1 daughter


7 bis, Avenue Pierre Grenier 92100 Boulogne Billancourt France
Telephone: +33 1 73485718 - Mobile: +33 668329925 - @: pascalmoussier@yahoo.fr

KEY SKILLS
B2B Sales or business development of IT or Telecom systems and services
OEM, Large Enterprise or Channel accounts relationships development
Management of Partnerships and Strategic Alliances in high-tech environment
ICST research and innovation support
Technological programs or projects management

PROFESSIONAL EXPERIENCE

5/08 to 2/09 DDB France - Consulting, Training, Communication and Incentive Agency. 40 employees,
Telecoms Market Director
Develop and manage the key accounts (Orange, SFR, Nokia, Bouygues Telecom …) sales training activity
Closed new services contracts with NOKIA France, Europe and USA
102 % global performance with € 2 M Gross Margin

1/05 to 5/08 INRIA - ICT Public Research Institute, 3800 employees, €186 M budget, 8 regions
Technology Transfer & Innovation: Telecoms & networks Partnerships Director
Transform research collaboration into value for industry through bilateral and multilateral scientific cooperation
Promote and coach the expert research teams with the Telco R&D accounts in building partnerships
Launch and work out the framework agreements or collaborative projects and pilot operations
Created a common Research Lab with Alcatel-Lucent Research & Innovation
Led the Telecoms efforts in European projects (PCRD FP7) and competitive clusters (System@TIC)

5/02 to 12/03 NextiraOne Europe - Paris, 5700 employees, $1.1 B, network services and solutions provider
Multinational Business Development Director (20 national subsidiaries, Platinum Equity Private Fund)
Execute the strategy and promote the services portfolio towards the multinational accounts
Supervise the virtual team, participate in key projects or RFPs and help directly the KAMs
Coordinate and cross-leverage within Europe, also between Europe and North America
Implement a Global Account program, multinational rules of engagement and business processes
Generated a $ 60 M + pipeline - Led closing for $10 M services contracts in 18 months
149 % performance (distribution & services revenue, Operating Profit) over 2003

9/93 to 4/02 ALCATEL - Paris, 21000 employees, €4.7 B, Private Communications Group
Business Line Director (6500 employees, 25 countries, €1.5 B, Enterprise distribution and services HQ)
Launch and deliver a WAN and Unified Communication suite of solutions across Europe
Negotiate and sign resale and service agreements (Newbridge, Cycos, CS Telecom, IBM)
Collaborate with suppliers and leverage local teams for competitive advantage and customer
retention
$ 43 M sales in WAN, $ 3 M sales in Unified Communication in 18 months
117 % performance (gross contribution, Operating Profit) over 2001

Commercial Operations Area Manager (7200 employees, €1.6 B, Services & Distribution Division HQ)
Supervise Data networks activity and P&L over France, Germany, India and Asia-Pacific territory
Implement consistently the products portfolio, procedures, plans, marketing programs and tools
Build future pipeline, provide sales support and negotiate for the strategic deals
103% performance in orders and operating profit over 2000 - Built 5 Solution Focused Teams
Exceeded yearly sales quotas by 133% (France), 128% (Germany) and 171% (Asia Pacific) over 1999

Channel Sales Development Director (Enterprise & Data networks Division France)
Re-define channel strategy and target markets for Data corporate and alternative products
130% performance in orders and revenue over 1998

Customer Marketing Director (2800 employees, FF3.7 B, Alcatel Business Systems, Systems & Data
networks)
Supervise and develop the team of Data Coordinators (8), Sales (90), SE (25) within the regions
Customize and execute the corporate programs, sales support tools and customer events
Achieved 120% performance in products orders and total revenue over 1997
Achieved 149% in products orders and total revenue over 96
Sales Director of Distribution networks (200 employees, FF1.5 B, Alcatel Réseaux d’Entreprise, PBXs)
Drive channels (300 sales reps) and direct sales (18 regions, 500 sales reps) combined revenue
Execute the national commercial strategy and harmonize the conflicts
Lead the France operation including Regional Sales (6), SE (5) and Channel Account Managers (9)
Optimise the global sales performance (middle-management training, solution selling, channel account
plan)
105% performance (total revenue, DECT/Wireless orders, 50 seminars for SMB) over 1995
102% performance in products revenue and 114% performance in margin over 1994

2/91 to 2/93 NCR France - Paris, 1600 employees, FF1.6 B, 36 regional offices, Computers and networking
VAR National Sales Manager (direct report to the Independent Marketing Division Director)
Rollout and operate a new Co-operation program (ISV, Consulting, SI) to push/pull indirect sales
Liaise directly with European HQ to align with industry marketing and multinational accounts program
Build and motivate a team 10 staff - Sales, pre-sales, support, telemarketing, operations
Drove annual revenue run rate to FF40 M sales with 35% gross contribution by Q4’92

2/89 to 1/91 MAXTOR Europe - Paris, 9000 employees, $1 B, hard disk drives manufacturer
Area Sales Manager (France, Spain, Portugal)
Recruit, train and manage Distributors (TEKELEC, JOD, DRI …) over the territory
Open and develop new OEM accounts (HP, Bull, Alcatel) and Integrators (Metrologie, Copam)
120% Sales performance over 1990 with $11 Million - “Highest Growth achievement of the Year” award
Grew quarterly run rate revenues from $1.5 M to $6 M by Q4’90

11/86 to 1/89 ONA Electronique SA - Paris, 15 employees, FF25 M, LAN solutions provider
Sales & Marketing Manager (shareholder and cofounder)
Negotiate and sign major vendor agreements (NOVELL, NCR, INTEL, ALPS, Cleo Software)
Recruit and manage a team 8 staff - Sales, pre-sales and technical support
Grew revenue from scratch with 45% gross contribution by Q4’88
“TOP 100 Club member” award for 212% Sales Quota achievement with NCR Corp. in 1988

9/83 to 8/86 TELEVIDEO Systems - Paris, 800 employees, $100 M, Terminals, computers and printers manufacturer
Area Sales Manager (direct report to the Managing Director Southern Europe & MEA)
Open, train and support national Distributors within a newly created territory
Participate in OEM contracts negotiation (Alcatel, Intertechnique, ADD-X, Thomson, Saudi
Computers)
Increased sales from $3,4 M to $14 M through 19 Distributors
Established distribution presence in 12 countries

Sales Training Specialist (Southern Europe and MEA)


Re-shape the products training program and deliver through workshops to regional distributors

EDUCATION & TRAINING

04 Business Administration, CCIP (Paris Chamber of Commerce and Industry) - Advancia


94 Target Account Selling Training course, Target Marketing Systems
92 Global Account Management Program, NCR of AT&T
87 Marketing Management, ESCP (Ecole Supérieure de Commerce de Paris)
83 ESIEA (Ecole Supérieure d’Informatique - Electronique - Automatique)
Master of Science in Computer Science and Electronics

LANGUAGES

English : Fluent - German : basic knowledge

INTERESTS

Rugby, Tennis, Skiing and Sailing - History

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