Xavier Barnay

Sales Leadership:

Spearheaded a team of three, managing 180 accounts, driving sales of Dynamics ERP & CE solutions to major enterprise and multinational corporations, achieving $12.8m in TCV (FY22, +42% vs target) | Directed Volume Business Sales from FY23, securing $2.8m TCV (FY24, +40% vs target) at a 63% close rate, emphasising high performance and sales acumen | Proficient in SPIN selling, focused on expansion within existing accounts.

Sales Operations:

Orchestrated key internal workflow transitions and streamlined sales processes amidst team attrition and organisational changes | Expertise in Business Process Management (BPM), crafting and optimising documentation systems (DMS), and designing onboarding programs for sales personnel, enhancing team productivity and scalability | Designed, implemented, and maintained a centralised Contracts Management tool, supporting 400 contracts and $15m in TCV | Advanced proficiencies in SharePoint administration, encompassing tool maintenance, process enhancement, and robust data management skills.

Technical Acumen:

Certified "Licensing Specialist:

Dynamics 365" (Microsoft CSP Program), demonstrating expertise in the Microsoft ecosystem and proficiency in ERP, CRM, and Power Platform solutions | company-wide Pricing Analyst for Microsoft CSP and NCE schemes | PowerBI, Excel, Planner and SharePoint Lists power-user for performance tracking, propensity modelling, and customer/industry matrix segmentation (for account planning).

Account Management:

Managed as individual contributor a complex portfolio of 80-100 accounts from FY23, focusing on long-tail clients with contracts in ISVs, Cloud Hosting, CSP, Support, and Professional Services SoWs, providing service post-initial Dynamics implementation | Drove internal ISV Partners Program | Key-accounts in Manufacturing, Financial Services & Insurance, Property, Transport & Logistics, Charity, Healthcare, Energy & Utilities.

Managed 8 direct reports, providing coaching and mentorship Portfolio management: 1700 accounts, 67,000 listings Revenue generation: $66 million in FY20 KPIs achievements (FY20 YoY): +18% TCV, +32% managed listings, +14% acceptance rate, +31% I.B. adoption rate, +39% contact to booking rate, +24% revenue in consulted accounts Led strategic initiatives (Trello team collaboration tool, Rescuetime team productivity tool), developed and executed territory coverage plans Monitored and analysed market trends, to focus on continuous improvement, for own and team performance Data Analysis: documented pipeline, opportunities, and trends for business forecasting & reporting Consultative Sales: provided personalised insights and advice to improve partner performance and visibility Technical Proficiency: proficient in Vrbo platform, tools (Tableau, Excel, Salesforce, Titan), ranking metrics, online booking, and payment systems.

Managed a team of 21 in Lead Generation, Compliance (SAM&C), and Inside Sales Led design & coordination of 18 Microsoft campaigns across Europe Secured $12m TCV (+163% vs target), incl. $6m Cloud revenue in FY19 SAM&C campaigns, by improving Acceptance Rate (+29%) on SAM messaging and feedback on deployment summaries (+15%) Drove +33% conversion rate and +20% in opportunity value ($2m) in FY19 Lead Gen campaigns, increasing average opportunity size from 10k to 19k$ (Q4 FY19), by improving call & teams' activities up to +291% (Q4 FY19), thanks to new Enrichment strategies in Microsoft DB (improving customer contact rates) and team up-skilling on product knowledge (D365, O365, Azure) Employed a consultative customer engagement approach, instilling an upselling and cross-selling culture among teams First implemented detailed daily reporting (in Trello) then created Sales and Customer Insights Reporting Models for Microsoft Stakeholders (WBRs, MBRs) Focus on process optimisation, data analysis, and team development, coupled with your strong sales acumen, led to significant achievements in call volume, conversion rates, and pipeline generation.