Raquel Meylan Switzerland CELL : + 41 79 303 19 36

EMAIL:

ra_meylan@bluewin.ch

HEAD OF SALES / OUTSOURCING

IT Business Development and Delivery Executive and Entrepreneur with 20 years experience in Multinational, Public Sector and SMB account opening, teams development, performance, process (sales, outsourcing, quality, delivery) and profit improvement. Proven experience developing relationships at highest level. Proven track record in growing markets from zero and in complex sales closing and delivery on time and on budget.Experienced in SAP team management, sales and delivery.Proven ability to learn new processes while achieving best in class performance. Open to relocation.

AREAS OF EXPERTISE:

Compan y and BU P&L r esponsibility

Ability to motivate and mentor teams for on time and on budget delivery of large projects

Ability to c reate c lient

& p artner n etwo rk s

at h ighest l evel

and build strong partnerships

Ability to weld client and delivery teams to gether to ensure the whole

project team is in sync and can deliver together

International s ales and d elivery e xperience

Sales & d elivery t eams

t raining& m entoring

Ability to c lose l arge& c omplex IT s ales, advise clients on successful governance and ti mely change management

Ability to negotiate SLAs, contract performance management and reporting and overall contract clauses

Outsourcin g

e xperience, a bility to d es ign b est f it o utsourcing s trategy

and follow through to client satisfaction

Experience wit h m atrix o

rganizations with s ales and d elivery t eams in d ifferent c ontinents

UNIQUE VALUE PROPOSITION:

Dynamic and focused sales personality . Establishing a coherent GTM strategy and a detailed business plan aligned to the company

s goals, successfully positions the company in the appropriate market sector, approaches key stakeholders, and leads the sales cycle until conclusion. Benefit

: Demonstrated success in opening of new accounts in brand new market segment for the company, growing the revenue from zero to USD Millions in an under-performing sector in just a couple of years. Gained status of Preferred Vendor in several key accounts internationally.Personally generated 80% of the revenue.

Sales team management, training and mentoring . Establishing a sales team with full time and part time sales across regions, in order to optimize market penetration, while keeping sales costs to the minimum. Trains and mentors the sales team using company sales tools and adapting company sales methodology to the particular market segment; establishes training plans and delivers the training during sales meetings; depending on training subject, organizes specific presentations by SMEs. Mentors the sales team by discussing key elements of proposals and presentations, accompanies team members to key client meetings and generally gives support so that team members can enjoy their sales time. Benefit: Demonstrated success with growing capabilities of junior team members and perfect collaboration between juniors and seniors by leveraging each person

s skills and knowledge. JUNE 2010 - PAGE 2 OF 5

Delivery team management, training and mentoring. Establishing delivery teams across the world, depending on projects to be delivered. With the team, aligns project delivery based on internal quality and delivery processes to client business drivers and KPIs. Keeps regular contact with Project managers and team leaders to understand and help solve delivery issues and challenges, tracks project progress against project schedule, mentors the team for key client encounters, steering committees and deliverables, attends project review meetings according to company process. Meets the teams on a regular basis to understand and help solve concerns and to encourage the team to reach the delivery targets. Supervises team member training, reviews internal process compliance and adherence to SLAs and other contract obligations and rectifies with the team when required. Instills best practices to create highly motivated, customer-driven and performanceoriented teams. Benefit:

Demonstrated success with on time and on budget delivery of large implementations across many countries, bringing client satisfaction and promotion of team members.

Strategic, Process-Oriented Problem Solver .

Strong strategic thinking, conceptual and analysis skills with the ability to find and implement solutions to non-traditional business challenges and thrives in demanding and multicultural environments.

Benefit: Drives positive organizational change, process and quality improvement and instills best practices.

PROFESSIONAL EXPERIENCE AND ACCOMPLISHMENTS:

Indian IT major -

current employer / Switzerland - from 2003 Global Account Director United Nations & International Agencies

( Head of Sales )

Public Sector

from 2008

Business Development Manager (BDM) 2003-2007 Manager of a group subsidiary (SAP consulting) (together with the position of BDM ) 2005-2006

Key contributions as Global Account Director United Nations & International Agencies

Senior Executive with responsibility for the company-wide sales to the UN market, heading the UN Sales team.

Created a Go to Market (GTM) strategy to target C level business decision makers and IT C level executives

with different services and business models, deployed this strategy personally and mentored the Sales team.

Opened several new accounts with lead brands in International Public Sector, both in Switzerland, Europe ad USA, some of them with Preferred Vendor status, and trained the team in the GTM and sales strategy.

Created partnerships with vendors such as SAP or with Big 5 Consultancy companies to pursue several very large deals in Europe and in the USA. Lived in USA for a few months, identified opportunities and had many meaningful meetings with key stakeholders in the International Public Sector both in New York and Washington, which opened doors for future business.

Created a dense network of C-level Executives in International Public Sector in Switzerland, Europe and USA.

Won several implementation and maintenance projects with International Public Sector worldwide, with significant revenue for the company.

Supported the sales team in key client meetings and in winning significant deals, in Europe and USA.

Supervised delivery of several large deals, often on Oracle or SAP ERP with delivery teams in India, Hungary, USA and Switzerland.

