Mathias Rousseau

In this role I was both maintaining existing solutions revenue for Financial Services and Insurance Global Accounts and uncovering additional up-sell/cross-sell opportunities for Iron Mountain's digitization, Information Governance, and AI/ML solutions applied to information management: - Identify Opportunities: Identify and qualify potential clients and business opportunities where digital solutions can add value. - Relationship Building: build and maintain strong relationships with strategic clients, understanding their evolving needs and acting as a trusted advisor on digital strategy and solutions. - Business development: grow existing revenue across Iron Mountain's solutions line of business, cross-sell/upsell activities, uncover opportunities across other products and services. - Digital Solution Design: work closely with clients to understand their needs and design customized digital solutions that address their challenges and goals, working with the Solution Architects team. - Proposal Development: work with solution architects and other required teams to create detailed proposals outlining the recommended digital solutions, including scope, timeline, pricing, and value proposition. - Client Presentations: Deliver compelling presentations to clients, showcasing the benefits and features of the proposed digital solutions and addressing any questions or concerns. - Collaboration: Collaborate with internal teams such as product development, marketing and customer support to ensure seamless delivery and support of digital solutions. Additional activities: - Sales Pipeline Management - Market and Competition Analysis - Achieve Sales Targets - Reporting and Analytics - Customer Satisfaction - Continuous Learning. This role combined elements of sales, business development, consulting and project management, focusing specifically on digital solutions such as software, applications, platforms, and digital transformation services.

As a Senior Solution Architect, my role was to offer support to the Account Executive Team on information management, document conversion (digitization) and workflow automation solution design (imaging services, intelligent OCR, workflow automation and AI/ML capabilities applied to information and documents). I was an overlay to the sales team, compensated on sales achievement. My responsibilities include: - Pre-sales Consultation: Act as a trusted advisor, understand business requirements, regulatory constraints and technology landscapes to recommend appropriate solutions - Solution Design: Lead the design and development of complex technical solutions tailored to the needs and challenges of clients in the Financial Services & Insurance sectors - Technical Leadership: Provide technical leadership and guidance to project teams, ensuring alignment with architectural principles, design patterns, and technology standards - Collaboration: Collaborate with stakeholders across business, IT, and compliance units to ensure alignment of solution architecture with business goals and regulatory requirements - Project Management: working with the implementation resources, ensure that the solution is built following the original design specs and customer requirements. Additional: - Continuous Learning: Stay abreast of emerging technologies, industry trends, and regulatory changes - Client Relationship Management: Build and maintain strong relationships with clients, understanding their evolving needs and ensure satisfaction on delivered projects - Solution Documentation: create solution architecture documentation, including diagrams, specifications, and technical documentation, to support implementation and maintenance - Revenue generation: Achieve revenue targets and identify new opportunities when applicable (up-sale/cross-sale). This role required both a deep understanding of solutions capabilities and a business approach to capture any potential revenue opportunity.

As an IGDS Solution Consultant, I was a strategic asset of the sales team, offering pre-sales consulting on Iron Mountain's range of Information Governance and SaaS/On Premise Digital Solutions [IGDS] to a portfolio of over 60 National Accounts across Canada, from manufacturing, to oil and gas, real estate and more. This role was an overlay to the sales team, compensated on sales achievement. This role's responsibilities are: - Client Consulting: Engage with existing and prospective clients to understand their information management and governance challenges, compliance requirements, and scanning needs. - Needs Assessment: Conduct thorough needs assessments and gap analysis to identify areas where information governance and scanning solutions can add value and address client pain points. - Technical Consultation: Provide technical consultation and guidance throughout the sales process. - Solution Understanding: Develop a deep understanding of information governance and digital solutions, including document management systems, data classification tools, and scanning technologies. - Product Demonstrations: Conduct product demonstrations and proofs of concept to showcase the capabilities and benefits of proposed solutions to clients. Additional: - Business development: drive revenue through the closing of deals and identification of additional revenue opportunities - Technical Expertise: be a subject matter expert on information governance and scanning technologies, providing guidance to clients and internal teams, deliver demos when necessary. - Proposal Development: Collaborate with sales and technical teams to develop comprehensive proposals outlining the recommended solutions, including scope, timeline, pricing, and ROI analysis. - Sales Support: Support sales teams in qualifying leads, preparing presentations, and responding to requests for information (RFIs) and requests for proposals (RFPs) related to information governance and scanning solutions.

