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Highly accomplished sales management professional. Results-oriented, decisive leader, with proven success establishing and cultivating relationships with consumers, strategic partners and key corporate decision makers to secure contract commitments. Excellent communicator and innovative problem solver, with strong training and team leadership capabilities. Proficient in developing strategic alliances and negotiating winwin contracts. Recognised for capturing and retaining high-profile accounts.
My profile and recommendations here:
http://www.linkedin.com/in/patxi
TRAVEL TRAVEL AND TRAVEL EXPENSE MANAGEMENT COST REDUCTION TRAVEL BOOKING INVOICE MANAGEMENT TRAVEL EXPENSE ANALYTICS HOSTED SOLUTION OUTSOURCING EXPENSE REPORTS
On-demand Employee Spend Management Software as a Service SaaS International sales French Spanish English Management New Business Development Client Relations Product & Service Marketing Market Analysis Customer Service Presentations Product Launch Sales Strategic & Business Planning Performance Management Sales Growth
Specialties:
INTERNATIONAL: Native French + fluent English and Spanish.
SALES: 10 Years B2B sales mostly as a Field Salesperson (New business, Account and Channel Management, Consultancy)
MARKETING: Product Management (1year) + Msc in Management.
MANAGEMENT: Managed 35 people (Graduate Business School Student Association President) + Msc in Management.
Patxi HASTOY
REGIONAL SALES EXECUTIVE, Concur Technologies
Windsor, United Kingdom
Patxi HASTOY | English | French |
Schools attended |
Grenoble Ecole de Management - ESC Grenoble - GGSB - EMSI (Apprenticeship programme) |
EGC Bayonne (Responsable en Marketing, Commercialisation et Gestion) |
Université Pau - Pays de l'Adour (UFR Sciences et Techniques) |
Since 2008: Concur Technologies |
REGIONAL SALES EXECUTIVE
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New Business development for the entire French mid-market. Concur Technologies, Inc. (Concur) is a global provider of on-demand Employee Spend Management solutions. The on-demand software solutions are designed to automate and streamline employee spend management processes, from travel purchasing, through expense report generation, employee reimbursement and vendor payment. The solutions are designed to manage employee spending in areas, such as travel procurement, reimbursable employee expenses, and vendor payments. The client services organization offers consulting, client support and training services. | |
Sector: Software publishers |
Since 2005: SYMANTEC CORPORATION | 1 reference |
Sr. Territory Account Manager
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International provider of IT security and information management solutions with over £2.8B in annual turnover. Manage new business development and existing account portfolios across sales territory. Direct engagements throughout full sales lifecycle, from relationship development to account qualification to contract proposal and negotiation. Prepare and administer territory sales goals, to include target account identification, networking avenues, and account management initiatives. Collaborate with Partner Account Manager and Presales Engineer to devise and present client solution strategies. Exceeded 2007 sales objectives by 80% with additional 30% improvement projected for 2008. Retained major international client valued at more than £1.2M by collaborating with EMEA locations and operations in Singapore and Malaysia to resolve systemic issues. Advocated transition from selling to mid-market clients to named accounts that positively impacted results and was adopted in numerous countries. | |
Sector: Software publishers |
2004 - 2005 : McAfee |
Account manager - French market
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Global leader in antivirus and computer security software with nearly £700M in yearly sales. Engaged 5 resale partners for 2 major end users to cultivate and manage pipeline sales. Positioned McAfee technologies and products effectively for unique reseller markets. Delivered product training to reseller representatives. Surpassed territory performance objectives and customer renewal rates by at least 30% and 20%, respectively, each quarter. | |
Sector: Software publishers |
2003 - 2004 : CINCOM SYSTEMS UK LTD |
Marketing Executive France and Benelux Financial Market
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Privately held worldwide enterprise software manufacturer and hosting solutions provider. Led marketing, lead generation, and partnership development initiatives across France, Belgium, Luxembourg, and the Netherlands. Created and conducted comprehensive market research surveys to identify emerging trends and obtain vital data concerning target clientele. Reviewed and qualified prospective clients. Collaborated with regional marketing teams across EMEA. Recognised for achieving highest Pound-per-lead ratio by cultivating more than £300K in new business opportunities. Designed marketing survey for major new product offering that spurred product release; selected to present proposal to C-level executives and Board members. | |
Sector: Software publishers |
2001 - 2003 : CLEAR2PAY (DIAGRAM EDI) |
Product Management & Senior Key Account Manager French and Spanish market
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CLEAR2PAY (DIAGRAM EDI), Paris, France 2001-2003 Provider of software solutions for the financial services arena. Oversaw management of high-profile accounts across France as well as activity of Territory Account Manager for Spain. Directed product management functions for payment processing control and security solutions, including product marketing, sales and segmentation strategies, presentation tactics, and negotiations. Forged relationships with financial, IT, and operations executives. Orchestrated new product launch and secured initial contract commitments from CDC and Barclays Bank Plc. Spearheaded tender negotiations with major French banking institutions such as Banque Populaire, Credit Agricole Indosuez, and Caisse dEpargne. Selected by CEO to investigate and analyse customer satisfaction data; documented findings and recommendations enacted by CEO. | |
Sector: Software publishers |
2000 - 2001 : COTRANET |
Consultant Knowledge Management
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Start-up provider of knowledge management, intranet/extranet, and hosted solutions targeting local government agencies. Knowledge Management Consultant Initiated relationships with clients and prospects through cold calling, networking, and referrals. Evaluated client workflow processes to structure knowledge management solutions. Prepared and presented solution prototypes and contract proposals. Coordinated project teams to deploy technologies and integrate solutions into corporate framework. Captured major account win with APAVE as well as 3 strategic alliances with technology partners that netted £30K in incremental sales. Launched technology conference and technical exhibition programme that improved new lead generation by 3-fold. | |
Sector: Software publishers |
1998 - 2000 : SEIKO EPSON CORPORATION France |
Channel Account Manager North East of France
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Electronic device manufacturer with £6.6B in global annual turnover. Selected as part of special graduate school sponsorship and apprenticeship programme. Coordinated sales and business development activities throughout north eastern France. Crafted channel-specific sales and marketing strategies. Solidified existing client relationships to improve account penetration. Planned and organised channel training initiatives. Salvaged relationship and remedied problems with largest enterprise client that secured £400K in annual revenue. Helped region achieve Best Results and Best Growth awards 2 consecutive years. | |
1995 : D.I.S. Document Image Solution |
Trainee as a Junior Sales and Marketing Manager
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(Start-up: Privately Held; 1-10 employees; Information Technology and Services industry) (6 months) (O.C.R.*, I.C.R.* WORKFLOW software packages publishing) Junior sales and marketing manager Managed the sales team and the marketing strategy. Was part of all strategic discussion with technological partners. Elaboration of marketing materials, sales prospection and sales meetings. | |
Sector: Software publishers |
Forums where Patxi HASTOY is registered | All messages |
Interests |
I love sports and meeting with my Friends and Family. I currently run swim play Golf, Judo and go to the gym. I wish to learn sailing (Started 1 year ago) I love travelling |
