Lamine Samatey

- Selling of complex solutions in global / large accounts and territories. - Definition and implementation of commercial strategies and account plan - High level negotiation and proven ability to manage relationships at CXO level. - Development and management of partnerships with the ecosystem. (resellers , distribution and partners) - Hands-on attitude in terms of pipeline, progress in the current and future quarters and deal closing. -Management of a sales & technical team, and co-ordination of a virtual team in the line of the commercial strategy.

I am in charge of all the Middle Market in Veritas France. I’m leading a team of 3 iso Sales and 2 Partners Account Manager and 2 Sales Engineers My tasks are : - Develops strong relationships with customer contacts at executive level to gain insight into the business imperatives and IT drivers enabling development of a strategy to sell Veritas solutions. - Qualify, develop and close sales for Veritas with cooperation with the inside sales teams, the channel team and partners. - Responsible for creating focused territory & close plans to nurture, develop and close of to drive your revenue targets -Develop key strategies to create strong virtual team/resources to maximise sales within the assigned territory - Understands the client supplier ecosystem and builds partnerships where appropriate to deliver against objectives. -Act as the primary field sales contact for those customers/partners representing Veritas. -Work closely with aligned Inside Sales representative to generate meetings Drive a 4:1 pipeline with a minimum 5 new opportunities added to forecast each week. -Engages effectively with other areas of the business: TSS, Channel, Inside Sales, Sales Specialists, PR, Sales Operations and marketing - Actively build a strong network of contacts within partner companies. -Accountable for meeting assigned Sales Quota. -Meets or exceeds discount/profit margin goals. Provide accurate forecasts and reports on activity and sales performances.

I am a backup and recovery software specialist My tasks are to promote and sell backup and recovery software. My additional responsibilities include : Account and territory plan creation and management • Opportunity management at all stages of the sales cycle • Prospecting • Forecasting • Sales through a three-tier distribution model (distribution and a value-add reseller) and Channel Account Managers • Pipeline development • Ability to lead and deliver presentations remotely • Build strong partner ( reseller) and customer relationships • Disrupt competitors • Executive level selling • Build strong partner relationships • Utilize the inside System Engineers to obtain the technical buy off from the customer and leverage field resources where applicable

-Assistant Manager: Planning and coordination of sales activities, planning strategy and concepts for sales, improving customer satisfaction and customer relations, -Trainer: Product knowledge, Process knowledge, -Team Leader: Guiding and ensuring the achievement of the goals of the team within the guidelines framework, To coordinate the individual skills of the team members, Motivation of the employees and Representing the interests of the team within the organization

My tasks consist to manage the french market by developing, cultivating, securing account renewals in partnership with the End Users, Resellers and Distributors. By participating in weekly conference calls with Distributors, I ensure all renewals opportunities are closed, and analyse the customer's needs, develop and determine a successful future renewal strategy for them. I work on monthly and quarterly targets by achieving quarterly and annual renewals goals. I identify customer requirements and demonstrate strong communication skills with a broad range of clients. By managing and playing a key role on the client services team, demonstrating strong account management skills, I maximise the company account growth. I am responsible for identifying customer requirements and generating new business on existing customers.