Charles Kakil

Driving presales strategy, sales operations and business management for enterprise clients across Europe & APAC. Managing cross-border deals, resource allocation and financial performance, while ensuring efficient sales cycles. Supporting solution architecture, contract renewals and multinational sales processes to optimize growth and operational efficiency. Presales & bid management: • Led end-to-end bid management for RFPs and RFIs, focusing on proposal quality, solution architecture, budgeting, resources and planning for leading customers in different regions and industries: finance, tokenization, manufacturing, ESG, supply chain, digital identity, pharmaceuticals, energy, real estate. • Defined solution architecture leveraging: Blockchain technologies (Hyperledger Fabric (including channels, zkp), Ethereum); AI/Analytics (Elastic, Snowflakes, OpenAI); Cloud & containerization (Azure, Docker) • When needed, partnered with senior solution architects to create advanced architectures for more targeted and specific customer needs. • Owned and led the end-to-end lifecycle of Proofs of Concept (PoCs), from scoping and technical design to client engagement and delivery • Crafted and standardized sales assets: slides, proposal templates (pptx & docx formats), customer stories and datasheets. • Results: Achieved a 58% win rate, securing €8.8M TCV in blockchain & innovation related deals Operations & management: • Drove sales resources to accelerate the sales process from initial prospect contact to deal closure • Managing operations, including: external consultants (contracts, renewals, invoicing), POs, quotes & contract negotiations • Developed and implemented a resource planning system, analyzing forecasted vs. actual resource allocation per project. • Oversaw financial performance: Pipeline, revenue forecasting, backlog tracking and P&L. • Produced reports (quarterly/annual summaries, MTPs, ATPs) for executive leadership. • Mentored junior team members

As Business Analyst at the Fujitsu Enterprise Blockchain Center, my key contributions included: Business & Functional Analysis: • Conducted analysis of business needs and processes using document reviews, interviews, workshops, and research. • Translated requirements into deliverables: detailed technical specifications, user stories, and personas. • Creation of process diagrams, elucidating workflows and data flows. • Performed user acceptance testing with a special attention to ensuring seamless integration of blockchain solutions into existing frameworks. • Authored user and administrator manuals. • Provided legal counsel on blockchain matters (jurisdiction, intellectual property issues, status of digital assets, and compliance with data privacy regulations). • Successfully implemented solutions in: trade finance, tokenization and supply chain • Played a key role in securing major client acquisitions with key industry logos. • Focused on customer satisfaction, leading to significant revenue growth in revenue from successful upselling initiatives. Project Management: • Developed and maintained project documentation, plans, agendas, action items list, and deliverables. • Led and facilitated planning sessions, daily stand-ups, demos, and retrospective meetings. • Managed user story backlog, balancing workload and priorities to achieve defined milestones. • Proactively identified issues, escalated impediments, and crafted effective mitigation plans to keep projects on track. • Regularly updated key stakeholders on project status through reporting on progress, key milestone dates, and risks. Market Research & Strategy: • Initiatives to identify emerging market trends: Tokenization, NFTs, Web3, SSI, and ESG standards. • Established collaboration channels to integrate market research findings into the development of business strategies. • Implemented a continuous improvement feedback loop for market research methodologies for accuracy and relevance of collected data