laurent courtois

Leading and building a team of Solution / pre-sales Engineers focused on helping large companies transform their business by leveraging Salesforce's vision, innovation, technology and customer success approach in a consultative selling approach. Accountable for growing business on Key Accounts, increasing market share, licenses footprint in French vertical markets (Financial Services, HLS).

In the role of Senior Director, Sales Strategy & Operations – CSG Global, I was leading the Global Services Sales Community. In this role, I serve as mentor, thought leader and trusted advisor to our executive team, regional leadership, and all CSG employees.

* Within the Customer Success Group Sales team in EMEA South; I lead the Success Engagement Managers (SEM) and Business Development Managers (BDM) team for EMEA South region. * My responsibilities in this role: * Support the Regional Business Manager Lead in defining Business Strategy * Lead enablement program for Business Management team * Manage SEM / BDM team to support Business Managers on every deal * Follow and support all Cloud Services business for EMEA South * Get involved in commercial terms for a customer such as discounting, warranties and legal negotiations * Coordinate with Regions and the Global Functions on scorecard management, demand generation & campaign execution * Identify and evaluate new business opportunities that drive adoption and align with our business objectives by coordinating with a virtual team of key internal, centralised roles * Ensure successful regional strategic partnerships with Sis

* Salesforce.com Customers for Life organization (CFL) is a global team of adoption coaches, product experts and trusted advisors who are guiding our customers to drive maximum value from our cloud products. * My responsibilities: * Manage the Strategic Services Practice within "Customer For Life" organization * Manage executive level client relationships during project delivery * Recruit, mentor and retain talented consultants * Manage bookings of Services on Prospect and Install base customers * Manage accurately all operational tasks including Services contracts, invoicing, team staffing, project Schedule, resources utilization, billing Forecast, expenses and budget management for on going project * Enable and Develop the implementation partner ecosystem with salesforce.com certified service partners on the region

* The Engagement Manager is an integral part of the sales cycle, selling professional services capacity, and also provides oversight during deployments to mitigate project risk, manage project economics and engage with customers at an executive level. * Responsibilities: * Support the sales pipeline for the territory. * Achieve and exceed monthly and quarterly bookings targets for the territory. * Manage executive level client relationships and provide team oversight while your practice members are delivering projects. * Manage all aspects of the client engagement including training and integration * Recruit talented consultants, mentor and coach individuals within the team * Team effectively with other parts of the organization, including Customer Success Managers, Support and Product Management to address and resolve customer issues. * Participate in operational issues related to specific engagements, including billings, expenses, staffing, utilization management, etc. * Collaborate with salesforce.com-certified service partners for engagements within the territory