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David ANDRIA

PARIS

En résumé

Mes compétences :
Vente
Développement commercial
Business development

Entreprises

  • OpenText - Account Executive

    2015 - maintenant
  • CGSI - Sales Executive

    Aix-en-Provence 2014 - 2015 Duties:
    - Detecting new business on a construction sector target (SMB prospects);
    - Providing internal teams with my expertise in software presales methodology and demos;
    - Launching the Paris activity to become its acting manager in the near future;
    - Getting involved in all aspects of prospects approach and deal management to bring a fresher look in the company’s practices.
  • Taliance - Account Manager

    Paris-13E-Arrondissement 2011 - 2014 Duties:
    - Managing a portfolio of circa 20 existing customers (RE dept. of banking sector, REITs, asset management companies, insurances).
    - Detecting new business on a real estate investment target. Defining and monitoring ad’hoc presales teams (consultants, presales, consulting management) to deliver high value around property, asset & fund management solutions (analysis, simulation and forecast on RE assets). -- Conducting face-to-face meetings and demos.

    Results & Successes : 98.5% of 2012 Sales Target (€1.6M: Licenses + Professional Services), through major refs. such as Amundi (Crédit Agricole), Edmond de Rothschild AM, Aéroports de Paris.
  • Cegid group - Performance Management Sales Specialist

    Lyon Cedex 09 2007 - 2011 Duties:
    - Acting as a Performance Management (budget, planning & reporting solutions) Sales Specialist within Cegid “CPM”BU;
    - Providing support to ERP SalesReps with specifics of CPM solutions;
    - Acting as prime Sales Lead on CPM deals; Monitoring “deal teams” (consultants, presales, product managers, legal) to deliver high value to prospects and secure closing. Managing face-to-face meetings and demos;
    - Keeping in-depth knowledge of competition and emerging solutions, market awareness.

    Results & Successes: 94 to 106% of Sales Target (€700K to €790K Licenses + Professional Services) over 4 years through major refs. such as PMU, GDF SUEZ, LABCO Diagnostics.
  • Partake Consulting - Solution Sales Representative

    2005 - 2007 Duties:
    - Generating leads and identifying new business on a SMB target (Performance Management projects: Hyperion, arcplan and Outlooksoft solutions);
    - Improving and supporting relationship with Hyperion’s SalesReps.

    Results & Successes: 80% of Sales Target (600 man/days in average) on major refs. such as Cité des Sciences et de l’Industrie (HPS), 3 Suisses International (FDM), Generali Assurance (HFM consulting), DPAM (Essbase + HFM).
  • Cegid group - Sales Representative

    Lyon Cedex 09 2002 - 2005 Duties:
    - Managing a portfolio of existing customers in Retail Industry (repeat business + new opportunities),
    - Detecting new opportunities mostly in Public Sector. Organizing/attending face-to-face meetings with customers/prospects (demos & presentations),
    - Monitoring internal resources -Presales and Consulting teams- to deliver value around ERP/Reporting solutions,
    - Providing regular sales/activity reports.

    Results & Successes: From 70 to 100% of Sales Target (Licenses + Professional Services) over 3.5 years, through major refs. such as: Assemblée Nationale (Stock Management: €150K), Mutualité Sociale Agricole (Budget & Planning: €70K), CNDP (CRM: €600K).
  • Cast Software - Junior Sales Representative

    2000 - 2001 Duties:
    - Participating in the launch of the Spanish BU sales activities,
    - New business prospecting (intensive phoning),
    - Attending exhibitions,
    - Setting and attending face-to-face meetings (presentations and demonstrations) with prospects,
    - Interacting with Presales to produce winning demos, providing regular sales/activity reports, producing and presenting proposals,
    - Recruiting partners.

    Results & Successes : 70% of Sales Target (licenses), through La Caixa (€100K) & Merrill Lynch (€40K).
  • ARES - Microsoft Product Manager

    Montreuil 1999 - 2000 Duties:
    - Designing documentations and presentations,
    - Defining and organizing marketing ops to generate leads (telephone campaigns, mailings),
    - Providing SalesReps with training on Microsoft licensing programs,
    - Providing licensing expertise in face-to-face meetings with customers & prospects,
    - Improving & Maintaining relationship with Microsoft sales teams.

    Major Achievement: Played a central role in one major deal: 9Télécom (€900K Microsoft License deal: 3-year Enterprise Agreement).
  • Microsoft - Assistant Channel Manager (internship)

    Issy-les-Moulineaux. 1998 - 1999 Duties:
    - Assisting Channel Manager in his overall marketing strategy on a Large Account Reseller Target (enhancing their Microsoft sales and certifications)
    - Providing support to channel account managers
    - Tracking marketing ops’results.

    Target Contacts: Microsoft’s channel account managers & fellow marketing teams; Partners’salesreps & marketing counterparts.

Formations

  • Ecole Supérieure De Commerce

    Sophia Antipolis 1995 - 1998 1998: 3-month Erasmus exchange, Technical University of Lappeenranta, Finland
    1997: 6-month Erasmus exchange, Management Faculty, Rijksuniversiteit Groningen, NL.

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