Windmill Solutions (formerly Yakidoo) is a market leader of Business Process Automation and Digital Transformation/RPA solutions and one of the top Kofax experts in North America, In this role, I was in charge of Sales, Consulting and Marketing activities for Windmill Solutions, leading a team of 4 sales and marketing professionals. I was also helping building and tracking the sales team's pipeline, drive marketing initiatives and campaigns, forecast revenue and work on strategic directions and market positioning with our C-Suite along with the managing and coaching of the team under my responsibility. Responsibilities for this role included: - Team Leadership: Provide leadership, direction, and mentorship to a team of sales and marketing professionals, fostering a collaborative and high-performance work environment. - Business Development: Drive business development strategy to identify and pursue new consulting opportunities, working closely with my team to generate leads and expand the client base. - Sales Management: Manage the financial performance of sales, monitoring revenue, expenses, and profitability, and taking proactive measures to optimize financial results. - Project Management: working in collaboration with the implementation and professional services teams, oversee the planning, execution, and delivery of consulting projects, ensuring alignment with client expectations, timelines, and budgets. - Strategic Planning: Contribute to the development and execution of the company's consulting strategy, identifying growth opportunities, market trends, and competitive threats. - Client Satisfaction: Monitor client satisfaction and feedback, proactively addressing any issues or concerns to maintain strong relationships and drive recurring business. This role required a combination of leadership, business acumen, technical consulting expertise, and client relationship management skills to drive the success and growth of the consulting practice.

The primary objective of my role was to grow revenue through prospecting cold-calling activities (hunting), manage & developing existing strategic customer accounts (farming) and following up on MQLs (Marketing Qualified Leads) from industry-targeted campaigns. My responsibilities were: - Client Prospecting: Identify and engage with key decision-makers within target companies to explore business opportunities and grow revenue. - Lead Generation: Generate leads through various channels such as cold calling, networking, and digital marketing efforts. - Needs Assessment: Conduct thorough needs assessments with clients to understand their business processes, pain points, and automation requirements. - Solution Presentation: Present BPA and RPA solutions to clients, demonstrating how they can streamline processes, improve efficiency, and drive cost savings. - Proposal Development and Pricing Negotiation: Prepare customized proposals outlining the recommended solutions, including scope, pricing, ROI analysis, and implementation timeline. - Relationship Building: Build and maintain strong relationships with clients, becoming a trusted advisor on automation and digitization strategies and solutions. - Cross-Selling and Upselling: Identify opportunities to cross-sell and upsell additional services or modules to existing clients to expand the scope of engagement. Additional: - Sales Pipeline Management: Manage the sales pipeline, tracking leads, opportunities, and deals, and prepare associated reports. - Market Awareness: Stay informed about industry trends, competitor offerings, and emerging technologies - Customer Satisfaction: Ensure high levels of customer satisfaction by delivering on commitments. - Continuous Learning: Stay updated on advancements in BPA, RPA, and related technologies. This role required a combination of sales acumen, technical understanding of BPA and RPA solutions, and the ability to build and maintain strong client relationships.

As part of its transformation, Lexmark rapidly grew in the digital transformation solutions space and required to ensure its channel organization was trained on the sale and deployment of our solutions. My role responsibilities included: - Business development & Revenue Growth: implement sales strategy with partners including incentives, targets and KPIs. Meet with partners on a regular basis to track progress and ensure targets are being hit - Channel Partner Engagement: Build and maintain relationships with channel partners sales and technical teams. - Training and Enablement: Conduct technical and sales training sessions for channel partners. - Solution Understanding: Deep technical and business understanding of solutions offered through the channel. - Client Engagement: Collaborate with partners to meet with customers and identify client needs. - Sales Support: Provide support to partners in sales activities. - Pipeline Management: Manage sales pipeline and forecast accurately. - Proposal Development: Assist partners in developing proposals for clients. - Market Analysis: Stay informed about market trends and competitor offerings. - Feedback Loop: Gather feedback from partners for continuous improvement. - Performance Tracking: Monitor partner performance and provide insights for improvement.

- Manage partner relationships at technical and sales levels - Implement strategy with partners to develop solutions sales and long-term growth - Drive software sales business development through sales and technical training - Communicate programs, monitor sales progress vs. targets on a quarterly basis - Enabling Lexmark dealers: solutions sales and technical face-to-face training - Creating marketing and sales documents to support sales activities - Working closely with sales and marketing to fully understand market needs and challenges - Train technicians on solutions deployment and configuration - Drive hardware sales by providing value with solutions / understand customers' needs.

