Pascal Portes
MADRID,16
Summary
Seasoned sales director bringing several years' executive-level experience in sales solutions. Talented leader with proven strengths in consultative and solution selling, territory management and key business development. Demonstrated proficiency and success in sales strategy implementation and in building networks. Skilled to increase sales and customer satisfaction.
Overview
33
33
years of professional experience
Work History
Sales Director
Sales Director
08.2021
- Development of the Cybersecurity activity's customer portfolio for all missions and solutions offered, from consulting, auditing, certifications, and pentesting missions, to the implementation of security solutions
- Develop a new activity of sales of Busines solutions dedicated to the banking sector on global and strategic topics (Core Banking System, Electronic payments) and transversal technologies (BPM, BI, ECM) applied to the company's business areas (Loan Origination, trade finance, digital onboarding, dematerialization of processes, centralization of risks, etc.)
- On the North African zone, and UEMOA & CEMAC African monetary zones
- In charge of the partnership relationship with the banking solution vendors (Infosys, Maximus Infoware)
Area Manager IBERIA & LATAM
Area Manager IBERIA & LATAM
07.2018 - 07.2021
- In charge of generating leads within the Iberia banking and FS market (Spain & Portugal)
- Developing both direct and indirect sales strategies, to promote and sell the SAB set of products and services (both on premises and Paas / Saas offerings)
- Also in charge of complex sales opportunities within French financial market
- Leveraging marketing efforts to accelerate market penetration
- Also managing localization efforts to align with market expectations and regulations
Regional Sales Manager (MEA)
Regional Sales Manager (MEA)
09.2013 - 06.2018
- In charge of the relationship with key account customers within North Africa, to support these banks in the use of their Core banking System as strategic enabler for their development strategy, and their transformation and digitalization initiatives
- Distribution of the entire range of software solutions and Managed services offering of Sopra Banking Software ("Amplitude" Core Banking system, "Platform" components) for retail, corporate, Islamic or participative banks or institutions, etc ...) and a range of services for deployment and maintaining these solutions in operational conditions
- Management of the Attijariwafa Bank group in the Morocco zone and all the countries covered by the Attijariwafa Bank subsidiaries network, including Europe
- Development of the customer base on Mauritania: 2 new banks having acquired our solutions
- Monitoring and evolution of the customer base in Algeria: upgrade of the solutions used by our main customers (Natixis Algeria, CPA, Fransabank)
Global Account Manager
Global Account Manager
03.2011 - 08.2013
- Promotion of the entire Talend solutions offering (Data Integration, MDM, ESB, BPM and Big Data) and implementation of a dedicated account strategy for Airbus/EADS group and French Ministry of Defense
- Opening of 7 accounts including Ministry of Ecology (Ecomouv), Ministry of Defense (various projects), La Poste DSI Central, Thales CS, Airbus (EADS Corporate, EADS Astrium)
- Special mission carried out in 2011: Launch of ESB distribution activity in France
- Creation of the sales and pre-sales team for Talend France (3 persons)
- Launch of a sales action plan and marketing operations (prospecting, events, partners relationship) under supervision of the Talend Germany teams
- Team Animation - Definition of action plans and account strategic plans / Reporting / setting objectives
- Opening of new Talend customers for the ESB solution: Individually, 10 new accounts opened for Talend ESB: including Carrefour Banque, France Telecom, Bolloré Group, Veolia, FN Herstal, and participation in 10 sales as sales overlay, including SNCF, National Gendarmerie, Almerys, SNCM, Naville
Sales & Marketing Director
Sales & Marketing Director
01.2007 - 02.2011
- Startup company dedicated to providing open-source solutions (Petals ESB) for Service Oriented Architectures (SOA)
- In charge of prospecting and selling the solution to the French market
- In charge of products and services marketing
- Business development focusing large industrial accounts and public sector
- Product Marketing including Pricing Policy definition and Open-Source Model licensing
- Sales action plan definition and execution for both French and international markets
- Indirect channel implementation through partnership agreement with VAR's
- Opening of accounts: More than 30 accounts including Alcatel Lucent, Thales Alenia Space, France Telecom, DGA, DGME, Ministry of Defense, Urssaf, Veolia Water, .
Sales account executive and Global Sales account manager
Sales account executive and Global Sales account manager
01.1989 - 12.2006
- Within Inforsud and the Sopra Group dept
- Dedicated to financial sector (Banking and Insurance)
- Responsible for the selling the Inforsud suite of products and sopra "Evolan" set of products and related services to key accounts customers in France and abroad
- Area: France, Benelux, Spain, Morocco
- Business Areas: Credit, Reporting, Payment, Risks, Customer Relationship Management, Accounting, Output Management
- Sales process from identification to closing deals from license to implementation services
- Significant development of Sopra Group's business in Morocco, which has created the conditions for setting up a Sopra Group subsidiary in Casablanca
- Area: EMEA - Europe (including France), Middle East and Africa
- Business Areas: Payment (Card Management System), Output Management, Bad debt Management, Front office for branches
- Direct selling for company strategic customer (Crédit Agricole)
- Management of 4 junior sales representative's team
- Management of industrial and distribution partnerships
Education
MBA - Dual Skills in Business Management And IT
Institut Administration Entreprises – Montpellier II University
France, Montpellier01.2000
Bachelor of Science - Génie Mécanique et Productique – Techniques Aérospatiales
Institut Universitaire De Technologies – Université Paul Sabatier
France, Toulouse01.1988
Skills
Professional Skills:
- Sales Presentations
- Strategic Alliances
- Key account development
- Territory Management
- Sales expertise
- Client acquisition
- Customer Portfolio Management
- Account Management
- Business Needs Assessment
- Solution selling
- Banking and financial, credit and payment institutions businesses
- Core Banking Systems, Digital Banking Systems, Payment Systems, KYC, AML, Account management, CRM, in-branch and omni-channel operations, Payments, Trade Finance, Loan management, Savings, Wealth Management, Treasury, ALM, Regulatory reporting
- Transformation and implementation strategies: Cloud & On Prem, Digital enablement, DevOps
- Technologies: Containerization, orchestration, API Management, Data Integration, ESB, BPM, MDM, Big Data,
Soft Skills:
- Strategic view
- Flexibility and adaptability to change
- Result oriented
- Commitment and proactivity
- Emotional intelligence and active listening skill
- Perseverance, autonomy and organization
- Confidence and honesty
Languages
- Personal activities
- Hobbies
- Spanish – Fluent level
- English – Business level
- Anglais
Languages
French
First Language
English
Advanced (C1)
C1
Spanish
Proficient (C2)
C2
References
References available upon request.
Timeline
Sales Director
Sales Director
08.2021
Area Manager IBERIA & LATAM
Area Manager IBERIA & LATAM
07.2018 - 07.2021
Regional Sales Manager (MEA)
Regional Sales Manager (MEA)
09.2013 - 06.2018
Global Account Manager
Global Account Manager
03.2011 - 08.2013
Sales & Marketing Director
Sales & Marketing Director
01.2007 - 02.2011
Sales account executive and Global Sales account manager
Sales account executive and Global Sales account manager
01.1989 - 12.2006
MBA - Dual Skills in Business Management And IT
Institut Administration Entreprises – Montpellier II University
Bachelor of Science - Génie Mécanique et Productique – Techniques Aérospatiales
Institut Universitaire De Technologies – Université Paul Sabatier
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