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Bernard BENAYA

SCEAUX

En résumé

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Value Proposition:

Man of actions and achievements, the challenges, the concrete results characterize me. Creative, thoughtful, rigorous and organized, it is with passion that I propose and defend complex tailored solutions. Born leader, success also is the consequence of teamwork where the talent of each one contributes to win the customer trustiness.

Within more than 20 years of successful sales experience, I propose my services in sales strategy in order to optimize the efficiency and performances of the sales act (audit, innovation scenarios, adaptation and management of the new sales strategy, outsourced sales, fine tuning)
Specialties
Design, development and fine tuning of: Market intelligence/Competitive Intelligence studies, Business Plan, Value Proposition, go to market strategy
Creation and management of sales Business Unit (up to 40 people).
Management of international and global key accounts.
Significant experience of consulting assignments as a Consultant (Delivery) of business developer (consulting assignment sales, integration project sales, outsourcing sales, ...)

Mes compétences :
Business
Sales
ventes

Entreprises

  • Company In A Box - CEO-DG

    SCEAUX 2012 - maintenant CEO - DG
    Company In A Box -CIAB-
    October 2010 – Present (3 years 4 months)
    My company has been created to provide start up companies in the IT sector with the benefit of the sales operations experience I have gained in particular from my last 2 senior positions in VMware & Sun Microsystems. In both cases significant business have been built from scratch with great success.
    My "Company in a Box" tool provide sales, marketing, training, services and support expertise across all markets
    I have now 3 years of experience in Industrial Purchasing as Commodity manager, Project buyer and Project manager. We design and implement Purchasing strategies (monitoring of services contract; setting of complex supply chains; review of Purchasing policies). I also pilot cost reduction projects and drIve industrial performance improvements yards.

  • Verizon Global Services - IT Solution Cloud Computing Consultant

    2009 - 2010 • Work closely with the Head of Sales to create a market penetration strategy
    • Pro-active sales activities to convert suspects into prospects
    • Primary owner of the Opportunity Management process (from initial prospecting till closure) for new business.
    • Form peering relationships with client personnel at the VP/Director level, and working (non-peering) relationships with CXOs;
    • Sourcing for additional business
    • Following up with prospects so that it can lead to a proposal
    • Working with the pre-sales functions to craft a suitable and compelling proposal for the client
    • Showcase Organization Capabilities, Value, Relationships and Governance in all interactions
    • Manage proposal pricing negotiations and closure process
    • Taking Go-To-Market Solutions to the target market
    • Running of defined marketing campaigns for the identified targets

  • VMware - Ingénieur commercial Sud-Europe

    GRENOBLE 2005 - 2009 Responsables de SSII sur SUD-Europe: France, Italie, Espagne

    • Go-to-market strategy centred on virtual infrastructures solutions whilst leveraging solid relations with the major Sis throughout South Europe : Accenture, EDS, AtosOrigin, IBM-GS
    • Developing a business model to focus on virtual practices
    • Particular focus on Capgemini-Sogeti with a global responsibility throughout EMEA to develop SOA solution & develop common Pipeline
    • Created C-level network with prominent individuals largely resident in Europe
    • Major deals: Fonderia, AXA,FT, ENI, Schneider, Ministry of Defence (France & Spain)

  • Sun microsystems - Ingenieur commercial

    Santa Clara 1998 - 2004 2002 to 2005: Sun Microsystems
    Position: Cap Gemini E&Y Executive Account Manager

    • Act as a spokesperson regarding Sun's strategy and help CGEY France's sales rep. understand and articulate it to customers
    • CEM/(Target)Foundation Accounts: Develop and implement sales plans around CEM, existing and target foundation accounts in conjunction with the Account Sales Manager to realize revenue goals, involving relevant partners in the key GTM initiatives.
    • Average order Value : 400 K €
    • Enterprise mid Market: Be the counterpart of the EMM Manager in the development of revenue generating demand creation activities around the Top 5 local solution/vertical opportunities in the locally selected target EMM market segments.
    • Target: 30 M $ FY04 (25% growth ytd)
    • Major deals: Gendarmerie, Cegetel, EDF, and Airbus

    Main achievements:
    Results and sales performance recognized as strongest within the company, having established platform for strategic business success and future double digit growth: from 22 to 30 millions €




    2001 to 2002: Sun Microsystems
    Position: Sales manager Telco/Media/Press

    • Role responsibility to build relationships with key account executives: France Telecom, Canal + and Cegetel; Position Intel and it’s OEM offerings into solution oriented business propositions: major win at Bouygues Telecom
    • Objective: win the business with Sun Architecture against key competitors IBM and HP. Strategy was to provide processors and chipsets with improved performance, incorporating advanced technology futures as well as competitive performance pricing for entry-level to high end servers and workstations
    • Team: 8 (sales and technical profiles) from different cultural backgrounds
    • Average Order Value : 500K $
    • Actual achieved : 110% on sales quota
    • Geography scope : France
    • Responsibility to feedback to Sun leadership team on market trends, opportunities so as to elaborate future products, strategies and initiatives
    • Identify and deliver promotional initiatives (testimonials, case studies) regarding potential benefits for Enterprise customers versus competitor solutions
    1998 to 2001: Sun Microsystems
    Position: Sales Rep. Cap Gemini E&Y Telecom Media Network
    • Customer Base: European ISP and Telco companies including France Telecom, Cegetel,
    • Deutsche Telecom
    • Position Sun as the thought leader in solving challenging business problems
    • Working in team with 20 field sales and technical engineers
    • Collaborating on “field” experiences and developed sales of servers through Distributors,
    Value added Resellers and Partners
    • Best SI results FY01 achieved in Europe: 170% of sales quota

Formations

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