Christophe Bertinatto

-EUR 100 m sales revenue / year -Full responsibility for sales activities across business lines (train, metro, trams) on assigned accounts (customer acquisition, customer strategy) -Full responsibility for offered solution and costs evaluation -Enable business transformation into SW solution sales -Influence go-to-market strategy definition -Present portfolio and roadmaps to customer Major Achievements: •Recognized by management as Value Based Selling expert •Monetizing of Digital Services solutions

Siemens AG, Transfergesellschaft

• EUR 5 m – 6 m sales revenue / year • Lead sales (SW + HW) & customer acquisition for Portugal, Sweden, France, Spain and “e-Station of the future” concept • Lead solution definition for “e-Station of the future” concept (SW + HW) • Responsible for managing and delivering corresponding offers on time and with required quality • Responsible for deal closing • Lead the Siemens AG, I&C MOL RCM EVI Nissan certification for AC product line • Lead the Siemens AG, I&C MOL RCM EVI Renault EV / ZE Ready V1 ce

- 50’ – 60’ Euro Sales / year (> 70% coming from SW) - Leadership and line management of the sub-region/Global Customer Business Team (GCBT) solution sales resources consisting of 20 engineers from 6 different nationalities - Planning and allocating resources to Customer Team’s (CT)

- 50’ – 60’ Euro Sales / year (> 70% coming from SW) - Setting up sales story to convince customer (Value Based Argumentation, Total Cost of Ownership, …) of our QoS, Customer Experience and Charging (prepaid, postpaid, convergence) solutions - Close collaboration with the customer to define the best strategy for the near future. - Sales Management: target setting Agree and align Business Unit (BU) and Sub-Region/ Customer Team targets (sales, new deals, profitability) with respective regional sales man

- > 40’ Euro Sales / year (> 50% coming from SW) -Line Management of International Sales Engineer team of 8 to 14 members -Member of the merger integration team for the region MEA (process definition, team organization, role definition) -Responsible for the ramp-up of the MEA SSM Converged Core ELI organization, coordinating training in collaboration with Regional HQ, organizing project resource assignment based on the skills and competences requested, guaranteeing project continuity for account manager

- > 20’ Sales Euro / year -Responsible for the ramp-up of the new CC Sales Competence Center, recruiting part of the team, and organizing training in collaboration with HQ -Management of the Sales force in Beirut (two program managers (sales), four technical sales consultants, two country managers (sales), one country manager (commercial)) -Country Manager Sales for IAM Morocco, similar tasks and responsibilities as for the Account Manager position below, but for the Charging and Care

- > 20’ Euro Sales / year -Account Manager Sales (Intelligent Network, Interception + Mobile Core) for two incumbent operators in Maghreb (IAM: 17,000,000 subscribers, Tunisie Telecom: 1,500,000 subscribers), and CAMTEL (Cameroon). -Close collaboration with the customer to define the best strategy for the near future. -Development of actual business, budget planning (local company, sales forecasts) -Coordination with local company (local sales, installation & commissioning, etc.)

-Account Manager Sales for the possible fourth UMTS operator in France. -Overall project responsibility (customer acquisition, customer strategy, relations with project leader in France) -Responsible for presentations to Siemens’ customers: product portfolio, turnkey options, Siemens support for obtaining the UMTS license (Siemens partnership, industrial plan) -Functional management of the project team (sales engineer, technical sales engineer, network planners, service and application experts

-Bid management, customer acquisition for 3G mobile networks (UMTS) in France and Spain. -Close collaboration with Japanese partner (NEC) for bid coordination and deadline management -Strategic price level proposal and bid negotiation - Member of the Siemens Sales UMTS strategy definition groups (overall strategy definition, trial strategy definition) -Member of the Sales UMTS bid team in charge of France and bids coordination

Activities based in Munich: - Bid management for fixed operators (France Telecom, Cegetel, Bouygtel, 9TR) - Coordination of action required to qualify for industrial certification (France Telecom) for the production of network termination base accesses and “TQE 1C” certification (France Telecom) for their development - Quality Assurance Manager for the RI2G project (Intelligent Network for France Telecom) (responsible for the elaboration and application of the quality management plan

Establishment of the entire Quality Assurance system compliant with ISO 9001 (with a team of 25 coworkers) for a company specialized in the design, development, realization, and sale of industrial control machines (made to order) and dedicated control tools (serial production)  Quality Prize: Winner of the Quality Prize 95 awarded by “Forum de l’Entreprise des Alpes-Maritimes” in October 1995 in recognition of an audit by Ernst & Young

QA support in preparation for ISO 9001 certification

Quality Assurance