Arnaud CASTELLAN

En résumé

Entreprises

• Red Hat - Account Executive, Large Enterprise

  Puteaux 2014 - maintenant At Red Hat, we connect an innovative community of customers, partners, and contributors to deliver an open source stack of trusted, high-performing technologies that solve business problems. We’re a billion dollar S&P 500 company offering solutions from Linux to middleware, storage to cloud, together with award-winning global customer support, consulting, and implementation services.
  
  Area of Expertise:
  
  Middleware ( BPM, BRMS, EWS, SOA)
  Cloud ( Iaas, Paas, Virtualisation)
  Plateforme ( OS )
  Storage ( Software Defined Storage , SAN)
  Services & Training
  

• Dell - Field Sales Specialist

  MONTPELLIER 2012 - 2014 SNCF
  BPCE group & Affiliates
  AXA Group &Affiliates
  Danone
  LVMH
  Swiss life
  Zodiac
  Bolloré Group & Affiliates (Havas,…)
  
  Application and Database Performance monitoring across 5 technological Silos :
  
  - End User Experience ( EUM )
  - Database Performance Monitoring & Optimisation ( Sql, Oracle, Sybase, Db2, Mysql)
  - Application Monitoring ( Java, .Net)
  - Virtual Environment monitoring ( VMware & Hyper-V)
  - Infrastructure & System monitoring

• McAfee - Inside Sales Teamleader

  2010 - 2012 Exceed quarterly and annual revenue targets (12 to 16 m$ per Year)
  • Build and maintain a constant/future revenue pipeline
  • Maximize short term revenue
  • Manage and develop the inside sales operation to effectively sell McAfee solutions and products
  • Coach, train and motivate a sales team of 7 sales rep to ensure the consistent achievement of sales objectives in line with best practice
  • Drive and overachieve performance metrics and daily call time statistics
  • Produce regular accurate reports for management for forecasting and review
  • Identify and resolve issues that impede the business relationship between McAfee and the customer to ensure business continuity by resolving issues that impact the business
  • Keep up to date with McAfee programs, campaigns, pricing strategies and company procedures
  • Keep knowledge up to date of the Security market and meet training targets to maintain a thorough understanding of McAfee products, process and promotions to provide the highest levels of sales support
  • Responsible for recruiting top talent within the inside sales function
  • Develop relationships within the channel
  
  
  - Personal Quota attainment H1FY12 : 131%
  - Team Forecast within 95% accuracy.
  - Team Quota Achievement 6% Growth YOY on new Business / New Logos ( Geenfields)
  - 3 awards ( Refuse To loose and Excellence)

• Dell Southern Europe - Ingenieur Commercial

  MONTPELLIER 2006 - 2010 -2006-2007- Sales Representative, Dell Southern Europe, Montpellier
  04/2006- 03/2007- Sales Rep, Small Companies ( 1 to 50 employee):
  - Dealing with incoming Calls, Transactional Customers ( no ownership )
  - Up sell, Crossell, Project Qualification
  - More than 3 M€ Revenue year-on-year, 125 % of sales achievement ( been promoted 3 times on the same segment)
  
  03/2007- 06/2008 Account Manager Relational Acquisition – medium/Large companies ( From 100 to 500 employee)
  - Portfolio Administration of 700 Acquisition account
  - Create and develop new partnerships with strategic customers ( I.e EPI Group, Ranbaxy, Babolat VS ,Play Mobil, JM WESTON ) and place our Share or wallet over 20 % of their buying Power.
  - More than 790 k€ revenue, about 145 % of sales achievement
  - Dealing with some ICA/ISA accounts (International Corporate/ Selected accounts : Next wave/Packet Video, Activision, Arquitectonia )

• F.G.I - Account Manager

  2005 - 2006 -2005-2006 – Account Manager / Value Added Resellers , FGI , Baillargues (34)
  - Development of a VAR’s portfolio ( 200 customers High Value partner)
  - Bulk Sales

Formations

• Ecole Supérieure De Commerce

  Montpellier 2002 - 2004 Action Commerciale Alternance

• Lycée Notre Dame De La Merci

  Montpellier 1999 - 2002 Sciences Eco
  
  Section ES

Réseau

• Benjamin LOPEZ

• Cécile LANGLOIS GRILLET

• Farid SLATNI

• Laurent GOULARD

• Marc NOTO

• Olivier BODOT

• Philippe CHAZEE

• Romain BARTALUCCI