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David RICHARD

Paris

En résumé

Mes compétences :
Vente
Développement commercial
Négociation
Management
Business development
Marketing
Communication
Informatique
Insurance Accounting
Siebel
SAP 4.7 Enterprise
Risk Management
Responsible for the Education
Framework
Forecasting
ETL
Data Mining
Customer Relationship Management
Content Management
Compaq/Digital Hardware
3Com

Entreprises

  • SAP France - Directeur de comptes Banque & Assurance

    Paris 2011 - maintenant
  • SAP France - Global Account Manager

    Paris 2011 - maintenant FSI industry on large Enterprise Insurance accounts
    * Selling business solutions: Cloud /Hana database /CRM/Risk S2 and Analytic & Predictive.
    Achievements: 2014: On track Q3 at 2 M EUR 80% (Q4 forecast 120%)
    Achievements: 2013: 3.6 M EUR new sales licences + 800 K EUR (services) 165% Winner circle
    Account Manager FSI, BI sales specialist on large Enterprise Insurance accounts
    * Prospection & management of global accounts, signing: SCOR, BDF,Allianz, Generali, AVIVA
    Achievements: 2012: 1.3 M EUR new sales licences + 500 K EUR (services) 120%
  • SAS France - Software leader & Business Intelligence Key Account Manager Insurance

    2007 - 2011 SAS France-Software leader Business Intelligence
    Key Account Manager Insurance: ALLIANZ, GENERALI, CNP, AVIVA
    * Selling complex business solutions (Costing, Fraud, Marketing optimization, Risk Management, Solvency2) and SAS Analytic BI Framework & Data Mining. ;
    * Prospection & Follow up of global accounts, signing international master agreements: ALLIANZ, AVIVA, GENERALI. ;
    * Leading the relationships with the global partners and System Integrators : Accenture, Cap, Atos
    Over Achievements: 2010: 1.8 M EUR (best sales of the year) + 400 K EUR (services) 260%
  • SAS Institute - Account Manager Finance

    2007 - 2011
  • Information Builders - Editor in SOA solutions & Business Intelligence Account Manager

    Puteaux 2006 - 2007 * Development and launching of a new offer in the shield of SOA'' iWay Suite'' ( MDM, ESB, Governance)
    * Prospection key accounts and development of the Banking (SG/ Caisse d'épagne CNCE/Natixis) and Insurance portfolio.
    Achievements: 2006: 800K EUR (New Business) 100%.
    deals as Credit Foncier, Banque Accord, HSBC, GROUPAMA.
  • CRISTON Software - Systems Desktop & Vulnerability - Management Sales Manager

    2004 - 2006 Sales Manager * Set up of a 5 sales rep team and 1 pre sales engineer, shows organization around Secure Desktop Management.
    * Development and launching of a new offering in the shield of security: Intranode / Vulnerability
    * Management and development, follow-up of the sales turnover, from scratch massive prospection
    * Development of the Sales and Marketing strategies in collaboration with the CEO.
    * Channel Partners strategy definition with IGS France and the top five integrators leaders.
    Achievements 110%: 2005: +700K EUR /deals signed, including + 400 M EUR license deals as RATP
  • COMPUTER ASSOCIATES - Software leader

    2000 - 2003 COMPUTER ASSOCIATES - Software leader in Enterprise Technology Solutions
    Senior Sales Executive - Information Management / French Key Accounts Manager
    Objectives: Qualification of Key Accounts optimization, projects on strategic solutions: Content Management/ Web Portal/ Data bases/ Development tools/ ETL/ Reporting, Referencing and sales of licenses to Key Accounts as TOTAL, ALSTOM, FRAMATOME, GE, VIVENDI, SANOFI
    * Set up of the Channel Partners strategy with major integrators: ACCENTURE, EURIWARE, STERIA, UNILOG, CAP GEMINI, SOPRA, and IGS.
    * Launching and promotion campaign of the new CA Company offering at INTEROP, DOCUMATION, F1 and customers
    Seminars backed up with intensive product training in France and UK (HQ) in English
    Achievements 100%: 2001, 2002, 2003: 780 K EUR /year
    Average deals between 100 and 500K EUR
    Software solutions sales in Project Approach (sales cycle 6 months)
  • DELL Computer - Worldwide leader & Global Account Manager

    1997 - 2000 DELL Computer France - Global Account Manager - International Key Accounts Management
    Global Segment Gold Accounts
    * Prospection & Follow up of international accounts signing international master agreements
    (ERICSSON, MICROSOFT, 3Com, J&J, L'OREAL, NOVARTIS, GLAXOWELLCOME, EDS)
    * Account Management of an average 20 to 100 M FF contracts, with a majority of Anglo-Saxon companies. Set up of the sales strategy defined company-wide and management of the ``Global Segment '' contract
    * Team work with a British Account manager (Target over achieved by 180 % over 6 months)

    * Key Account Manager « Hunter » - National Key Accounts
    * Account Management of VIVENDI group and its 400 subsidiaries (CEGETEL, VIVENDI WATER, DALKIA, CANAL, SGE)
    Achievements 140%: 1998, 1999: 120% growth over 2 years
    Prospect ion and development of the account from 35 to 85 M FF
    Strategy development linked with professional services and to the Added Value in order to maintain a 25% margin Management of a 2 Inside Sales
  • COMPAQ - Key Account Manager Distribution and Services

    Munich 1994 - 1997 Key Account Manager
    Distribution and Services group, exclusive reseller for COMPAQ and Microsoft
    * Development of the private and public sectors as WINTHERTUR, SAGEM, THOMSON, DISNEY France , LA POSTE, MINISTERE de l'Intérieur, de l'Economie & Finances, Jeunesse & Sports, CNRS...
    * Deal of a 2 years contract for 8 M FF with LA POSTE : hardware and PS
    Targets: 1997: 15 M FF, achieved: 18 M FF ,
  • APPLE Center - IMAGOL Account Manager

    1991 - 1993 APPLE Center Paris, PAO/DAO solutions distributor and professional services
    * Responsible for the Education and Public Health New Sales Department, graphical solutions for Apple France
    Achievements: 1993: 50% of the Company Turn Over after only 2 years of activity

    2- EDUCATION & TRAINING
    * 2111-2013 : Winner Circle ;
  • ESRA - Student

    Courbevoie 1989 - 1991

Formations

Pas de formation renseignée

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