Frederic Guillou

Experience

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  Schlumberger

  Jan 1999 - Jan 2003

  1st very rewarding international professional experience in a fast-changing telecoms sector with a wide variety of regional playersManage the sales of payphone terminals and smart cards in a portfolio of 15 accounts in the Middle East region – regional and national Telecoms operators.#Sales action plan #Sales proposals #Negotiation Provide Sales support activities to the EMEA Telecoms Sales team : tender management, contract coordination, commercial offers.

  • Sales Executive Middle East

    Jan 2000 - Jan 2003

  • Presales Engineer Europe & Middle East

    Jan 1999 - Jan 2000
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  Gemalto

  Jan 2003 - Jan 2016

  After 10 years working in the African markets, I join the North America zone in charge of telecoms activities in the Canadian market. Based in Toronto (Canada), strengthening our strategic position in this market, which is in the midst of the NFC revolution, is an exciting challenge.- Manage & grow a portfolio of 15 accounts, including 3 major accounts, across the whole Canada Telecoms Operator market.- Implement a business development plan, focusing on high end innovative solution selling : connectivity, IoT.- Design innovative commercial offers to adapt to customers' needs and differentiate from the competition.- Functional team management of Project Managers and Solutions Business DevelopersIn charge of a double-digit millions Euros revenue – quota fully achieved Deal signed in 2015 with a major Canadian Telco with high technology stakes for both Telco and end users (roll out of NFC SIM cards with Advanced OTA platform)#Business strategy #Business Plan #Team management Show less I join the Payments division to manage the Sub-Saharan Africa zone for the Banking & Retail sectors. Based in Johannesburg (South Africa), I manage directly a team of 10 people and a sales force of 4.- Define sales targets & rolled-out strategy planning.- Manage a team of 4 Sales Managers : recruiting, training, coaching.- Coordinate multi-functional teams responsible for client service delivery : 10 people across 3 functions (Sales, Customer Services, Technical Support, Field Marketing).- Company ambassador, regular speaker at trade shows, conferences and internal events.In charge of a double-digit millions Euros revenue - cumulative annual growth of 150% since 2010 ; Contract finalized in 2014 with a leading South African bank for the deployment of an innovative e-banking solution#Business strategy #Revenue #KPIs #Profitability #Sales team management #mobile banking Show less Thanks to the successful deal with the large account Vodacom, I'm based in Johannesburg (South Africa) to manage this strategic partnership as closely as possible to the client's operational and decision-making teams, while setting up our local subsidiary.Strategic account management : Vodacom GroupRevenue tripled since 2006 First deal of mobile banking solution in the Africa continent - contract signed in 2008#Large account business plan #Strategic accounts #Farming #Hunting #Strategy planning #Customer relationships #Value Added Solution Selling #mobile banking Show less On my return to France, I am given the task of developing the Telecoms business in the new market of Central Africa : it mainly involves winning a major strategic account and establishing a long-term presence in the region.- Responsible for business development and account management : portfolio of 15 accounts (regional Telecom operators)- Referenced successfully 2 strategic key accounts : Vodacom Group & Celtel#New markets #Client engagement #Prospection #Business development #Strategic deals Show less

  • Sales Director, Canada, Telecommunications

    Jan 2014 - Jan 2016

  • Sales Director, Southern Africa, Banking & Retail

    Jan 2010 - Jan 2014

  • Area Sales Manager, Southern Africa, Telecommunications

    Jan 2006 - Jan 2010

  • Area Sales Manager, Southern Africa, Telecommunications

    Jan 2003 - Jan 2006
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  Netsize, a Gemalto company

  Jan 2016 - Jan 2019

  Sales Manager

  On my return to France, I join the subsidiary Netsize, the European leader in CPaaS mobile messaging solutions. My mission is to develop our sales activities in the Banking and Industry sectors, with a focus on key accounts in France.- Develop & manage the growth of a portfolio of 20 strategic accounts in B2B Finance & Industry sectors.- Advise customers in their digital onboarding strategy.- Manage projects with multidisciplinary teams during key partnership rollouts.Cumulative annual growth of 40%#SaaS Sales #Customer loyalty #CRM #Business action plan Show less

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  EVINA

  Jun 2020 - Oct 2021

  Senior Sales & Business Development Manager

  Leveraging my previous successful international experience, I join Fintech Evina and I am responsible for international business development, focusing on large accounts in the Middle East and Africa.- Drive exponential growth and develop a clear go-to-market & pricing strategy based on B2B customer segments & markets (digital merchants, PSPs, Telecoms operators).- Direct connection with clients : presentations, discussions & deal negotiations with decision makers, contracting.- Speaker in French & English at conferences and trade events.Strategic deals with 2 major mobile operators in MEA regions - Vodacom Group & Ooredoo Group – paving long term partnerships from scratch ; opening up new markets : South Africa, Iraq, Pakistan YoY growth in MRR x2#Fintech #SaaS Sales #International #Business strategy #Channels #Business Deals #CRM #Cybersecurity Show less

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  Freelance (Self employed)

  Jan 2023 - Oct 2024

  Sales Consultant

  Business development, Sales strategy

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  ELCIMAÏ

  Oct 2024 - now

  Key Account Manager

  Elcimaï Software & Services offers WeBank, a state-of-the-art hub dedicated to the secure exchange of payments and flows. WeBank is a modular & scalable platform with the following applications :- WeBank Online- WeBank Mobile- WeBank Coreto meet the challenges of digitalized services and automatized processes in the Banking / Insurance sectors.Key features in a nutshell :- Digital Banking- Mobile Banking- Payment methods : Banking EDI (eBics, PESIT, FTPS, SFTP, SwiftNet).- Banking file formats (SEPA, CFONB, Swift, CSV, SEPAmail, EDIFACT, etc.)- Study and integration : Blockchain, ChatBot, DSP2, Instant Payment, GDPR- Study and integration of third-party repositories: GFIN/FGD (Banque de France), BicPlusIBAN (SWIFT), etc.- UI / UX Design#Banking #Fintech #Digitaltransformation #Security Show less