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Bruno IMPINNA

VILLENNES SUR SEINE

En résumé

29 years of Sales and Delivery experiences in IT: Vendors, Service Providers, Energy supplier and Integrators
Strong and solid professional in strategic business development, sales, negotiation, service delivery and P&L management, with technical background
Recognized as a high performing Leader with proven track of record, results oriented, effective at closing customers and building strong relationship at Senior level.
Strategically thinking, very much focused on establishing solid results and also highly capable of motivating multi-cultural teams while achieving short terms objectives with accuracy


Mes compétences :
Sales and Delivery Leadership in IT
Strategic business development
Management (Sales and Delivery international teams
P&L
Services, Outsourcing, managed services,
Result oriented

Entreprises

  • Cisco Systems - Head of Services for Network Infrastructure and data Center European team

    2014 - maintenant Head of Innovation and Delivery Center for Network Infrastructure and Data Center for EMEAR
    - Leader of a Service organization focused on selling and delivering IT
    Transformation projects as well as Outcomes based services.
    - Collaborates closely with product management, channels and sales organizations
    to achieve market success in Cloud and IT Transformation.
    - Leads, supervises and manages a multicultural and international team of 50
    consultants and business development managers across Europe.
    - Drive FY15 as well as FY16 Business Plan and P&L for the entire organization:
    Headcounts (500 people), Bookings ($380M) and key initiatives definition for
    growth.

  • Cisco Systems - Director, Advanced Services

    2009 - 2014 Creation of Cisco France Professional Services:
    - Building the team from 10 to 100 consultants and 6 Senior Managers in FY14 ;
    - Growing the business from $10M in FY09 to $100M in FY14 ($50M PS)
    - Opportunity creation, selling and delivery of complex projects on Routing, Mobility,
    Collaboration, Cloud/Hosted solutions (HCS, UCaaS, TPaaS, ..) for SPs as well
    as Major Enterprise Accounts
    - Full P&L responsibility with accountability for results in terms of: Bookings,
    Revenues, Margin, Customer and Employees Satisfaction
    - Leading a major transformational project across EMEAR impacting 1500+
    people dedicated to Cisco Services Organization (Sales, pre-sales and
    delivery) with direct reporting to Cisco Senior Executives.
    Key achievements:
    - Consecutively overachieved on all metrics from FY10 to FY14 with Bookings growth > 40% YoY, Revenues growth > 30% YoY, Customer Sat above targets, strong margin contribution and YoY improvement and Recognized as Top Talent (top 15%) since FY10

  • Cisco Systems - Sales Director, FT Orange Global Account

    2006 - 2009 Lead and Manage FT Orange Global Account Sales Team ;
    - Responsible for an annual sales quota of US$200M (Products & Services)
    Key achievements:
    - 130% Sales Target Achievement in FY07 and 118% in FY08 (15% YoY)
    - 110% Sales Target Achievement in FY09 with 7% YoY growth
    - Win of Orange Contact Centers migration from ALU/Nortel to Cisco (EVITA project - $25M)
    - Awarded to supply Core IP, LAN, Mobile (Content and 4G) at global level

    Key achievements:
    - 130% Sales Target Achievement in FY07 and 118% in FY08 (15% YoY)
    - 110% Sales Target Achievement in FY09 with 7% YoY growth
    - Win of Orange Contact Centers migration from ALU/Nortel to Cisco (EVITA
    project - $25M)
    - Awarded to supply Core IP, LAN, Mobile (Content and 4G) at global level

  • Nortel - VP Sales & Member of Board of Directors

    Toronto 2004 - 2006 - Leading the FT Orange Global Account Team (“Sales To” and “Sales Through”)
    - Business profitability and team management: Orders, Margin and Cash targets,
    - Responsible for an annual sales quota of US $ 180M
    Key achievements:
    - VoIP and Multimedia Strategic Partnership signed at CEOs level in order to develop and deploy IP Multimedia services to provide the basis for a new generation of seamless services in the business market
    - Exclusive supplier for LAN infrastructure to FT Group
    - Win of the Optical Metro wave in 2005 ($50M over 3 years): key supplier to FT Group for Metro DWDM and Next Gen Optical Solutions (MSPP)
    - OBS Channel Gold Certified in 2006

  • France Telecom - Sales Director

    1999 - 2004 Leading the France Telecom Account with sales team Management,
    - Responsible for an annual sales quota of US $ 30 millions for France
    Key Achievements:
    - Directly negotiated, signed and managed in 2001 a US $75M over 7 years exclusive outsourcing contract with FT for Club Med and Thomson Multimedia (most important Voice outsourcing deals ever in France)

  • Nortel - Senior Global Account Manager

    Toronto 1997 - 1999 Enterprise Global Accounts
    - In charge of developing Sales Strategy plan in Europe for existing Nortel US
    based Customers, Identify French Based Global Accounts and build incremental
    revenue streams across the Nortel portfolio (Voice Over IP, VPN, Call center, and
    eBusiness applications) for significant Corporate multinational accounts
    - Work closely with Nortel Networks support team as well as various channels
    across EMEA (BT, KPN, ...) to achieve Nortel and customers objectives.
    - Key Achievements:
    - UPS: service contract awarded for a pan-European IVR solution ;
    - Carlson Wagonlit Travel: Global Master Agreement for Next Gen. Call Centers ;
    - Global Sales Master agreements signed with Auchan, Total Fina Elf and Club
    Mediterranée.
    - Responsible for an annual sales quota of US 6 millions.

  • France Telecom - Strategic Account Manager

    1994 - 1997 Strategic Account Manager at Major Accounts Division
    - Leading Elf Aquitaine Group as a Global Account for IP Managed Services,
    - Developed complex international bids based on France Telecom services (Frame
    relay international, high bandwidth networks, IP VPN) which have generated
    revenues higher than EUR 30 M,
    - Participated in the marketing development of France Telecom most advanced
    services such as Frame Relay, LAN to LAN interconnection, outsourcing and
    Internetworking Managed Services,
    - Key Achievements:
    - Elf Group: Data services contract awarded for a National Wide Network ;
    - SG2: Technically managed the first Network Outsourcing project at FT ;
    - Teacher at the National Telecommunications Institute (INT)

  • Dynatech - Sales Manager

    1993 - 1994

  • Dynatech - Pre-Sales Manager

    1991 - 1993

  • Total C.R.D. - System and Network Engineer

    1988 - 1991 Responsible of designing and operating SNA Network

  • Commissariat à l'Energie Atomique (CEA) - Scientist

    1987 - 1988 Military Service at C.E.A (Commissariat à l'Energie Atomique)

Formations

Réseau

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