Armand RALLO Address:
25, Avenue Molière 95250 Beauchamp – France
arallo Mobile : E-mail:
+ 33 (0) 607 617 077
[email protected]
Date of Birth : Nationality: Family: Languages: References:
3rd September 1958 French Married, 2 children French (mother tongue), English & Italian (fluent, oral & written) Available upon request
Professional Skills: Successful “Achievers’ Club” salesperson, with proven Key Account and Management skills in the EMEA region. Solid experience and commercial expertise in international high-tech sales. Focus on complex, global enterprise solutions for the Fortune 500 in EMEA in the following sectors:
• • •
Data Convergence, VoIP, ToIP, VPN, Centrex, Multimedia, Web communications and Wireless Global Service Provider and Telecoms Equipment, IT Networking Infrastructure, Security & Storage, eBusiness Software, Customer Relationship Management and Call Centres
Enthusiastic Business developer with strong negotiation skills. Instrumental in the successful assessment, creation and implementation of new “direct touch” sales programs, partnerships and business alliances, tailored for comprehensive solution portfolio offerings. Hard-hitting closer with major account “CxO” contacts. Excellent track record in detecting new business opportunities as well as developing and maintaining key account loyalty through Partners. Highly self-motivated, with a solid technical background and understanding of IT and 3Play solutions. Futurist and able to succeed despite tough economical situation thanks to direct access to high-level decision makers and language skills. Current market knowledge and contact network :
• • •
Sectors : Global Telecommunication Operators (3Play), Industry, Finance, Retail, Services Roles : CEO, CFO, CTO, IT Management, SL Manager Partners : Accenture, IBM IGS, EDS, NextiraOne, TouchBase, IPG, STERIA
Objective: Business Development Manager role, with a successful IT/Telecom solution provider - integrator or software vendor: Ø Ø Ø Ø Ø Ø Ø
Armand RALLO
Create and expand new business areas and markets Find, structure and develop partnerships and business alliances Increase customer satisfaction and maintain long term account loyalty Build knowledge of competitor products, solutions and price structure Accountability for results and contribution to corporate success France and EMEA travel and reporting Long-term perspective to expand personal responsibility
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Curriculum Vitae
Professional Experience Since April 2004 GUNTERRA WEB Based on demand application http://www.gunterra.com/ International Business Development Manager: • • • •
Responsible for market development and sales for Internet and Telecommunications Industry. Find, recruit and manage futurist technology Business Partners (BP’s). Working closely with the CEO and targeting major Internet, Mobile and Telecom accounts. Strategic projects with Belgacom and Louis Dreyfus Communications .
01.2003 – 03.2004 DIALOCA S.A. (Start Up) Voice Recognition Software Suite (IVR vendor) http://www.dialoca.com/ Solutions Sales Director : • • • • • •
Drove all solution sales initiatives to European Fortune 1000 organizations. Recruited and managed consulting, integration and complementary technology Business Partners (BP’s). Provided appropriate sales tools to generate new business, and guide BP’s through the sales cycle. Detected, closed and managed projects between BP’s and DIALOCA Professional Services and R&D teams. Reported directly to the MD and managed a team of 4 (Telesales/Marketing, Sales, Consultant). Won strategic reference accounts for an overall turnover of 420 K€.
01.1999 – 06.2002 AVAYA
Communication (formerly Lucent Technologies) http://www.avaya.com
Regional Account Manager for General Electric & Louis Dreyfus Accounts EMEA : 08-2000 to 06-2002 • • • • • • • • • •
Promoted to Regional Account Manager in August 2000. Responsible for GE & LD accounts : new business opportunities and revenue generation in EMEA. Increased turnover with existing customer base via direct calls and new solutions sales (Global Master Contracts). Led and coached team of 12 GE Account Executives in EMEA. Reported directly to the VP International Sales Multi National Customer (MNC’s). Recruited and managed BP’s, System Integrators & VAR’s for new deal implementation (direct touch model). Provided direct sales support to generate new business and guide partners through the sales cycle. Member of “Achievers’ Club” - Achieved 125% of annual quota (10 mill. USD). Final revenue achievement = 12.5 mill. USD for Fiscal Year 2001 in the EMEA region. Major wins: Louis Dreyfus Communication (LDCom), GECapital Bank Poland, GE capital Sovac - Teleperformance
Key Account Manager (French Market): 01-1999 to 07-2000 • • • • • • • •
Responsible for key accounts, direct touch sales and channel partners in non-vertical markets. Generated new business opportunities and revenue on the French market. Developed major existing customer base turnover via direct calls and new solution sales. Reported directly to the Global Account Director on the MCN team. Provided direct account sales support to generate new business and guide partners through the sales cycle. Member of “Achievers’ Club” - Achieved 129% of annual quota (24 mill. FF). Final revenue achievement = 31 mill. FF for Fiscal Year 2000 in the French territory. Major wins: LDCom, One Tel, Winstar, Global Crossing, GE-Capital Bank, Coca-Cola, Elf, DELL.
