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Anouar El Hajjami-Jarri

Sales Enablement | Strategy

Moves to Berlin, Munich, Hamburg, Cologne, Frankfurt am Main, Stuttgart

  • 52.517
  • 13.3888
Propose a project The project will only begin when you accept Anouar's quote.
Propose a project The project will only begin when you accept Anouar's quote.

Location and geographical scope

Location
Berlin, Allemagne
Can work in your office at
  • Berlin and 50km around
  • Munich and 100km around
  • Hamburg and 100km around
  • Cologne and 100km around
  • Frankfurt am Main and 100km around
  • Stuttgart and 100km around

Preferences

Project length
  • ≤ 1 week
  • ≤ 1 month
  • Between 1-3 months
  • Between 3-6 months
  • ≥ 6 months
Business sector
  • Architecture & Urban Planning
  • Arts & Crafts
  • Automobile
  • Aviation & Aerospace
  • Biotechnology
+20 autres
Company size
  • 2 - 10 people
  • 11 - 49 people
  • 50 - 249 people
  • 250 - 999 people
  • 1000 - 4999 people
+1 autres

Verifications

Languages

Categories

Skills (21)

Anouar in a few words

Strategic and hands-on professional with a strong business acumen and a growing involvement in diversity, equality, social and eco responsibility. #ThingsThatMatter

Areas of expertise:
- Pricing Strategy for Software products & Professional Services
- Setup of Sales processes
- Setup of Delivery & Customer Success processes
- Sales Enablement & Social Selling
- Market research & Business Development
- Tech stack auditing & Performance optimization

Digital Solutions | Strategy | Sales structure & operations | SaaS | Sales Enablement | Sales Tech Stack | Berlin | US | France | MENA | Africa | Francophonie | Diversity | Intersectionality | Inclusion | Equality | Social Responsibility | Environment | Ecology

Portfolio

Portfolio only available to registered users

Experience

castLabs

Digital Agency and IT company

Sales Enablement Manager

Berlin, Germany

May 2019 - Today

As a Sales Enablement Manager, I have designed and deployed the following:
#Content
- Data-driven Material (from Discovery calls to closing)
- Training and Onboarding Material Design (SDR, Sales Managers)
- Sales Enablement Playbook
- Weekly E-learning program
- Sales Knowledge Management Automation
#Processes
- Existing Pipeline Reassessment (New Business)
- New Pipeline setup (Renewals/CSM)
- New Customer Onboarding process
- Conversion Criteria (New Business & Renewals)
- QBR Cycle (Existing customers)
- Customer Success Team structure (Sales, PS, Engineering)
- Payment cycle's update & automation (Yearly, Quarterly, Monthly)
- Payment methods' update (PayPal, CB)
#Strategy
- Hybrid Sales Methodology (Account-based, Customer-focused + Solution Selling)
- Insights Committee (involving Sales, Product and Marketing)
- Framework for CSM (defined cycle)
- New Market Strategy (Land & Expand)
- Starter Plan (new package for SMB customers)
- Enterprise Plan (new package for Enterprise customers)
- Partnerships framework & automation (Video Tech Stack)
- Perpetual Market Research
- Holistic Revenue-growth initiative (involving - Strategy, Sales, Marketing, Product and PS)
#Measurement
- Customer Usage Growth monitoring & reporting (Business Reviews)
- New Business Advanced reporting (HubSpot)
- Account Management Advanced reporting (HubSpot)
- Pipeline Stages' conversion rate monitoring & Optimization
- Internal quarterly usage study (Sales tools)
- Internal & external CSAT
- Cost-per-product for forecasting
- Change management & Communication program
#Tactics
- Sales Hacks & Best Practices sharing
- Objection Handling (monthly meetings)
- New hires ramp-up (weekly meetings)
- Top-performers' exchanges recording & analysis
- Top-performance practices sharing (workshops)
- Insights Committee insights sharing (bi-monthly meetings)
- Demos' enhancement
- Problem-solving instant calls
- Case-by-case decision-making support (every pipeline stage)
#Technology
- Tech Stack Design (best-in-class tools)
- Integration & Sync of all tools (duplicate work reduction, seamless operations)
- Holistic processes optimization (from prospecting tools to CRM to collaboration platform)
- Quarterly Platforms' usage auditing (gaps & loophole reduction)
- Perpetual Market monitoring
- How-to Documentation & Trainings
- LMS and KM systems selection & configuration
- Collaboration & Asset management tools reassessment
#Market
- Marketing assets deployment (New releases Champion)
- Messaging & Micro-messaging (Insights Committee)
- Synchronization of Marketing effort with Sales & Product
- Market localization support (MENA, LATAM etc.)
- Buyer Persona & Customer behavior analysis
- Buying stories (aimed to SDRs)
- Social Selling initiatives (from Social Media to closing)
- MQL to SQL seamless transitioning support
- Actionable recommendations from existing accounts
- Reassessment of Marketing efforts to adapt to the Digital Buyer
Sales Enablement Content marketing Sales Strategy Tech Stack Design Partnerships Process facilitation HubSpot Zoho

castLabs

Digital Agency and IT company

International Sales Manager

Berlin, Germany

June 2018 - Today

International Sales Manager with focus on France & French-speaking markets, MENA and the US.

Notable achievements :
- Setup of a Customer Success Management structure (CST organization, Business Reviews cycle implementation, new strategy for up-sell)
- Setup of a new pricing model (flat price with a unified metric)
- Pipeline management and follow up + closing (complete sales cycle)
- Renewal management
- Review of Professional Services offer (hour-based packages)
- Total accounts revenue: over $1,4 Mio.

castLabs pioneers software and cloud services for digital video markets worldwide. We provide solutions to easily enable the secure distribution of premium movie, TV, and audio assets for high-quality video experiences.

We have been operating since 2007 and have offices in Berlin and Los Angeles.

Nuance Communications

Digital Agency and IT company

Optimization Strategist & Pre-sales Consultant

Paris, France

January 2015 - May 2018

As an Optimization Strategist, I have managed key accounts in the EMEA region providing actionable recommendations with a focus on increasing online sales and enhancing the customer’s journey.
While optimizing our existing customers' revenue, I have provided the Sales team with valuable material and responded to complex inquiries to fasten closing deals.

Markets: France, Belgium, Germany, UK.
Industries: Insurance, Telco, Retail, Media & Entertainment.
Results: persistent growth in programs' conversions from Q2 2015 to Q3 2017 (+63% YoY in average)
Total accounts revenue: over $900K.

TouchCommerce (now part of Nuance Communications) is the leading innovator in omni-channel engagement solutions, including mobile chat solutions.

Nuance Communications Inc. (NASDAQ: NUAN) offers a wide range of intelligent customer engagement solutions powered by AI, such as virtual assistants and conversational IVR.

Edelman S.A.

Digital Agency and IT company

Digital Consultant

Paris, France

June 2014 - January 2015

8 external recommendations

Check out Anouar's recommendations

Education