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Andrés : Directeur Commercial
1150 € HT par jour
Disponibilité : Dispo : Maintenant
Disponible en part-time: Oui

Profil mis à jour le : 02/06/2020

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1150 € HT/j
Disponibilité : Dispo : Maintenant
Mobile en france
Andrés

Directeur Commercial

Bourg la Reine , Hauts-de-Seine — 55ans
 

Note Globale    

Telecommunications


le 18/05/2020 par Bertrand Lalanne, BSS sale manager compte global Orange

Andrea a un forte expérience et expertise en vente complexe.
Il couvre aisément la stratégie de grand compte, la gestion de la relation client et mobilisation des équipes de ventes.
Il gère très bien la négociation, attentes client, timing, closing ; en sécurisant aussi les intérêts de sa société.

Andrés

55 ans

Bourg la Reine

Andrés
Directeur Commercial

Expériences professionnelles

 

Ericsson, Global Account Unit Orange

Orange Corporate Sales Director

Août 2012 - Nov 2019

In charge of Corporate Account Management for Orange Group in BSS Area.

Main Activities & achievements :

  • Defining Targets and business plan with local Account Managers to develop sales in the Orange affiliates worldwide (20 M€)
  • Negotiation of the Corporate Sourcing Contracts for BSCS, Charging System and CBIO software with Orange Corporate Purchasing (Buyin),up to 10 M€
  • First Sale of the new convergent platform CBIO (Charging and Billing in One) at Orange Madagascar (6M€)
  • First Sale of TelcoCRM product in Orange Ivory Coast (1,5M€)

Ericsson

BSS Regional Sales Director in charge of Mediterranean Region (RMED)

Fév 2011 - Août 2012

In charge of Orange Spain, SFR MVNE, Telefonica O2 affiliates

Activities & achievements :

  • Closing Negotiation and sale of a new BSCS platform for INWI (Maroc, ~1 M€ over 3 years)
  • Promoting convergent Altamira deployment across Telefonica Corp affiliates
  • CBIO bid within Orange Spain (6M€)
  • SFR, new developments and license upgrade linked to La Poste Mobile (1M€)

LHS TELEKOM
Paris, France

Southern Europe Sales Director

Fév 2005 - Fév 2011

Management of existing and new accounts within region: Spain, Portugal, Italy and Malta

Telefonica/O2 Global Account Director : Managing the two existing customers in Europe (O2 Ireland / TO2 Cz Republic)

Major achievements :

  • February 2010: Telefonica O2 Cz Republic: Sell of an additional Cost Control Enabler module for the Mobile Market (1M€ project won vs competitor)
  • June 2009: Five years Contract negotiated and signed with FT Spain for license, Maintenance and Onsite Support for a total in excess of 6M €
  • April 2009: First ever sell of LHS in the UK Market within O2 UK Group: GiffGaff Greenfield MVNO for 1M€ including licenses
  • March 2008: Signature of the first joint deal with Ericsson since LHS was acquired: Full MVNE platform for Wind in Italy: Revenues for Ericsson in excess of 5 M€ including 2M € for LHS
  • July 2007: Signature of a new service delivery contract including an Onsite Team at TO2 Cz (value 1,450 M€ annually)
  • End 2006: New Service Delivery Contract with FT Spain in 2007 (recurrent yearly 1.1 M€)

Redeveloped the relationship with all major players in region (Amena (now Orange Spain), Optimus, Vodafone Omnitel, Telefonica …) as well as system integrators. (Atos Origin, Accenture, Cap Gemini, Indra…)

Framework Agreement within Telefonica Group, International license extension with Vodafone Italy (over 1M€ value deal)

Overachieved the sales target in 2005/2006/2007


Portal Software Inc.
Paris, France

Account Management for France Telecom and Orange Group across Southern Europe

Avr 2003 - Jan 2005

Co-ordination for Proof of Concepts to extend Portal's footprint inside Orange.
Partner point of contact for all activities regarding Orange Group.