Developed a document on

Proposal writing best practices

to be used by the teams preparing the proposals; the document details each section of a proposal to a typical Public Sector RFP and a summary of the contents that should go in each section, plus a set of guidelines for commercial and technical proposals.

Key contributions as Business Development Manager

Sales Executive with responsibility for the full sales cycle across industries over a given territory. JUNE 2010 - PAGE 3 OF 5

Successfully promoted a new front to back-office solution for the banking market in the French part of Switzerland; all were new accounts. After 1 year, several banks considered it as a viable solution for their future implementation.

Closed IT services and outsourcing deals with various verticals

manufacturing, telecom, insurance, and pharma

all new accounts. Some of these new accounts brought the company 2 - 3 USD M revenue / annum.

Won a large multi-phased project in the ERP space (SAP Financials and IPSAS compliance) for an International Public Sector agency, delivered over 28+ months on time and on budget across 120+ countries. The project and the client have since served as reference to countless other deals.

Successful project delivery of outsourcing deals, process adherence, project review, team management, guidance and personal development. Key contributions as Manager of a group subsidiary (SAP consulting)

Executive in charge of company strategy and management, P&L, team motivation and growth, sales and project supervision.

SAP solution selling to new and existing accounts in Manufacturing, Luxury, Education, Public Sector.

Team guidance and mentoring, project supervision.

Development and growth of a team of high end consultants.

Linkvest SA / Business Unit Manager 2001-2003 / Switzerland Key contributions as Business Unit Manager

Executive in charge of creating and growing a Business Unit (profit center) composed of software engineers, architects and project managers; responsibility for people and P&L and for project delivery.

Successful management and growth of a technical Business Unit, beyond targets.

Set up of a Centre of Excellence in Enterprise Content Management.

Project delivery and change management, methodology and process implementation with success.

Closure of deals in Public Sector and pharma companies.

B-I SA (ex- marchFIRST) IT and brand building company

1996-2000 / Switzerland Relationship Manager 2000

2001 Engagement Unit Manager 1999

2000 Senior Consultant, Project Manager 1996

1999 Key contributions as Relationship Manager

Sales Executive with responsibility for the full sales cycle across industries over a given territory.

Closure of deals with banks, multinational companies and Public Sector.

Managed the full sales cycle.

Increased sales and margin. Key contributions as Engagement Unit Manager

Executive in charge of creating and growing a Business Unit composed of software engineers, architects and project managers; responsibility for people and P&L and for project delivery. JUNE 2010 - PAGE 4 OF 5

Successfully managed and delivered several projects, among which a set of large programs (transactional websites) with 100+ consultants in Geneva, France and USA for the largest aggregator of classified information (ads), ensured timely and quality delivery and client satisfaction.

Dynamic team management and mentoring across geographies, regular meetings for guidance on project issues and management of plan and deliverables, then weekly reporting to client steering committee.

Involvement with client at highest level of Senior Management.

Managed to cash a large amount overdue at the end of the project in 3 months, given the relationships established with the client at high level. Key contributions as Senior Consultant & Project Manager

Consultant responsible for Architecture and Design of messaging and network systems, optical storage and high availability solutions.

Designed messaging architectures especially involving Microsoft Exchange Server for large companies with multiple sites.

Achieved Microsoft certifications as MCSE (Microsoft Certified Systems Engineer) and MCT (Microsoft Certified Trainer).

Successfully delivered technical training on the MSCE track (Microsoft Exchange Server, NT Server, TCP/IP) to many teams of network engineers working for different banks and multinationals in the French part of Switzerland. Clevercomm - IT services

Founder & General Manager 1988

1996 / Switzerland

Key contributions as Founder and General Manager

My vision was to create a market for an integrated Finance and Accounting (F&A) software for the SMB market with the following modules: P&L and Balance Sheet- Accounts Payable - Accounts Receivable

Invoicing

Inventory

Legal and Financial Reporting. Team management and growth as well as sales, product delivery, general administrative and management tasks were also part of the responsibilities.

Negotiated the source code acquisition from a well known French company.

Did the business analysis relative to the requirements of the Swiss SMB market.

Hired a team of developers to do the code changes and enhancements.

Prepared a release plan with enhancements with the team.

Defined an after sales strategy for all products.

Created a market for this product with a differentiated marketing strategy for end users and the channel.

To cover the costs related to software development, negotiated exclusive rights for some markets with US companies, data transfer software and hardware and later an OEM for networking products (fax servers).

Applied the marketing strategy and was able to create a network of channel resellers and end users

c 200 F&A direct clients, more than 100 implementations of the fax server solution. EDUCATION / PROFESSIONAL DEVELOPMENT:

Universities of Geneva and Lausanne: Political Sciences, HEC, Literature and School of Interpreters. BS Humanities - University of Geneva - School of Interpreters

Translator diploma. Microsoft Certified Systems Engineer. Microsoft Certified Trainer. Continuous education through WBTs and seminars on sales training, negotiation skills, team management, conflict solving, IT security, delivery processes, quality, etc. JUNE 2010 - PAGE 5 OF 5

LANGUAGES:

French / Portuguese

mother tongue English / Spanish

working languages throughout my career Italian / German

current, ability to negotiate PERSONAL DATA:

Place of origin: Le Chenit, VD, Switzerland, married, Swiss and EU passports