08.1997 – 12.1998 Robert BOSCH Telecommunications Division. Now http://www.tenovis.com Key Account Manager: • • • • • •
Armand RALLO
Direct Sales of Call Center solutions, dial tone phones and outbound accounting software. Development of strategies to bring new BOSCH DECT wireless solutions to market : o Responsible for sales in vertical retail market via reselling and distribution channels. o Localized field marketing initiatives (FNAC, CEGETEL, etc.). First major customer won in February 1998. Achieved 130% of annual quota (4 mill. FF). Final revenue achievement of 5.2 mill. FF Fiscal Year 1997 in the French territory. Major wins: FNAC, C&A stores, Franprix retail
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Curriculum Vitae
07.1991 – 02.1996 T.I France SA Subsidiary of Information Handling Services USA http://www.ihs.com/ Area Manager Northern Europe - Scandinavia and Benelux : 01-1995 to 02-1996 • • • • • • • •
Promoted to Area Manager Northern Europe in January 1995. Responsible for IHS’s new business opportunities and revenue generation through the indirect channel. Designed and implemented an extended indirect sales model for new network information market solutions. Migrated major existing customers to new electronic network solutions (LAN-WAN, Client/Server model). Provided diagnosis and technical consulting for customer interactive integration with the IHS database. Achieved 124% of annual quote (3 mill .USD licence only) via the indirect channel. Final revenue achievement = 3.75 mill. USD for Fiscal Year 1995. Major wins: TELECOM FINLAND, FINNAIR, NOKIA, SAAB
Key Account Manager (French Market) : 07-1991 to 12-1994 • • • • • • •
Responsible for IHS’s new business opportunities and revenue generation through direct sales. Designed and implemented an extended indirect sales model for new network information market solutions. Migrated existing customers to new electronic network solutions (LAN-WAN, Client/Server model). Provided diagnosis and technical consulting for customer interactive integration with IHS database. Achieved 158% of annual quota (6 mill. FF) via direct sales. Final revenue achievement of 9 mill. FF in last Fiscal Year in the French Territory. Major wins: AEROSPATIALE, AIRBUS, ALCATEL ESPACE, CNES, DCN, FRANCE TELECOM, SNCF, ELF
10.1988 – 09.1990 PARKER France SA Subsidiary of Parker Hannifin UK. http://www.parker.com/europe Product Marketing Manager reporting to the UK pneumatic division, based in France • •
• • • •
Established a new marketing mix and partner program for the French market. Developed and implemented product marketing strategies to convert direct sales into indirect channel model: o Responsible for sales tools and promotional program 4P (Product, Pricing, Place analysis, Promotion) . o Managed partner & channel programs. o Created product and pricing definitions. Major events : Launched four products through the indirect channel. Marketing budget : 3 mill. FF. Led and managed marketing team of 4. Major wins: French automotive industry - PSA, Renault, Citroen
02.1985 – 08.1988 Lister Petter UK Diesel engine manufacturer. http://www.lister-petter.co.uk Sales Executive Europe : Italy, Switzerland, Northern Africa markets, UK Based • • • •
Responsible for new business opportunities and revenue generation through indirect Sales. Provided diagnosis and comprehensive technical consulting for OEM integration. Selected, recruited and managed Business Partners for sales and after-sales services. Major wins : Algerian pump contract value = 1 MUSD
07.1981 – 01.1985 COFRAN Lubricants SA Technical and Commercial Advisor: Export Division Middle East & Africa • • • •
Responsible for new business opportunities and revenue generation thru indirect sales. Selected, recruited and managed Business Partners for sales and after-sales service networks. Surveyed and prospected foreign markets. Over a period of 6 months, increased average turnover by 20 % in more than 20 locations 10 countries.
Professional Training & Special Assignments Consulting Convergence
Call Center Outsourcing Development offer – Hays Ceritex Company (07-12.2002)
IT Network & Communication
EVRY -VAL-D’ESSONNE University (03.1997 – 07.1997)
CCI EXPORT-ESSEC
Special Assignment 1996 – Export Sales Executive SME market development
Method Analysis IT
Computer & Software training CESI High School Lyon - 1990 (10.1990 -06.1991)
Armand RALLO
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Curriculum Vitae
Education 1980 – 1981 DUESTC
Business School Diplôme Universitaire d'Etudes Supérieures Technico – Commerciales Option Marketing Ecole Commerciale de Montpellier
1978 – 1980 DUT
Mechanical Engineering School Génie Mécanique à l 'I.U.T. de Toulouse, Option Aérospatiale
Armand RALLO
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Curriculum Vitae