- Driving software solutions sales through channel dealers sales training - Provide support on pre-sales discussions with customers to position the right product and solution - Train dealers sales teams on positioning and selling Canon solutions - Assist with implementation of complex server/client and standalone software products - Communicating effectively with all functional areas within customer accounts with special emphasis on communications and relationships with I.T. and financial personnel - Developing strong internal relationships and required to sell in a team based environment, especially with all Sales Groups, Post-Sales Support personnel, Marketing and Management - Providing Canon and third-party solutions advisory support in regards to workflow survey assessments, RFP, RFQ, proposals and other sales activity - Sharing information on competitive activities such as price quotations, brochures, marketing initiatives and strategic positioning with team members and managers - Ensuring excellent service with customers in assigned territories - Completing all reports including sales documentation for timely submission - Developing and execution of strategies with the intent of increasing Canon-branded and third-party software solutions sales.

In charge of product licensing and sales readiness for partners (LARs (Large Account Resellers), VARs (Value Added Resellers) & Distributors) - Be the Microsoft licensing Subject Matter Expert for the Channel community across all products - Define training strategy and priorities on licensing programs - Create training programs and delivering sales methods to drive sales of MS products using the proper licensing agreement types - Support partners licensing specialists with sales / quoting or licensing questions - Provide training and support to internal Microsoft sales teams on licensing matters.

Software Assurance is a big part of the added value of enterprise-class Microsoft licensing agreement. During my previous role tenure at Microsoft, I realized that benefits associated to Software Assurance were barely used and sometimes not even known by our enterprise customers. I saw the opportunity to craft a new role focused on SA benefits to ensure that our key enterprise accounts would see the value of the Software Assurance benefits, and utilize them. My responsibilities included: - Being the Subject Matter Expert on Software Assurance Benefits related matters for "Enterprise" accounts and for our partner community - Introducing Enterprise customers to benefits available to them within initial 3 months of 3-year agreement - Provide deeper assistance on benefits functionalities, activation and usage to customers - Connect with customer key contacts to position available benefits (HR for training/employee discounts, IT for deployment consulting days, etc) - Take part in the ECC Program (Enterprise Customer Care); determine necessary steps that should take place around "Software Assurance" benefits in the agreement 3-year lifecycle. - Drive metrics around benefits activation and utilization through the creation and generation of monthly reports.

- Driving Windows Vista OS deployment with top 500 Enterprise accounts - Positioning Vista and the OS of choice for enterprise customers - Driving "Software Assurance" deployment-related benefits utilization to facilitate Vista adoption (consulting days, employee training, etc) - Provided overall assistance on other Software Assurance benefits consumption to drive/facilitate Enterprise software agreements renewals.

LaCie Peripherals (since acquired by Seagate and Maxtor) was a leader manufacturer of high-performance storage products, from SCSI external hard drives, to tapes libraries (DDS, DLT, sDLT, AIT) and high-end color monitor products. Part of my responsibilities included: - Management of all aspects of the technical support/service department operations, from inventory management, to products repairs, replacement, returns, customer service escalations and department performance. - Technical support: phone, email, in-person technical support (in French and English) - Pre-sales training for sales team, providing technical facts and explanations - Post sales support for large strategic customers, to assist them using / troubleshooting products - Team Management: defining duties and priorities for Technicians, providing training when necessary - Inventory management: forecasting, ordering parts and returning defective products to suppliers - Design/Functional issues reporting: working with the product team, report any identified design flaw or recurring problems that may be related to a design issue. Achievements: - Provided technical information to sales staff: turning technology facts into usable sales data - Setting new procedures to improve repair turn-around time and traceability (from 5 to 2 days) - Enforcing service procedures to our resellers and improving work methods and processes - Reorganization of the spare parts inventory to prevent inventory discrepancies - Optimization of return to suppliers procedures to reduce stock value (-25%).

LaCie was a market leader of external storage, backup and display products, well known to video editing MacIntosh professionals for the quality and performance of their products. Responsibilities: - Phone support: managing incoming sales calls in French and English from resellers - Inside sales: placing orders, creating quotes for multi-thousand dollars systems for key accounts - Prospecting / cold-calling: contacting inactive / new customers, updating client database - Representation: presence at key Canadian shows, providing training sessions at reseller’s - Marketing tools: creating marketing documents to promote LaCie brand and products. Achievements: - Updating contacts database, allowing easy reach of resellers - Increase of sales generated by inactive accounts (+30%) and creation of new key accounts - Promotion of brand on the external storage products and colour solutions markets.