Patrick Martinez

Experience

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  J3 TEL

  Nov 1993 - Oct 1996

  Technical Account Manager

  Technical Account Manager.I sold Protocol Analysers ( LAN/WAN/ATM) and UTP/STP cable Testers for Enterprises.RADCOM is the key Vendor at J3TEL.

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  Nettest ( ANRITSU )

  Nov 1996 - Jun 2001

  Sales Engineer

  First of all, in charge of selling LAN/WAN/ATM protocol Analysers from Azure Technologies, I moved to the SS7 protocol analyser ( Nettest , DK ) customers, and also acquired Fiber Optics Knowledge by selling OTDRs, Supervision System, and PMD/CD fiber Optics Testers.Customers: enterprises, Telecoms and Datacoms Accountslike Alcatel Lucent/ France Telecom, Sanef...

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  PerkinElmer

  Jun 2001 - Sept 2003

  European Sales Manager

  In charge of Direct and Indirect Sales in EU for PMD and CD Fiber Optics Testers from former EG&G.I sold directly to Key Accounts as NEMS ( NSN, Ericsson, Alcatel, Nortel at that time ) and Operators ( DT, FT, BT, OTE, Sonera, ... ) in all Europe.I managed at that time 1 English colleague and 1 German one.I Overperformed in this area in 2002, and then the Telecom Bubble spread.

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  Tektronix

  Apr 2004 - Mar 2013

  Always in charge of Telecom Activities in France, I have now to support and help around 15 Sales Engineers partners in total in North of France Connected with the Marketing product Lines, for improving our solutions, we have to anticipate the market needs, in Telecom Area. I prospect new customers, sell with demoing the solutions, argue technically, negociate internally with the Product Line and with the customer, close the deals,and follow up him for the next saleOn the other hand, I help the partners, qualify the deals, visit customers, do the demos and configure the quotations, negociate with the partner and the customer, close technically the deal,in France for the End High Equipment and Mid Range ones. Deal plans, business reports, funnel management, key performance indicators, forecast measures and project reports are the key tools I use in order to manage the business with customers and partners. I develop and apply long term strategies to fuel the growth by refocusing partner individuals as well as apply partner changes when required Show less

  • Strategic Account Manager / Technical Partner Manager

    Jan 2011 - Mar 2013

  • Strategic Account Manager

    Jan 2010 - Dec 2010

  • Territory Manager

    Apr 2004 - Dec 2009
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  Distrame SA

  Apr 2013 - May 2014

  Business Development Manager / Applications Engineer

  - Make Actions plans with the 22 sales people for the 5 different vendors I manage- Make Technical appointments with the end users to show the added value of the products- Prospect new customers and new vendors in different areas- Synthetise for the sales people the different strong points for the different products- Manages Relationship witth the 5 vendors , for 65 products- Help in translating manuals; datasheets, and help in layouting the Telecom Network Catalog.- Negociation with the end user for getting orders and with the vendors for increasing the margin for the company. Show less

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  Ansys

  Nov 2014 - May 2023

  creation and Development of Account Business Plan & related Timed Action plan with ANSYS WW entities and WW SE entitiesIncrease market share within SEIdentification of new projects Cross functional Team Working inside SE and within ANSYS sales Reps around the world and partnersRelationship Management at all levels ( C , B , A levels )Contract negotiationsProduct and solution presentationsHandling customers’ requests and planning of regular face to face meetingsForecasting, Reporting and conducting regular Business ReviewsPlanning and organizing events in conjunction with channel partnersManaging internal resources to ensure customer satisfactionManaging Virtual team around the globe to achieve high growth potentialCommunicate proactively on trends, innovations, and best practices to leadership teamsManaging Business Development and Account Based Marketing Activities2022 achievement: 130% of Plan Show less Develop the electronics sales through and with 12 direct sales people, 6 indirect sales, and 10 Applications Engineersprepare in a team work spirit the French Electronic Business Plan with the different sales people for each oneCoordinate the Applications Engineers ( 10 people ) in their actions/ Business Review for making sales at the endFace to face presentations in front of any customer with the Applications and EngineersCoaching / Helping the Different sales direct and Indirect people for getting new orders.2020 plan: 112% of Plan2021 plan: 118% of Plan Show less

  • GAM WW for Schneider Electric

    Feb 2022 - May 2023

  • Electronic Sales Manager France

    Jun 2019 - Jan 2022

  • Channel Sales Manager

    Feb 2018 - May 2019

  • Account Manager

    Jan 2016 - Jan 2018

  • Electronics Account Manager

    Nov 2014 - Dec 2015
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  Enginsoft France

  Oct 2023 - now

  General Manager

  EnginSoft accompagne depuis plus de 40 ans les industriels européens dans leurs décisions techniques à haut risque, via des services de simulation numérique, modélisation avancée et prototypage virtuel.- Spécialisation Défense, Aéronautique, Automobile, Énergie, Oil & Gas• 130 experts techniques en mécanique, dynamique des fluides, thermique, électronique, matériaux…• Plus de 4000 projets menés, avec des références telles qu’Airbus, MBDA, Renault, Michelin, EDF…Rôle :- Pilotage stratégique du développement France- Encadrement des projets multi-disciplinaires- Relais technique auprès des dirigeants et des responsables R&DNos clients nous choisissent pour :- Notre capacité à traiter des problématiques complexes- Notre adaptabilité à leurs environnements métiers- La qualité et la clarté des livrables techniques Show less