Don Williams

Depuis ma réinstallation définitive en Bourgogne du Sud, je partage mon activité entre des missions opérationnelles locales et du conseil commercial à l'international, avec pour objectif premier de parfaire mon intégration au sein de l'écosystème professionnel et culturel français.

Sur le plan opérationnel, j'ai délibérément choisi d'occuper diverses fonctions de terrain auprès de PME locales. Cette démarche pragmatique m'a permis d'accélérer ma maîtrise du français professionnel, de tisser un réseau local et de comprendre de l'intérieur les rouages et le fonctionnement quotidien des entreprises françaises. Cette immersion terrain renforce aujourd'hui ma capacité à collaborer efficacement avec la culture d'entreprise française, tandis que mes interventions commerciales et clients restent menées exclusivement en anglais.

Disponible rapidement pour des missions de management de transition commercial, du conseil en stratégie Go-To-Market ou du support commercial stratégique sur la zone EMEA.

In English:

Since relocating permanently to South Burgundy, France, I have been engaged in a combination of local operational work and international commercial consulting, with a deliberate focus on deepening my integration into the French professional and cultural environment.

On the operational side, I have taken on various hands-on roles with local French businesses — a practical decision to accelerate my functional French, build local professional networks, and develop first-hand understanding of how French SMEs operate day-to-day. This ground-level exposure has strengthened my ability to work effectively within French organisational culture, even while my client-facing commercial work remains conducted exclusively in English.

Available at short notice for interim commercial leadership missions, go-to-market consulting, or strategic sales support across EMEA.

EMEA Enterprise Sales — Accruent

Cycle complet (MEDDIC) auprès du C-Suite (DAF, DSI) pour solutions SaaS, IoT & PropTech intégrées ERP. Chasse nouveaux logos, expansion & création de partenariats channel.

Résultats clés :

- ​Signature Lidl (2M€ TCV / 500k€ ARR) & Next (1M€ TCV / 200k€ ARR).

-​Objectif de quota annuel atteint : 1,2M€ ARR + 1,2M€ services.

-​Recrutement de 2 partenaires channel majeurs.

Full English description:

Accruent delivers a market-leading suite of enterprise SaaS solutions covering property management, facilities management, field service management, energy management and IoT. Selling to C-suite stakeholders — CFOs, COOs and CIOs — across EMEA, I managed the full sales cycle from prospecting through to contract signature, handling both new logo acquisition and strategic account expansion above an approved ARR threshold.

Solutions sold integrated with major ERP platforms and delivered measurable value across four dimensions: revenue growth, cost reduction, improved customer experience, and sustainability/carbon footprint improvement. In addition to SaaS subscriptions, I sold professional services, Business Intelligence as a Service, and custom development engagements to existing clients.

Key responsibilities included self-generating pipeline through outbound prospecting, trade shows and channel partner collaboration; recruiting and onboarding new partners and referrers; leading presentations and demonstrations; forecasting monthly and quarterly to senior management; and negotiating commercial and contractual terms in collaboration with the legal team. Tracked all opportunities using MEDDIC and Visualize Value Selling frameworks in Salesforce.

Key achievements: recruited two major channel partners; closed Lidl at €2m TCV / €500k ARR and Next at €1m TCV / €200k ARR; on track to achieve annual quota of €1.2m ARR and €1.2m in professional services at time of departure. Left to relocate to France.

Lancement Marché EMEA & Ventes Complexes:

Premier commercial recruté pour bâtir la stratégie Go-To-Market (GTM) et le pipeline d'une start-up SaaS (EAM/IoT) intégrée SAP/Oracle sur les secteurs Oil & Gas et Bornes de recharge (VE). Chasse directe et animation de 3 partenaires stratégiques (AECOM, Artelia).

Résultats clés (Deals de 200 K€ à +2 M€ d'ARR) :

-Shell : Signatures multiples totalisant +2 M€ d'ARR sur la zone EMEA.

- OLA Energy (500 K€ ARR)

- Kuwait Petroleum (400 K€ ARR).

-Structuration complète de l'offre commerciale et du modèle de canaux indirects

Full English description:

Joined Techniche as their first-ever sales hire, tasked with building the EMEA revenue function from scratch for a hyper-growth asset management SaaS business. Techniche's platform delivers workflow automation, process automation, compliance management and PowerBI analytics to asset-intensive industries — primarily Oil & Gas and EV charging infrastructure. Solutions integrated natively with SAP and Oracle, with value delivered through guaranteed regulatory compliance, operational cost reduction, improved customer experience and measurable sustainability improvement.

Built and managed the full EMEA sales operation: pipeline generation, end-to-end deal management, partner relationships, key account commercial management, and conference and industry body representation. Helped formulate the company's EMEA go-to-market strategy, defining target segments, pricing approach and partner model. Managed three strategic channel partners including AECOM and Artelia, running complex, multi-stakeholder enterprise deals in collaboration with them.

Sold both direct to end clients and through channel partners, across new logo and upsell motions. Typical deal sizes ranged from €200k to €2m+ ARR, with multi-year contracts and professional services components.

Key deals: Shell — multiple deals totalling €2m+ ARR across EMEA; OLA Energy — €500k ARR; Kuwait Petroleum — €400k ARR.