Sales strategy & complex deals advisory

About Palanir

Most large deals fail before they are signed.

Because everything is connected, miss one critical element, and the entire project can unravel with millions at stake.

Succeeding in complex sales takes more than hunting and closing. It requires a different set of skills to navigate complexity; one that combines empathy and leadership with technical understanding and systems thinking.

Palanir Consulting helps businesses build the sales ecosystem needed to manage that complexity, drawing on French and international expertise.

If you're bidding on something that has to hold,

Core Services

Complex deal architecture

Complex deals rarely fail because the offer itself is weak. They fail because the people, priorities, capabilities, and systems surrounding it were never fully aligned.

We identify and address gaps early, aligning every critical element of the deal before commitments are made. The result is a stronger solution, a more credible proposal, and a deal your organization can actually deliver.

Fractional strategic deals leadership

Sales ecosystem improvement

Sales coaching and training

As businesses grow, gaps in their sales operations become more visible: unclear roles, inefficient processes, disconnected tools, and inconsistent ways of working.

Drawing on experience across small businesses and large organizations, we assess the entire sales ecosystem and build the tools, methodologies, and capabilities needed to pursue complex sales effectively and at scale.

Complex sales require teams to manage multiple stakeholders, competing priorities, technical dependencies, and long decision cycles. Effective managerial support is often critical to success.

We train sales teams in the core disciplines of complex sales and equip managers with practical methods to guide and coach them. For smaller teams, we also provide direct coaching on active opportunities.

Some high-value opportunities require senior leadership, but not necessarily a full-time executive. Fractional leadership provides small and mid-sized organizations with ongoing strategic expertise for their most important and unconventional deals.

We lead executive coordination, structure bespoke enterprise contracts, and develop strategic alliances with the potential to strengthen or reshape the organization’s market position.

Our Methodology

Founder: Meet Sébastien Lopez

Complex sales have taken me from helping small businesses build their sales foundations to leading a €60 million agreement with the French Ministry of Health.

Over the past 16+ years, I have worked across industries, markets, and almost every layer of the technology landscape: from software development, AI, and data to cloud infrastructure, cybersecurity, collaboration, and customer experience.

I have worked alongside executives, technical experts, partners, legal teams, and delivery teams in both growing businesses and global organizations such as NTT/Dimension Data and Orange Business. This has taught me that complex deals are rarely just sales challenges. Their success depends on how well every commercial, technical, and human element fits together.
The significant impact of the human aspect also led me to explore areas such as psychology, I/O psychology and Organizational Development.

Today, I am based between Riyadh, Saudi Arabia and Paris/Nice, France.

Through Palanir, I bring French and international experience in complex enterprise deals to Saudi Arabia while helping businesses in both markets pursue the right partnerships and cross-border opportunities.

Organizations I worked with or served during my career include:

Let's discuss