Major achievements:

  • Portal’s product Infranet was chosen as the corporate recommendation for all VoIP projects.
  • Selling the value along with usual FT/Orange partners for extension of Corporate Infranet recommendation for voice projects: Leading Workshop sessions along with Partners across the Group.

Lucent SPG

Emea Pre-Sales Manager, New offers

Jan 2001 - Avr 2003

Several customer facing roles within CSG Systems (formerly Lucent SPG, formerly Kenan Systems)

Major achievements:

In charge of the sale and promotion of CSG brand new :

  • Pre-Post paid Converged platforms
  • Revenue Settlements software

First pre-paid product sale in a subsidiary of a major American Operator, First Revenue Settlements software sale in Switzerland.

Responsible for regional partnerships around pre-paid platform such as SCP providers, RMS providers … (eServeglobal, HP, Ferma, BLS … ). Point of contact for common bids and pipe-line reviews.

Workshops with all major partners (Accenture, KPMG, Deloitte … ) to train them up on the new products.


Lucent SPG
Paris, France

Pre-Sales Manager

Juin 2000 - Déc 2001

In charge of recruiting and building up a new team to champion new products coming out from Bell Labs. These products include IP Mediation, Convergent Pre-Paid, and Fraud Detection Systems etc.

Major Achievements :

As of September the headcount of 6 is achieved and every body is trained up.

  • Signature of the first Controlled Introduction Partnership with a Scandinavian Operator for a brand new innovative approach of convergent pre-paid for VoIP and video on demand services.
  • Signature of a Controlled Introduction Partnership for an innovative IP/mediation platform as well as a billing for pre-pay GPRS services for an Italian Mobile Operator.
  • Signature of Controlled Introduction Partnership for GPRS pre-paid platform for a major Italian Operator (12 millions of pre-paid accounts).

Lucent SPG
Paris, France & UK

Senior Pre-Sales Consultant (Mobile Operations Team Leader)

Fév 1998 - Mai 2000

UK based until January 2000 then Paris based

  • Particularly focused on mobile industry and customer care offering
  • In charge of the bidding process. (RFx/Presentations, customer inquiries),
  • End to end technical sales process follow-up, Customer workshops and presentations, Trade shows.

Major Achievements :

  • End to end Technical Sale of Arbor License & Services for Telecel (12.5 M $)
  • Pre-sales lead within different significant deals (Cegetel 4.5 M $, FT Branche Entreprises 8 M $)
  • In charge of customer communications for the launch of the new offering on GPRS/UMTS technologies:
    • In charge of customer communications for the launch of the new offering on GPRS/UMTS technologies.
    • Invited as Panellist in GPRS Conference in Rome Nov. 1999, Mediation and Billing conference in Paris Sep 2000

AGF SI
Paris, France

International Channel Manager

Mars 1994 - Déc 1997

International Headquarters

Worldwide co-ordination for Software distribution to overseas AGF Subsidiaries

Major Achievements :

  • Selling of a workflow/GroupWare solution for all AGF Chile Call Centres
  • Contract negotiation and Implementation follow-up for the set up of a new Accounting Software package for all Spain AGF Agencies.
  • Long term relationship builds up with in country re-sellers at senior level with major AGF subsidiaries throughout the world.

SEMA-GROUP
Paris, France

New Technolgies Junior Consultant

Jan 1990 - Fév 1994

Involved in providing support to the bidding process where high tech products where involved.

Achievements:

  • Gained rapid autonomy in dealing with big accounts : Société Générale, Renault, AGF, SBF.

Formation

 

1989     Ecole Nationale Supérieure des Techniques Avancées - Master's degree as Generalist Engineer

1983     Baccalaureat C

Langues

 

Espagnol : Bilingue ou langue maternelle

anglais : Courant

Italien : Courant

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