Stefano S.

Product Owner

970 dollar
Freelancer
23 ans
Courbevoie, FRANCE

Mon expérience

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MicrosoftJuly 2015 - Présent

• Drive the adoption, sales, and deployment of Microsoft’s Innovative Solutions for main enterprise accounts in EMEA.
• Sales target in Sell-in devices & Cloud solutions (AI, Cognitive, AZURE, Microsoft365, Office365, IOT Surface, Surface Hub, phones, Hololens,) in B2B (70 M Euros per FY)
• Build, maintain and leverage strong customer relationship with Business Decision Makers (BDMs) at C-level to influence the adoption
• Drive end-user excitement to create viral adoption
• Act as the single point of accountability within the customer, while proactively identifying new workloads and expansion opportunities
• Operate as One Microsoft by engaging workload experts to drive business outcomes and incremental value creation
• Customer sectors: Bank, Insurance, Finance, Health, Education, Public Sector, Aeronautic, IT, etc
• Work with the senior executive leadership to define, develop, and deliver strategic and operational goals through flexible models for joint venture relationships, pricing for new products and services to appeal to new markets
• Preparation and presentation of business/investment cases and operational plans to key stakeholders.
• Represent the “Voice of the Customer” within Microsoft to inform and influence engineering
• Working with Partners to drive and close customer opportunities.
• Engage with clients, as requested, and support/lead negotiation, with the ability to understand the strategic vision as well as the granularity of the deal structure and financial impact.
• Evangelize Microsoft technology, effectively manage a deal pipeline, and partner effectively with other sales roles at Microsoft.
• Ensure excellence in pipeline and inventory management
• Amazon Web Services (AWS) and Google compete
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MicrosoftJanuary 2016 - Présent

•    Drive the Adoption, Sales, and Deployment of Microsoft’s Innovative Solutions for main Enterprise Accounts in EMEA.
•    Sales target in Sell-in devices/cloud solutions (AI, Cognitive, AZURE, Microsoft365, Office365, IOT Surface, Surface Hub, phones, Hololens,) in B2B (70 M Euros)
•    Support business strategy definition and ongoing evolution based on market data and business performance
•    Understand technology market trends and translate into key opportunity areas for the business

•    Customer sectors: Bank, Insurance, Finance, Health, Education, Public Sector, Aeronautic, IT, etc
•    Work with the senior executive leadership to define, develop, and deliver strategic and operational goals through flexible models for joint venture relationships, pricing for new products and services to appeal to new markets
•    Preparation and presentation of business/investment cases and operational plans to key stakeholders.

•    Working with Partners to drive and close customer opportunities.
•    Engage with clients, as requested, and support/lead negotiation, with the ability to understand the strategic vision as well as the granularity of the deal structure and financial impact.
•    Ensure Customer Data protection following GDPR
•    Strong communication, presentation (C-level) and training skills to engage with CIOs and Business Leaders to articulate the advantages of Microsoft technology.
•    Evangelize Microsoft technology, effectively manage a deal pipeline, and partner effectively with other sales roles at Microsoft.
•    Support the operational execution of complex deals with the operation teams.
•    Ensure excellence in pipeline and inventory management.
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MICROSOFTJanuary 2015 - Présent

* Drive the Adoption, Sales, and Deployment of Microsoft's Innovative Solutions for main Enterprise Accounts in EMEA.
* Sales target in Sell-in devices/cloud solutions (AI, Cognitive, AZURE, Microsoft365, Office365, IOT Surface, Surface Hub, phones, Hololens,) in B2B (70 M Euros)
* Support business strategy definition and ongoing evolution based on market data and business performance
* Understand technology market trends and translate into key opportunity areas for the business
* Customer sectors: Bank, Insurance, Finance, Health, Education, Public Sector, Aeronautic, IT, etc
* Work with the senior executive leadership to define, develop, and deliver strategic and operational goals through flexible models for joint venture relationships, pricing for new products and services to appeal to new markets
* Preparation and presentation of business/investment cases and operational plans to key stakeholders.
* Working with Partners to drive and close customer opportunities.
* Engage with clients, as requested, and support/lead negotiation, with the ability to understand the strategic vision as well as the granularity of the deal structure and financial impact.
* Ensure Customer Data protection following GDPR
* Strong communication, presentation (C-level) and training skills to engage with CIOs and Business Leaders to articulate the advantages of Microsoft technology.
* Evangelize Microsoft technology, effectively manage a deal pipeline, and partner effectively with other sales roles at Microsoft.
* Support operational execution of complex deals with the operation teams.
* Ensure excellence in pipeline and inventory management
Voir plus

WeCare FranceApril 2017 - March 2019

Creation and development of Wecare France, French startup providing Worldwide Health services, having a focus in emerging countries. My role as founder and CTO in Wecare France was:

