Romain Franczia

Managing a team of 20 sales and customer success professionals across Europe UK, Nordics, Germany, South Europe Coaching, Inspiring, Delivering results as an International Team Responsible for talent acquisition and Local Go-To-Market including Product packaging, Pricing and Roadmap. My role is to make sure our teams are enabled to leverage innovative, constantly evolving ads format, audiences targeting and cross device measurement capabilities

Over a course of 3 years : 5X Revenue Multiplier from few hundred k's to a Multi-Million P&L Hiring and Managing 7 people across 3 geos : France, Iberia, Italy in Sales, Pre-Sales, Customer Success Enabling Enterprise Selling and Delivery, directly and indirectly via partners Inspiring a new team to lead and deliver in a highly competitive AdTech environment dominated by large players Changing the local organization to move away from tactical, % media based revenue to Large, Fixed MRR/ARR Premium Models Predictive, reliable revenue forecasting MEDDIC, Basho, Sandler's, Value Selling, Story Telling, Methodologies via regular coaching, and mirroring Enabling best-in-class Saas business processes to deliver : -Profitable long term customers -Effective support -Limited Customer Churn -Long Term partnerships -Partner Recruitment Limited resources : No PR, No SDR, Minimal Advertising, Lean Event Marketing Strategy My mission statement : - To acquire new profitable customers and keep the existing ones happy and successful Love being a multi-hat Intrapreneur in a fast paced, global and super competitive environment. My goal is to keep building a sustainable, profitable business in this region with the help of very talented teams across the globe. Driving results to our customers, shareholder and employees.

Carrying a Multi-Million Quota Promote and evangelize CRM and Cloud Computing aka Saas in South Europe France, Spain, Italy Hyper growth Pains Competitive Market Reluctance of Cloud Based Solution vs On-Prem in a conservative market Growing the Pipeline, Closing Large Enterprise Deals with Ubisoft, Zodiac, Dover Group, Addecco... Supporting the local Leadership with a tremendous amount of work in hiring, training and ramping up Sales and Customer Success Professionals Ownership of customer success with multiple stakeholders within SFDC Verticals : Manufacturing and High Tech Achievement : 98% of Quota

The only French National Account Executive in the Silicon Valley Region. -> Think about doing a super challenging job in a very competitive market, in a language that's not your mother tongue. And yeap, I made it! Selling Saas CRM to High Tech Companies in the Bay Area. Highly Competitive market, yet extremely rewarding Mission : - Carrying a multi Million Quota - Closing deals with local Tech Savvy Execs - Competitive situations, that you overcome by telling Compelling Story Telling - Convincing prospects that Saas is the future of Software at a time when it's wasn't obvious - Build value proposals at scale - Selling the vision to different layers of org (Sales, IT, Marketing) - Best in class Sales Automation Processes, Pipeline Generation and Forecasting Revenue Achievements FY11 : - 167% - Win 7 new accounts - Never lost an account to the competition

Named account : > $500 Mill revenue companies Financial services, Manufacturers, Professional Services Global account management : US-CAN-Europe Mission Strategic solution positioning Opening new global accounts Results : -Opened 4 new accounts -Generated $100K of new pipe every week for 11 month - Achieve 100% of budget against a $1.5 M quota

EPM Enterprise Perfomance Management (Hyperion) Territory: New England- NY Metro Area- Eastern Canada Mission: Promote the Hyperion product suite to the Mid-Market space Conceive and execute a strategic territory plan Open new accounts Results: Created at least 3 new opportunities or $100K of pipeline a week for 9 month FY 09 : 102% of budget against a $1.4 M quota