Marcelo Souhami Email and Phone Number
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BUSINESS DEVELOPMENT & SALES EXECUTIVEHunting down and successfully penetrating untapped markets others fail to reach through steadfast persistence, team motivation, process optimization, and technical expertise. Results driven professional with an effective blend of managerial, sales, and technical expertise; skilled in strategic planning, pipeline development, B2B sales, and channel management. Possess an innate ability to understand and communicate complex information. International background with experience in Asia, Latin America and a cultural fit with the US and Europe; fluent in English, French, Portuguese, and basic Spanish. • New Market Business Development: Aggressive and persistent in introducing company portfolios into new markets and achieving results. Closed a critical deal in California with no initial contacts or referrals and made it a profitable recurring account within ≤ one year. Grew three-year pipeline from $750K to $9M within 4 months.• Sales, Large Account & Territory Management: Selected to lead an expanded territory based on success managing a 200% quota increase, an aggressive stretch goal, and expertise in qualifying and closing sales deals that improve organizational profitability. Exceeded large strategic territory and quota. Managed over $150M in key territory account enterprise agreements.• High Performance Sales Culture Development: Built & coached entire management, business development, and industry ecosystem on account strategy and call planning.• Strong technical background facilitating the establishment of trust and buy-in with business development and sales initiatives that require engineering level understanding and superior presentation skills. Sought after to facilitate client presentations for other business groups.Specialties: Sales Cycle Management, Software Sales, ForecastsTeam LeadershipStart-up Operations Partner ManagementSales Coaching, Management & MentoringStrategic Corporate Planning
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Head Of GrowthNformal Jun 2024 - PresentMontreal, Quebec, CaHow 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.
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Sales ConsultantFreelance May 2024 - Jun 2024Continued pro-bono and paid engagements with startups to help them adjust or revamp their go-to-market.
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Svp Customer ExperienceGeocomply Sep 2022 - Jan 2024Vancouver, British Columbia, CaResponsible 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 -
Vp Sales - Customer ExperienceSap Jul 2020 - Sep 2022Walldorf, Bw, DeHead 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 event in pandemic lock-down- "Face of CX" with numerous media engagements- Overachieved quota (Winner's Circle) -
Senior Account Executive - Customer Experience Eastern CanadaSap Jan 2018 - Jun 2020Walldorf, Bw, DeSales 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)
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Vp SalesCegid Jan 2017 - Dec 2017Lyon, FrResponsible 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 pipe by 73% in 7 months- Implemented new leadership collaboration channels between Sales, Marketing, Product, Engineering, Support, and Finance through new Steering Committee structure. -
Senior Sales ConsultantMobeewave Jan 2017 - Jun 2017Montreal, Quebec, CaConsulting services in sales, go-to-market, business development. -
Vp Sales & Strategic AlliancesMobeewave Jan 2016 - Jan 2017Montreal, Quebec, CaResponsible 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 Contributor- Participated in funding/investor activities (VCs)- Member of executive team / Strategic planning
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Senior Director Of SalesMobeewave Feb 2015 - Dec 2015Montreal, Quebec, CaResponsible 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.
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Key Account Manager - SoftwareIbm Jan 2013 - Jan 2015Armonk, New York, Ny, UsKey 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 -
Software Sales Specialist - Websphere SolutionsIbm May 2011 - Dec 2012Armonk, New York, Ny, UsResponsible 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, IT Integration, Enterprise Service Bus (ESB), Business Process Management (BPM), Business Rules Management (BRMS), and Mobile Apps (Mobile Enterprise Application Platform).• Brought a dormant territory to delivering quota within 3 quarters.
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Business Development ManagerCmlabs Simulations Inc. Jan 2011 - May 2011Montreal, Qc, CaDevelopment 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 and forestry machines industries. Evaluate, recommend and implement a market penetration strategy (high impact, low cost) for Latin America with a particular focus on Brazil.• 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. -
Area Sales ManagerAverna Oct 2009 - Dec 2010Montreal, Quebec, CaPromoted 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 and technical professionals. Collaborate with peers in Asia and Europe for strategic management and penetration of key global accounts. Forecast, prospect, build pipeline, negotiate, and sell RF products and professional services with a $6M quota.• 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. -
Sales RepresentativeAverna Oct 2006 - Nov 2009Montreal, Quebec, CaOne 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 established the sales pipeline, called on potential clients and influenced the purchasing decision of key stakeholders, directors, and executives. Sold the Averna Enterprise Test Software platform. • 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.
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Sales EngineerAverna Jun 2004 - Oct 2006Montreal, Quebec, CaPartnered 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 benefits. Managed tight project schedules for successful demo completion and trained sales representatives and engineers. Contributed to business development, built ROI models, and RFP’s. • 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.
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Project ManagerAverna Dec 2003 - Jul 2004Montreal, Quebec, CaOversaw 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.
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Hardware DesignerOctasic Jul 2000 - Jul 2003Montreal, Québec, CaHardware designer specialized in FPGA design, implementation and validation. Worked with board and software level prototyping.
Marcelo Souhami Skills
Marcelo Souhami Education Details
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Polytechnique MontréalElectrical Engineering
Frequently Asked Questions about Marcelo Souhami
What company does Marcelo Souhami work for?
Marcelo Souhami works for Nformal
What is Marcelo Souhami's role at the current company?
Marcelo Souhami's current role is Passionate about Customer and Employee Experience.
What is Marcelo Souhami's email address?
Marcelo Souhami's email address is ma****@****sap.com
What is Marcelo Souhami's direct phone number?
Marcelo Souhami's direct phone number is +151479*****
What schools did Marcelo Souhami attend?
Marcelo Souhami attended Polytechnique Montréal.
What skills is Marcelo Souhami known for?
Marcelo Souhami has skills like Leadership, Product Marketing, Sales Process, Technical Presentations, Partner Management, Sales, Sales Cycle Management, Start Ups, Sales Operations, Forecasting, Partner Relationship Management, Negotiation.
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