Yassine Rannane

· Generate new business opportunities in Morocco and collaborate with channel partners to creatively grow existing;

· Build strong relationships and collaborate effectively with sales teams and channel partners;

· Deliver business Value to the accounts, builds effective account business plan and execute upon the plan;

· Working closely with channel partners, technical sales, customer success, marketing to develop and execute account plans for high priority accounts;

· Evaluating the customer profile, creating value messaging, and targeting key steps needed to execute the accounts plans.

· Fostering important and effective relationships within the account including key decision makers and translate customer challenges and opportunities into unique business value.

· Work through organizations at all levels to seek sponsorship, including C-Level.

· Financially astute, skilled in ROI sales methodologies, value selling and d positioning value.

· Detail oriented with excellent time management, calendar management.

· Delivering an accurate weekly, Monthly & quarterly forecast of business.

· Working with the customer success teams on appropriate and complimentary sales motions for the renewal business within their assigned accounts.

· Negotiates deals and contracts at various levels within the targeted accounts either with or on the behalf of channel partners.

· Building trust with customers through understanding their needs, settings the correct expectations, and creating the best experience possible.

· Trusted adviser for customers and identify win/win situations

· Manage sales activities of the brands. (Autodesk, Sofistik, TeamViewer.)

· Assist the technical team during online and live demos.

· Drive the sales & the technical team.

· Weekly review of pipeline.

· Bi-weekly follow-up with the key & strategic accounts.

· Managing relationship with key people within the vendors and distributors.

· Review weekly sales.

· Generating and closing opportunities.

· Preparing quotations and managing tenders.

· Renewals reminders to customers.

· Workshops, value selling and 1to15 with customers.

· Product category wise sales analysis

· Ensure quality and consistency of service and/or product delivery.

· Negotiate with the vendors and distributors for any additional incentive

· Implementing sales strategies.

· Preparing and launching new promotions.

· Preparing marketing plans & activities with distributors and vendors.

· Establish a Channel Engagement and Development Framework with the current channel, with the objective of developing marketing, sales, and pre- and post- sales technical expertise within those re-sellers.

· Build and execute a channel model that maximizes sales growth, but also maximizes profitability for the Autodesk re-sellers that are committing to Autodesk and developing their business.

· Implement sales methodologies (value selling, white boarding, large opportunity pipeline management) with channel partners.

· Recruit and develop new channel partners.

· Executing Autodesk sales campaigns.

· Analyze and understand each partner subscription renewal opportunities, agree on targets with management, Autodesk, and each partner.

· Provide assistance to partners. Ensure Coding, Loading, Reporting, Quoting, Administration inside Salesforce.com is correct.

· Weekly forecasting by partner, including weekly commitment and upside, against target.

· Weekly reporting on weighted pipeline and pipeline reviews, creating and using Salesforce reporting that have been reconciled with Autodesk.

· Uncover and Understand customer requirements to recommend and effectively sell Autodesk product or industry solutions.

· Understand the needs of customers in the sales process and establish a plan of solutions that meet the needs in the short and medium term.

· Built a good relationship with key clients.

· Monitor market developments and maintain ongoing contact with trading partners to develop new strategies.

· Define the commercial policy and put in place marketing strategies in relation to the activities of the company in an objective way and in response to the expectations of the market.

· Market research and analysis of competition.

· Follow-up of the brand and improvement of its reputation.

· Develop and monitor the budget and ensure the implementation of the annual action plan.

· Ensure an optimal level of communication and exchange of information internally and vis- à-vis all external actors.

· Production planning in workshops.

· Coordination with workshop managers to respond to the order, respecting the constraints of time, budget and quality.

· Transmission of objectives and schedules to the production units concerned and regular checking of the implementation of the manufacturing plan by adjusting it according to hazards and contingencies (delays, faulty machines, etc.).

· Design strategies for analysis and studies and develop intervention plans.

· Control logistics by ensuring that stocks of raw materials and products are balanced, and that supply is continuous.

· Continuous improvement of the company and the production methods according to the evolution of the orders.

· Intermediary role between customers, sales department and production workshops.