- Board member and Executive decision maker
- Business model creation
- Managing and creating the IT platform for the WeCare service based on Cloud. Selection of different solutions & providers (Microsoft Azure, AWS, Salesforce).
- Developing AI solutions to improve the Customer experience and care
- Creating and administrate the Wecare workplace system based on Office 365 E5 + Azure
- Creating the User experience model of the Wecare solution
- Financial study of the Wecare solution in collaboration with the CFO to find funds
- Legal studies of the Wecare Solution for France & Latam
- Marketing studies to launch and promote the product on Digital solutions
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MicrosoftJanuary 2013 - June 2015

• Main Technology interface at C-level for very important Microsoft accounts in France.
• Driving new business opportunities for Microsoft in B2B sector (Airbus, Sanofi, Engie, etc)
• Business-driven technology and program manager with extensive experience in complex and cross-functional projects and programs distributed in several sides and continents.
• Experienced in business negotiations with technology suppliers and business model and strategy development.
• Sell in support for all the Lumia and Surface portfolio in Microsoft France, in a very competitive market. We reached 20% market share in France with the Lumia devices in B2B.
• Key Account management and business development for Virtual Mobile Operators.
• Excellent knowledge of all the Microsoft ecosystem and offers (Azure AD, Office365, InTune, Windows10, etc)
• Set up and leading the new Technical Sales organization for Microsoft Devices France
• Coordinating Go to Market (GTM) for different products (mobiles, connected devices) in France generating around 55 million euros of revenue for Microsoft devices. Dealing with local Marketing, Logistic, Sales, Customer Care, Operators in France for commercial product launch.
• Developing customer technology strategies and campaigns
• Drives portfolio requirements based on customer needs
• Understand the needs of the customer plus identifying and developing sales opportunities
• Understand and forecast the needs of the customer, manage the development of solutions (with pre-sales teams, architects and marketing experts) to answer the needs.
• Launching new mobiles services in France (4G, RCS-e, VoLTE, VVM, VoWiFi, etc)
• Team Management: defining the roles, responsibility and reporting structure for the technical Sales team (2 local /virtual engineers). Definition & following of the team targets
• Coordinating all Technical Sales activities in France (Technology roadmaps, device homologation, quality survey, RFI, etc)
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MICROSOFTJanuary 2013 - January 2015

* Main Technology interface at C-level for very important Microsoft accounts in France.
* Driving new business opportunities for Microsoft in B2B sector (Airbus, Sanofi, Engie, etc)
* Team Management: defining the roles, responsibility and reporting structure for the technical Sales team (6 local /virtual engineers). Definition & following of the team targets
* Sell in support for all the Lumia and Surface portfolio in Microsoft France, in a very competitive market. We reached 20% market share in France with the Lumia devices in B2B.
* Accounting of Proof of Concept in different mobile technologies
* Key Account management and business development for Virtual Mobile Operators.
* Excellent knowledge of all the Microsoft ecosystem and offers (Azure AD, Office365, InTune, Windows10, etc)
* Optimizing cost (Opex) and quality with selected partners
* Set up and leading the new Technical Sales organization for Microsoft Devices France
* Coordinating Go to Market (GTM) for different products (mobiles, connected devices) in France generating around 55 million euros of revenue for Microsoft devices. Dealing with local Marketing, Logistic, Sales, Customer Care, Operators in France for commercial product launch.
* Developing customer technology strategies and campaigns
* Drives portfolio requirements based on customer needs
* Understand the needs of the customer plus identifying and developing sales opportunities
* Support the customer internally (ambassador role)
* Manage the business (reporting process, follow the orders, etc.)
* Understand and forecast the needs of the customer, manage the development of solutions (with pre-sales teams, architects and marketing experts) to answer the needs.
* Launching new mobiles services in France (4G, RCS-e, VoLTE, VVM, VoWiFi, etc)* Coordinating all Technical Sales activities in France (Technology roadmaps, device homologation, quality survey, RFI, etc)
* Business-driven technology and program manager with extensive experience in complex and cross-functional projects and programs distributed in several sides and continents.
* Experienced in business negotiations with technology suppliers and business model and strategy development.
Voir plus

NokiaSeptember 2012 - March 2014

• Set up and leading the new Technical Sales organization for Nokia France
• Go to Market following of different products in France (Marketing, Logistic, Operators deals, etc)
• Team Management: defining the roles, responsibility and reporting structure for the technical Sales team (5 engineers). Definition & following of the team targets
• End-2-End accountability for mobile terminals' customization for all sales channels in France
• Coordinating all Technical Sales activities in France, RFI and New Technologies interface
• Key Account management and business development for Virtual Mobile Operators.
• B2B: to follow the Mobile Service Integrator market in France and to create a business partner relationship between the main French service integrators and Nokia.
• B2B: Improving Windows Phone market share in France with new smartphone fleet contracts.
• Business-driven technology and program manager with extensive experience in complex and cross-functional projects and programs distributed in several sides and continents.
• Experienced in business negotiations with technology suppliers and business model and strategy development.
Voir plus

