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VMware
- EMEA Partner Marketing Director
GRENOBLE
2008 - maintenant
Team Management : 16 persons.
Responsible for managing all aspects of partner marketing in EMEA. Full responsibility for helping the partner organization reach their revenue goals, helping to drive all partner marketing programs to address distributors, channel partners, system integrators, alliance partners, and other companies in VMware’s partner community.
Execution of all localized partner marketing programs and initiatives in EMEA, including:
• Establishing Marketing Plans for distributors, OEMs and other key Alliance Partners, in conjunction with the local marketing manager and partner managers.
• Manage the Partner Programs Manager in corporate to ensure delivery of worldwide partner & Alliances programs at a local level
• Working with the VMware partners to directly and indirectly create end user demand and awareness
• Ensure comprehensive and effective use of distributor, regional and alliance marketing funds to deliver marketing objectives
• Achieve marketing ROI targets
• Ownership of control and tracking of co-op budget
• Implement programs to ensure recruitment of channel partners against target
• Ownership of all Partner Communication
• Ownership and implementation of all Partner enablement activities
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Avaya
- Western / Central Europe Marketing Director & EMEA Marketing Manager, Small and Medium Business
Issy-les-Moulineaux
2006 - maintenant
22 000 employees (Tenovis acquisition in November 2004, 5500 employees)
More than 1 million businesses worldwide, including more than 90 percent of the FORTUNE 500®, use Avaya solutions for IP Telephony, Unified Communications, Contact Centers and Communications-Enabled Business Processes. Avaya Global Services provides comprehensive service and support for companies, small to large.
- FY07: 400 M dollars. - Marketing budget : 5 M dollars,
- Manage a team of 15 persons (France, Spain, Italy, Portugal, Belux, Netherlands, Nordics, Baltics, Switzerland, Greece, Israel), report to EMEA VP Marketing.
- In charge of all market segments (Enterprise, SMB, Services) for both direct and indirect channel.
- Western Europe lead Generation campaigns: Acquisition, and Retention of Installed base, development of Application revenue. Deployment of all tactics: Direct mail, email, telemarketing, advertising, interactive…
- Promotion, Incentive : define, implement, quarterly promotions and incentive.
- Press Relations / Analyst Relations : Define PR/AR campaigns, product launch, positioning, case studies. Official spokesperson.
- Product Marketing: Define, design and organise product launch, necessary tools
- Built marketing plan with Service Providers and Alliance partners (Telecom Italia, BT Italy and Spain, Microsoft, Plantronics, Extreme, Nokia…)
- Infrastructure : Deploy CRM, edemand tool and planning tool.
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Avaya
- EMEA Marketing Manager, Small and Medium Business
Issy-les-Moulineaux
2004 - 2006
- Winner of 2005 Marketing Award and Q3 2006 special Award for the FIFA Organisation.
- FY06: 376 M dollars. FY05/FY04 revenue : +34% - Marketing budget : 2,5-3 M dollars,
- Manage a team of 3 (Germany, Italy, Russia), report to WW VP Marketing, SMBS
- Built and execute marketing plan in Austria, Denmark, Dubai, France, Germany, Italy, Netherlands, Nordics, Russia, Spain, Sweden, and Switzerland…
- Channels, Mix of Direct and Indirect sales
o Direct : 150 sales persons.
o Channel Marketing: Indirect Business model: 71 distributors, 1500 Business Partners (resellers, VAR’s, SI’s), responsible of Channel mapping, recruitment and Channel enablement organisation and implementation of a roadshow. Design and deployment of marketing-in-a-box tool.
- Pan EMEA Lead Generation campaigns: Acquisition and Migration of Installed base. Deployment of all tactics: Direct mail, email, telemarketing, advertising.
- Promotion, Incentive : define, implement, quarterly promotions and incentive in EMEA
- Press Relations / Analyst Relations : Define EMEA PR/AR campaigns, product launch, positioning, case studies. Official spokesperson.
- Product Marketing: Define, design and organise product launch, necessary tools
- Built marketing plan with Service Providers and Alliance partners (Telecom Italia, BT Spain and Batelco and Microsoft)
- FIFA World Cup 2006 in Germany: Member of the organization core team, worldwide coordination. BP events, sales incentive, SP’s Program, PR / AR.
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NET2S
- International Partners and Marketing Director
2002 - 2004
Leading international consultancy company - 550 employees - Turnover : 44.3 M Euros
- Marketing Budget 2003 : 550 K Euros – Sales Objective : 1 M Euros
- Member of the Executive Committee (Group, France). Manage a team of 3 (Paris, New York).
- Created strategic and operational marketing Plan. Monitor competition.
- Marketing and Communications Operations: Developed and Implemented marketing and sales tools.
- Lead Generation: Implemented Direct Marketing campaigns (mailing, e-mailing and telesales), organized International monthly seminars.
- Press Relations and Internal Communication: Manage two agencies. Create NET2SPIRITand NET2SPEAKERS programs.
- Web Marketing: invitations to tender, Creation of a new website (3 languages),
- Channel Marketing and Strategic partnerships: Creation of the NET2S Partner Program. 20 partners including : Computer Associates, Citrix, Checkpoint, Critical Path, Foundry Networks, GL Trade, HP, IBM, Iona, Microsoft, Network Associates, W4 …
- International Institutional representation (spokesperson)
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Compaq
- Marketing Programs Manager
Munich
1999 - 1999
- Implemented CSA (Compaq Solutions Alliance) and Active Answers programs.
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Mediapps
- EMEA (Europe, Middle East, Africa) Marketing Director
1999 - 2002
Leading Software company in the Portal Industry - 120 employees – 350 customers
- Marketing Budget 2000: 4 M Euros / Budget 2001: 2.5 M Euros.
- Created strategic and tactical Marketing and Business Plans. Member of the Executive Committee.
- Recruit and manage the European team of 9 people in France, Germany, Spain and the UK.
- Marketing and Communications Operations: Developed and Implemented marketing and business plan, managed the budget and all the external communications programs.
- Product Marketing: Designed International marketing tools and packaging. Monitor competition. Guide development.
- Lead Generation: Implemented Direct Marketing campaigns (mailing and telesales), weekly seminars.
- Press relations: Recruited and managed five European agencies. Organized roadshows (product launch, funding round, brand exposure campaign): More than 1,000 articles published in 2 years.
- Web marketing: Conceptualized the International websites (five languages). Managed the on-line advertising campaigns and e-mailing.
- Channel Marketing: Created the Mediapps Business Partner Program including the certification program, co-marketing campaigns, partner extranet and monthly newsletter. 140 partners - 23 countries.
- International Institutional representation (spokesperson)
- Strategic partnerships include: Business Objects, IBM, Lotus.
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Lotus
- Academic / Education Marketing Manager, EMEA
1998 - 1999
- Developed the education market in Europe.
- Created and managed the “Raconte- moi Internet” Web site, a site focused on teaching children about the internet.
