Annick Locatelli

• Defined and led transformation projects aimed at industrializing business models and generating measurable value, with a strong focus on ROI. Projects supported continuous improvement initiatives across Pricing, Contracts, and Finance (S2P and O2C). • Developed strategic roadmaps aligned with business objectives and priorities. • Designed and implemented pricing and financial strategies tailored to the product portfolio, ensuring measurable return on investment. • Led cross-functional collaboration: engaged and coordinated multidisciplinary teams (Sales, IT, Supply Chain, Finance, Legal, Marketing) in transformation projects and offer launches. Fostered a collaborative mindset to secure performance and strategic alignment. • Contributed to the deployment and adoption of Salesforce CRM/CPQ tools; supported teams in the integration of new systems and managed change initiatives. • Oversaw and enhanced data visualization tools (Power BI) to monitor sales, margins, and PxQ (Price x Quantity) performance

• Led a team of 16 across multiple locations, driving pricing and commercial strategy (all types of pricing models). • Oversaw offer and bid preparation, including comprehensive business cases. • Managed customer and supplier negotiations, ensuring favorable contract terms. • Collaborated with legal to draft contracts for IT outsourcing and various services. • Managed P&L, budget and forecast process, financial reporting with Finance (320M$ARR). Active participation to Business Plans and M&A.

• Led end-to-end bid and commercial management processes, ensuring effective negotiation and closure. Master all kind of monetization and pricing models (usage-based; cost-plus, subscription, value-based-pricing, outcome-based). • Drove cross-functional teams in planning, partner selection, offer preparation and contracting for timely proposal delivery. • Supported sales with competitive solutions and commercial offers, overseeing financial modeling and project controlling. Sales training on best practices for contracting and pricing approaches

• Managed a team of 4 people, handling telecom contracts for airlines and institutions. • Secured strategic Tender and RFP wins; Secured SITA’s first two large IT outsourcing contracts. • Led negotiations with suppliers to ensure sound business offers for both SITA and customers (pre-sales and post sales activities ,commercial operations and invoicing). • Continuous improvement initiatives