Lausanne, Vaud, Switzerland
Senior Technical & Specialized Sales leader with 25+ years of experience across ICT, Cloud, Connectivity and Cybersecurity. I operate at the intersection of technology, business strategy and customer engagement, helping organizations shape and close complex, high-value ICT opportunities through solution selling and trusted advisory. Throughout my career, I have led strategic presales, specialized sales and go-to-market initiatives for enterprise and SME customers, with a strong focus on secure connectivity (SD-WAN, SASE), cloud platforms (AWS, Microsoft, Azure) and cybersecurity solutions. I translate business challenges into scalable, resilient and commercially successful architectures. I am recognized for my trusted-advisor mindset, strong engagement with CIOs, CISOs and executive stakeholders, and my ability to align Sales, Presales, Product and Partners around complex opportunities. I have built and led high-performing teams, launched new ICT portfolios, and structured specialized sales motions to accelerate sustainable growth and long-term customer success. Driven by impact, clarity and execution, I thrive in environments where technology, strategy and customer value meet—in Technical Sales, Specialized Sales, Solution Sales and senior Presales leadership roles. Core Strengths: • Technical & Specialized Sales • Solution Selling & Deal Shaping • Executive Customer Engagement • Cloud, Connectivity & Cybersecurity • Go-To-Market & Partner Strategy • Presales & Sales Enablement Leadership
- Lead strategic solution sales engagements with telecom operators, acting as a trusted advisor to senior stakeholders - Shape and position value-driven solutions focused on network optimization, monetization, and digital services - Drive executive-level engagement across complex sales cycles, including tenders and transformation programs - Define competitive positioning and differentiation strategies in highly competitive telecom markets - Lead customer workshops, demos, and proof of concepts to accelerate adoption and deal closure - Collaborate with Sales and Sales Engineering to maximize revenue impact and customer success
- Lead the technical and commercial strategy for Cloud, Cybersecurity and Smart ICT portfolios - Act as senior solution advisor for large enterprise and complex SME customers - Shape strategic opportunities together with Specialized Sales and Key Account Managers - Own partner strategy with Fortinet, Microsoft, AWS and Nokia - Drive solution positioning, pricing logic and market differentiation - Drive commercial success and revenue acceleration through partner-led go-to-market execution
- Led a Technical Business Development team focused on Cloud, Security and Emerging ICT solutions - Actively supported high-value customer deals as solution lead and executive advisor - Built vendor go-to-market strategies with Fortinet, Microsoft and AWS - Key contributor to the Specialized Sales motion and partner-driven revenue growth
- Owned presales strategy for French-speaking Switzerland across Enterprise & SME - Acted as primary technical sales advisor for strategic customers - Led customer workshops, architecture design and executive solution presentations - Direct contributor to multiple high-value enterprise and SME deal closures