Marc MARSHALL
PARIS
Summary
Experienced Senior Partner Sales Manager with a proven record of achievement in complex products selling in the information technology and services industry (NICE CXone, IBM, SOFTEAM, ILOG). My objective is to develop new sales with new and existing partners, promote the SaaS or Hybrid SaaS offers with Partners.
Overview
28
28
years of professional experience
Work History
Partner Sales Manager
NICE CXone
01.2021 - Current
- In charge of relationship with Orange Business Services, RingCentral and OvaloCx
- Recruited Almavia CX and Artelcom as partners
- Signed multiple deals including a 3 years contract involving Directors of sales, Technical experts with OBS and CMA-CGM, 3.3 million euro
- 150% of Quota for 2022.
Senior Account Manager Cloud Software
IBM Software Group
Bois-Colombes
01.2009 - 01.2021
- Quota size managed: 1.5 to 3.5 million Euro per year
- Good Quota results average 90%, over achieved in 2010: 160%, 2017: 120%
- In charge of IBM Business Partner for the Cloud Unit (Hybrid: SaaS and On-premises deployment)
- Promoted Integration Platform and Digital Business Automation Platform
- Action plan with focused BP, enablement, eco system development
- Lead generation, forecast follow-up and business closing
- Signed SAB2I agreement and recruited a new partner called Astrakhan Innovation Management.
In charge of large Industrial accounts France for the Middleware and Cloud offers
IBM
01.2013 - 01.2015
- Worked with the Business Partner eco system and directly with customers such as TOTAL, Essilor
- Signed the first all you can eat 3 years agreement in France for IBM with Arcelor-Mittal.
In charge of Independent Software Vendors (ISV) partners in Europe
IBM
01.2009 - 01.2012
- Migrated ILOG legacy contracts to IBM paper
- Prospected new ISVs
- Trained IBM sellers
- Started to deploy via distributors
- Migrated 200 ISVs contract in 3 years, maintained active agreements, 3 million Euro in 3 years.
Senior Account Manager in charge of large accounts and OEMs in Europe
ILOG
Gentilly
01.1996 - 01.2009
- Four Quota Clubs won (Club reserved to the Engineers having succeeded more than 105% of their quota).
IBM AI and RPA sales Manager
SOFTEAM Group
01.2017
- Participated in creation of the new Innovation Studio unit to promote Artificial Intelligence (AI) and Robotic Process Automation (RPA), sales of the first deals
- Software revenue increased from 50 in 2016 to 480 K€ in one year
- 1 major deal with BforBank (Crédit Agricole Group).
In charge of IBM Cloud France ISVs
IBM
01.2016
- Promoted IBM Cloud Platform, SaaS services to new and existing partners
- Signed new SaaS agreements
- 90% target achieved on 1.5 million Euro.
Education
Diploma of the DESS COMEX -
Lille I (Master II)
01.1994
Diploma of the IPAG - International businesses
Business School, Paris
01.1993
Skills
- Resilience & Teamwork
- Rapid onboarding
- Tech & services software industry knowledge
- Trustworthiness
- Business case SWOT analysis
- Go to market strategy
- Interpersonal & Cultural skills
- Prospection to closing methodology
- Recruitment & enablement
- Customer service driven
References
References upon request.
Timeline
Partner Sales Manager
NICE CXone
01.2021 - Current
IBM AI and RPA sales Manager
SOFTEAM Group
01.2017
In charge of IBM Cloud France ISVs
IBM
01.2016
In charge of large Industrial accounts France for the Middleware and Cloud offers
IBM
01.2013 - 01.2015
Senior Account Manager Cloud Software
IBM Software Group
01.2009 - 01.2021
In charge of Independent Software Vendors (ISV) partners in Europe
IBM
01.2009 - 01.2012
Senior Account Manager in charge of large accounts and OEMs in Europe
ILOG
01.1996 - 01.2009
Diploma of the DESS COMEX -
Lille I (Master II)
Diploma of the IPAG - International businesses
Business School, Paris
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