Patxi HASTOY

Key leadership and transformational role in the development of our regional plans. Working with the wider team on creating the next evolution of the company’s EU regional strategy.
★ CyberSource Local Proxy for EU Partners, Clients and prospects
★ Report to EU BD Director and MD.

>>> Establishing and nurturing relationships with major EMEA Financial Institutions (Banks, PSP, Processors).
>>> The position reports to the EMEA and ASIA Managing Director and EMEA Head of sales.
>>> EU Strategies and business development with a primary focus to develop our foot print capabilities and establish local networks in strategic markets.
>>> It is a team efforts to set up the right strategy and tactics by Leveraging the best resources available.

(Travel 100%) Managed territory development strategy through partner and direct sales. Managed 1 sales Rep. Set up new strategies, tactics and follow-up on execution. Defined territory route to market with yearly and quarterly business plans. Direct involvement in the sales process.

· Drove my sales plans operationally and set-up new field marketing approach that has since been deployed throughout the company globally.
· Developed relationship with partners (ex.: AEXP)

International provider of IT security and information management solutions with over £2.8b in annual turnover.

Senior Territory Account Manager (France, Spain)
(Travel 40%) Channel sales management and direct sales. Trained and collaborated with partners and distributors. Managed partner pipelines. Direct engagements throughout full sales lifecycle, from relationship development through account qualification to contract proposal and negotiation. Prepared and administered territory sales goals, including target account identification, networking avenues and account management initiatives.

· Managed, developed and trained partners (pipeline, readiness and rebate negotiations).
· Exceeded 2007 sales objectives by 80% with additional 30% improvement for 2008.
· Retained major international client valued at more than £1.2m by collaborating with EMEA locations and operations in Singapore and Malaysia to resolve systemic issues.
· Advocated transition from selling to mid-market clients to named accounts that positively impacted results and was adopted in numerous countries.