NokiaJanuary 2008 - September 2012

• Marketing and Technical Project Manager for Nokia phones (Windows Phones 7 & 8, Symbian, Series 40 and Meego) selected by Vodafone Group (VF Group).
• Secured the acceptance and project management for individual projects of on average 300k units total in Europe (65M€ sales projects)
• Succeeded around 20 projects in 4 years including highly critical and strategic devices (first Windows Phone certified device in the market) allowing over 1.2B€ of sales.
• Extensive relationship at executive level within Product and Technical teams of Vodafone Global organisation.
• Defined local sales package content for all VF Group countries.
• Managed the end to end certification and validation process with the customer
• Managed the Customer’s relationship for support and technology discussions.
• Acquired strong mobile phone knowledge in radio stack (LTE, HSDPA, UMTS, GMS), mobile applications and services (RCS-e, Messaging,..) and in Wireless Payment technologies (NFC, Contactless)
• Ensured Technical support for French sales and marketing department.
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SFRJanuary 2004 - January 2007

* Managed the Technical Interface in Motorola Global for SFR (Vodafone) - 80M EUR per year account
* Ensured Technical Account Management. New product validation and delivery, new technologies, RFI, Marketing Technical support.
* Extensive relationship with SFR Product, Offers and Technical teams
* Secured a yearly volume of 500k units with SFR
* Managed IOT and KPI analysis results (radio, battery, IOT with competitor phones)
* Supported radio and application tests on Motorola devices
* Managed Customer Technical relationship (planning, strategy, roadmap, issues, etc)
* Managed Device customisation according to French operators requirements (Orange, SFR)
* Managed a team of 3 engineers
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IOTJanuary 2002 - January 2003

* Managed European UMTS IOT for Vodafone Global account in Motorola
* Ensured Technical customer support for Vodafone - SFR
* Secured the Organisation, follow up and support for ITW and IOT tests of A830
UMTS handset (first 3 G device) in the Vodafone UMTS network (UTRAN Siemens and Nokia)
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Pico-CellsJanuary 2000 - January 2001

* Architecture and realisation of Pico-Cell GSM solution / Office cellu* lar  Reception et Analyse of customer specifications
* Customers Privileged Interface (Swisscom, T-Mobil,..)
* Solution Architecture
o GSM Dimensioning (BSC, BTS, liens A et ABIS, interface Radio)
o GSM Radio Optimisation
o Validation of new BSS features / no - regression tests
o Customer Support
* Post-realisation Support
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SFRJanuary 1997 - January 2000

* Project in International environment (Switzerland, Germany, Norway)

- BSS Dimensioning
* New software features analysis (new functionalities, new equipments, real network impacts)
* Development of SFR internal dimensioning rules (BTS, BSC, Trancoders, Liens A, Abis, Um)
* Analysis of Air interface dimensioning (future traffic adaptation: growth of clients, growth of SMS)
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TELEFONICA DEL PERUJanuary 1996 - January 1997

* DESS Training (Training of Master of telecommunications)
* Maintenance, site opening, measurement, site engineering, planning

Mes compétences

Software testing

Bug Tracking, Regression testing

Other

Product Launch, Commercial negotiation, RCS-e, Innovation Business Development, Leadership Program, 3G Networks, Nokia, Microsoft Windows 8, Italian, Motorola Hardware, 4G Networks, Joint Venture, BSS (Business Support Systems), Information Technology, Microsoft Windows 10, GDPR, Internet of Things, Market Data, Structuring Deals, English, Series 40, Microsoft Windows, French, Public Sector, Software as a Service, Microsoft Office, IP, Siemens Hardware, Russian, Operational Planning, Microsoft Windows 7, Key Account Management, Operational Expenditure

Technologies

AWS

Others

Business Development, Spanish, Project Management, Customer Care, Financial Accounting, Artificial Intelligence, Analytics, Presentation skills, Team management, Business Strategy

Mobile

Windows Phone, Symbian

Embedded and Telecom

Telecommunications, Mobile Communications, HSDPA

IT Infrastructure

Azure, Cloud Computing

Protocols

UMTS

Mes études et formations

- - Honors & Awards

Certificate in Entrepreneurship Essentials, Business - Harvard Business School2017 - 2017

Challenging Customers Through Business Model Innovation, Business/Commerce, General - INSEAD2016 - 2016

Core: Credential of Readiness - Harvard Business School2015 - 2015

Master, Radio Telecommunications - University of Versailles1991 - 1996

High school, International Baccalaureat - Lycée International1987 - 1991