Marcelo Souhami Email & Phone Number

Montreal, Quebec, CA

How can you improve your HR efficiency, experience, and effectiveness with a skills-based approach? We help answer that question. Hint: yes, it involves AI these days.nformal is growing as this question comes up more and more. I am happy to be leading that growth.

Continued pro-bono and paid engagements with startups to help them adjust or revamp their go-to-market.

Vancouver, British Columbia, CA

Responsible for Customer Experience along the whole journey, including pre/post sales field engagements (sales, customer success, integration and onboarding, education, support). Great CX leads to loyalty and maximum customer lifetime value. #experiencematters

Walldorf, BW, DE

Head of sales for SAP Customer Experience in Canada- Responsible for the country's go-to-market for CX portfolio (marketing, partners, biz dev, sales)- Grew team by 30%- Designed and ran start-up-style "fail fast" new GTM initiatives, including spearheading new digital agency outreach campaign- Designed and built innovative client-partner-product Hackathon.

Walldorf, BW, DE

Sales of the SAP Customer Experience portfolio in Quebec and Maritimes.- Introduced advanced Territory Planning techniques to team- Pioneered the foundational business case for commerce move-to-cloud deals- Closed marquee reference brand- Overachieved quota (Winner's Circle)

Lyon, FR

Responsible for all Sales, Business Development, and Partnership for North America.- Implemented net new pipe management- Implemented net new sales processes- Instrumented sales operations- Introduced net new indirect / channel sales management- Restructured team from farming to hunting culture to support new growth initiative- Increased 12-month weighted.

Montreal, Quebec, CA

Consulting services in sales, go-to-market, business development.

Montreal, Quebec, CA

Responsible for go-to-market strategy and execution. Liaison with key partnerships & channels. Member of the executive leadership team.- Closed first international expansion strategic deal (Australia)- Established business development teams in Asia (Korea, China)- Signed global distribution deal with strategic partner - Recruited Advisory Board.

Montreal, Quebec, CA

• Responsible for all global sales efforts. Liaison with key partnerships & channels. Operationalization of sales processes. Member of the leadership team.
• Closed first major B2B2B commercial contract from no previous contact to signature in 10 months;
• Built sales team from scratch, including tools (CRM) & processes implementation;
• Provided sales & leadership mentoring to several management peers;
• Established high accountability sales culture with high-impact/low-cost sales metric tracking;
• Marketing messaging & spoke at industry events as company evangelist.

Armonk, New York, NY, US

• Key Account Manager for IBM’s complete software portfolio for strategic large accounts. Focus industry: Banking and Financial Services.
• Closed and managed several Enterprise level agreements worth annually tens of millions of dollars in net new software licence sales and stream revenue in financial services & telco industries;
• Provided coaching to software specialist team and coordinated collaboration with other IBM business units to ensure healthy pipeline in key accounts;
• Exceeded quota in 2013 and 2014;
• Represented local sales force for IBM's internal CRM transformation and seller's advocate initiatives

Armonk, New York, NY, US

• Responsible for the IBM WebSphere product portfolio sales in the province of Quebec. Working within the local IBM sales team, uncover new opportunities and take them to closure. Specialization in Application Servers.
• Brought a dormant territory to delivering quota within 3 quarters.

Montreal, QC, CA

• Development of the Vortex simulator and software sales in the Oil & Gas and Port Operations Industries. Also, grow the OEM heavy equipment simulation business for the agriculture, construction, lifting/hoisting, mining.
• Built $9M of net new potential pipeline for the next three years through account penetration, prospecting and trade show coordination.
• Evaluated and recommended go-to-market strategy for Brazil.

Montreal, Quebec, CA

• Promoted to lead the US territory after one year as Sales Manager for the West Coast and given additional responsibility for Mexico and Brazil in 2010. Provide strategic planning and opportunity based guidance to sales.
• Top performer, exceeding goal by ~15% in 2010 and enabling the division to meet financial objectives.
• Effectively managed a 200% increase in quota during the US economic crisis, reaching 90% of goal and exceeding expectations.
• Identified creative methods for prospecting including online social networks; found the right contact through referrals and quickly gained the trust of key influencers for complex sales.
• Achieved results when 100% of the internal support team changed due to high attrition and reorganization.

Montreal, Quebec, CA

• One of two Sales Representatives charged with building a remote office in Silicon Valley from ground up and growing the California business from zero to profitability during the 2008 economic downturn. Developed and.
• Instrumental in growing the CA business leading to an increase in engineering staff from 1 to 10 within three years during the hardest recession since the Depression.
• Developed techniques to maximize complex technology partner relationships that increased collaboration and leads; techniques were adapted by peers as the best-in-class practice.
• Took over and closed the most important deal in California making it a profitable recurring account; grew the account from ~$150K to $600K within 15 months.
• Closed a deal in the shortest amount of time ever, 6 weeks instead of the 18 month closing average.

Montreal, Quebec, CA

• Partnered with sales force in business development, prospecting, and sales of an innovative Enterprise Test Software solution. Collaborated on marketing communications and educated potential clients on product.
• Created custom demos and proof-of-concept projects demonstrating system capabilities and closing the technical part of the deal; client demo strategy is still in use today.
• Instrumental in establishing new product in the market, contributing to world wide lead generation and complex sales process.
• Project manager on critical pilot projects securing contracts.

Montreal, Quebec, CA

Oversaw engineering projects; planned and tracked budgets, schedules, resources, and suppliers. Handled post-sales customer relations and managed sales and marketing engineering support efforts including demos, cost evaluations, and feasibility studies.

Montreal, Québec, CA

Hardware designer specialized in FPGA design, implementation and validation. Worked with board and software level prototyping.