Isaac BOCCARA

J’ai rejoint Otifyd en tant que Responsable Commercial pour la France et le Benelux. Ma mission : développer la présence d’Otifyd sur ces marchés en accompagnant les entreprises industrielles dans leur mise en conformité réglementaire, la sécurisation de leurs environnements OT et leur transformation digitale. Mon objectif est de construire des relations durables et de créer de la valeur grâce à une approche experte, humaine et orientée résultats. I’ve joined Otifyd as Sales Manager for France and the Benelux region. My mission is to expand Otifyd’s presence by supporting industrial companies in achieving regulatory compliance, securing their OT environments, and driving digital transformation. I focus on building long-term partnerships and delivering value through a results-driven and people-centered approach, backed by deep industry expertise.

Securing the integrity of critical OT processes by delivering AI enhanced monitoring and in-depth operational perception. THE ONLY OUT-OF-BAND PROCESS ORIENTED CYBER SOLUTION SIGA’s anomaly detection solution, SigaGuard, serves as the first line of cyber defense. SigaGuard monitors electrical signals directly from Level 0 to provide organizations with the most reliable source of data to ensure their operations’ integrity and continuity. By directly monitoring raw electrical signals, as opposed to data packets , SigaGuard brings new and unmatched visibility into physical processes, elevating OT cyber resilience to a whole new level.

Skills: Industrie des logiciels · Réflexion stratégique

Skills: Business-to-Business (BtoB) · Industrie des logiciels · Modélisation des affaires · Réflexion stratégique

As Country Manager I’m in charge of the following activities: • Engage with and drive channel partner, get in front of them, influence and challenge the relationships, • Generate incremental new business with French customers and finance institute as well as maintains and maximizes existing revenue, • Work with the rest of the management team to encourage innovation by exchanging new ideas to improve operation and efficiency, • Establish and sustain effective long-term customer relationships, • Demonstrated ability calling on and closing sales with “C” level audiences as well as other key buyers and decision makers within the organization. • Press & media relation to develop the notoriety of the company.

• Generate incremental new business as well as maintains and maximizes existing revenue stream, • Targeted positioning at desired regions at end-user segments and verticals, • Engage with and drive channel partner, get in front of them, influence and challenge the relationships, • Providing targeted customer and channel satisfaction, • Provide accurate and detailed weekly and quarterly forecasts to management, • Assist reseller in developing sales and marketing plans related to GreenSQL industry solutions, • Propose tactics to increase sales and awareness within the channel community, • Press & media relation to develop the notoriety of the company.

• Help define regional revenue plans, set sales territories and accounts for the team and ensuring the sales force achieve and exceed their objectives, • Coaching and managing a team of Sales Account Managers & Technical Account Manager, • Provide accurate and detailed weekly and quarterly forecasts to management and have weekly territory calls, • Engage with and drive channel partner, get in front of them, influence and challenge the relationships, • Providing targeted customer and channel satisfaction, • Keeping up to date with products and competitors, • Contribute to exceed annual revenue target by managing my own prospect portfolio in order to keep in touch with customer operations, • Profit & loss responsibility manage budget and expense control, • Press & media relation to develop the notoriety of the company.

Responsible for the achievement of associated accounts and territory channels sales quotas: hardware, software and services. • Help define regional revenue plans, set sales territories and accounts for the team and ensuring the sales force achieve and exceed their objectives, • Provide accurate and detailed weekly and quarterly forecasts to management and have weekly territory sales revues, • Drive, motivate, and support the existing sales team, coach them, contribute to customer pursuits, • Responsible for creating demand, qualifying & closing top prospect accounts across several industries, • Create and execute a territory and account business plan focused on resale activity in the security market as well as partner development, • Developing relationships with existing partners (system integrators, technology alliances and consulting firms) as well as proactively recruiting new qualifying partners, • Monitor training and development of the partners team, • Propose tactics to increase sales and awareness within the channel community, I demonstrate: • Sales experience within the channel’s community (multiple distribution channel model) and a cross-functional team environment, • Managing potential channel conflicts thanks to excellent interpersonal skills and through strict adherence to channel rules of engagement, • Ability to accurately forecast channels sales activity and training, • Demonstrated ability calling on and closing sales with “C” level audiences as well as other key buyers and decision makers within the organization, • An understanding of business organizations and large accounts purchasing cycles, • Strong strategic thinking, initiative and leadership skills, • Ability to be a self-starter with multi-tasking activities, a negotiator and excellent deals closer, • General understanding of legal contracts, • Substantial experience selling in a high technology and networking industry and knowledge of LAN and/or WAN networks.

• Team leader for the development of new business with France, Middle East and North Africa based customers. • Local business development responsibility for client's strategic global accounts, working with global account teams to coordinate overall strategy, • Engage with and drive channel partner, get in front of them, influence and challenge the relationships, • Identification and development of new Tier 1 and Tier 2 customers, from target profiling, through initial contact, to manufacturing strategy proposal, to deal closure, • Development of business within existing customer accounts, including the extensive vertical integration capabilities of client, • Within the Sales organisation, selling all client offerings, and bringing in specialist technical and sales personnel for each client product or service as required. • Providing escalation path for customers on day to day commercial issues with respective plants.

Sold to ActivCard in 1997 • Dynamic, entrepreneurial sales management strategist and demonstrated success driving sales growth while providing award-winning sales leadership in highly competitive markets, • Adept at driving growth of company revenues and improving sales-team performance, • Tenacious in building new business, securing customer loyalty, and forging strong relationships with external business partners. Core competencies include: • Strategic Market Positioning • Key Client Retention • Solution Selling Strategies • Territory Growth/Development • Organizational Leadership • Team Building • High-Impact Sales Presentations • Reseller/VAR Networks

• Full responsibility for bottom-line factors, including company vision, long-range strategic planning, • global product management, and software development processes. Direct all operations for installation and service. • Redefine organizational structure, oversee major pricing decisions, and perform monthly financial evaluation of company results. • Key Achievements: • Created a more responsive and market-driven organization resulting in increased sales to €1,5million in three years. Core competencies include: • Opened new marketing channels and established strategic alliances in Asia and Europe. • Developed and introduced successful new products for international markets.

• Solutions-oriented IT Specialist with notable success directing a broad range of corporate IT initiatives while participating in planning, analysis, and implementation of information solutions in direct support of business objectives. • Track record of increasing responsibility in secure network design, systems analysis/development, and full lifecycle project management. • Demonstrated capacity to implement innovative programs that drive awareness, decrease exposure, and strengthen organizations. • Hands-on experience leading all stages of system development efforts, including requirements definition, design, architecture, testing, and support. • Outstanding leadership abilities; able to coordinate and direct all phases of project-based efforts while managing, motivating, and leading project teams. • Adept at developing effective security policies and procedures, project documentation and milestones, and technical/business specifications. Core competencies : • Network Business Impact Analysis • Disaster Recovery Planning • Cost Benefits Analysis