Olivier Delafontaine

Part of OpenText’s newly created Global Accounts corporate organization to expand its footprint with ABB, Nestlé and Novartis. - Development of global account plans that provide mid to long term visibility on key growth areas aligned with our customer's strategic business initiatives and initiate business development efforts with account executives of each OpenText business units across regions - Coach account executive in the adoption of more rigorous sales execution practices

- Grow SAP's customer experience solutions among Financial Services (Credit Suisse, Zurich Insurance), Manufacturing (ABB, Schindler) and Luxury Global Accounts with HQ in Switzerland (global responsibility) - Engage with line of business executives to drive digital transformation in the areas of digital marketing, eCommerce, sales and service - Drive sales engagements end to end including contract negotiations

- Managed the opening of Sprinklr's Swiss subsidiary office in Lausanne, including the hiring and onboarding of three regional sales manager in the first six months as well as supported hiring of pre-sales, services and customer success functions with more than 10 employees hired in the first year - Closed a multi-million SaaS platform deal and multi-million Professional Services deal with a key client - Achievements: Exceeded target on first year (107%) - 2017 Best Sales Director EMEA/APAC award

- Business Development on a new territory, built a local team of 3 and opened an office in Lausanne - Key achievements within Philip Morris International with several business consulting and data science projects won within Market Research and Consumer Marketing units (MSA signed)

- Led a sales organization of 70+ (5 direct, 65+ indirect) across CEE with a focus on raising the bar of people management through hiring of more experienced sales managers as well as on coaching sales - Leveraged account planning and internal sales workshops to challenge existing customer engagement models and instill a more innovative and customer focused mindset in elaborating compelling value propositions across services and product sales units

- Global Account Management for Nestle & L’Oréal with overall responsibility for Software, Cloud and Services revenue as well as Customer Satisfaction - Engaged at CxO level (up to CEO), earned and kept the trust of many VP level IT and business executives that led to building a business partnership with Nestlé and the successful contract negotiation of a 3-digit M$ long term license agreement that enabled the adoption of most Microsoft on premise and cloud platforms and solutions

- Managed Microsoft office in SAP Partner Port in Walldorf and led the team of 5 BDMs in charge of supporting customer engagements across EMEA (team restructuring) - Drove sales field engagement with SAP and Global SIs (Atos, Capgemini, Accenture)

- Increased adoption of SAP on SQL Server market share against Oracle and IBM by helping and coaching account managers to build credibility with customers at senior levels and win strategic deals that contributed to long term revenue streams

- Account management for Philip Morris International (PMI) and JT International (JTI), earning the trust of CIOs leading to successful contract negotiations and strategic wins on business critical systems

- Managed new customer adoption and retention for Internet solutions during the challenging post dot com bubble burst, being part of a management team was forced to lay off half of the 70 employees

Digital Transformation, General Management, Innovation

General Management, Multi Cultural collaboration, Relocation

Negotiation

eCommerce, Internet, Strategic Planning

Marketing, Campaign, Strategy