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Charles ROYER

ANTONY

En résumé

More than 13 years experience selling complex IT solutions to Large Enterprise customers, helping them to simplify and consolidate their infrastructure, bringing new way to improve their efficiency and focus to their core business though virtualization and automation softwares solutions, cloud and managed services.

Mes compétences :
Negociation skills
Managed Services
Storage, converged solution
Team spirit
Project management

Entreprises

  • Gartner France - Senior Account Executive

    2016 - maintenant

  • HITACHI DATA SYSTEMS - Senior Account Manager

    Antony 2009 - 2016 Account Manager (Axa, BNP, SNCF, General Electric) Average target EUR 5M/year
    * Storage solutions selling, Cloud, Converged, Archiving and Managed Services HDS ;
    * Identification of needs in order to respond to growth and cost saving challenges ;
    * Sale and implementation of virtualisation and automation solutions ;
    * Development of OPEX mode sale through Finance partners ;
    * Coordination of Pre-sale team, services, integration and support ;
    * Management of Framework agreement including ELA (Enterprise Licence Agreement) ;
    * Growing responsibility towards global opportunities (AXA IM, GE Heathcare in the US and UK) ;
    * Results and rewards : 2009 - 128%, 2010 - 136% (Circle of Excellence 2010), 2011 - 105%, 2012 - 160% (Circle of Excellence 2012), 2013 - 168% (Circle of Excellence 2013)

  • IBM France - Technical Manager

    Bois-Colombes 2007 - 2008 Pre-sales manager
    * Territory management for each pre sale engineer (team of 10 people)
    * Managing quotas, training, team reporting ;
    * HR Management (recrutments, promotions, leave) ;
    * Coordination of team's actions according to identified opportunities ;
    * Follow-up on deals and partnership with extended teams for all technical answers (Storage, Service, Software etc.) ;
    * Management of critical situations with customers ;
    * Organisation and presentation during « Journées Technologiques IBM Serveurs », themes : consolidation, virtualisation, serveurs x86 market ;
    * Results and rewards: 2 recrutments, 2 upgraded positions

  • IBM France - Profit Manager, Direction France System and Technology Group & Responsable

    Bois-Colombes 2005 - 2007 Responsible for margin targets- Servers System x France and North Africa (turnover €35M/year)
    * Technical and Financial analysis of deals presented to the IBM France board of directors ;
    * Proposals analysis and optimisation in order to increase profit ;
    * Orals and negociation of major RFPs
    * Revenue and profit quarterly forecast ;
    * Responsable for Financial and technical aspects of reverse auctions ;
    * Sales Team (backing up sales manager of System sales for 1 and a half year) ;
    * Results and rewards : Revenue growth of 12% per year + 2 pts de GP/year, Leadership award

  • IBM France - Sales engineer

    Bois-Colombes 2001 - 2005 Market development SMB : Retail & Finance sectors, average target : EUR 6M/year

    * Opportunities identification (focus on Win Back accounts) ;
    * Presentation of hardware and applications solutions (virtualisation, consolidation, implémentation etc) ;
    * 100% indirect sales (Integrators, wholesales) ;
    * Management of technical and sale offers (configuration & pricing) ;
    * Coordination of Customer follow-up with extended teams (Pre-sales, Services, Product marketing) ;
    * Results and rewards : 90% first year, between 105 and 120% following yearsl, « 100% Club » reward, Customer Satisfaction award

Formations

Réseau

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