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Dominique DUFRASNES

Issy les Moulineaux

En résumé

Mes compétences :
Business
Customer Relation
customer relation management
International
International business
IT Solutions
Management
Negotiation
Product Management
Program management
Telecom
Wireless

Entreprises

  • Cisco - Orange/France Telecom Account Service sale Manager

    Issy les Moulineaux 2010 - maintenant Cisco France Paris office
    Lead the Service Sales Orange Account team.
    YoY Booking increase;
    Fiscal year 2011: Over 38M$
    Fiscal Year 2012: Over 41M$

  • Cisco - Mobility Solution Account Director for France telecom Group

    Issy les Moulineaux 2010 - 2010 Cisco France Paris Area
    In Charge of France Telecom penetration for the Former Starent equipment. Starent has been aquired by Cisco inend of 2009.

  • Starent Networks - Account Director France telecom

    2009 - 2010 Part of Starent France. Based in Paris France
    Starent was a major account provider for Mobile Packet Core solution. In charge of the France Telecom Account.

  • Unisys - Business Account Director

    Blue Bell, PA 2000 - 2009 Unisys Corp, Dallas, Texas ;
    Jan. 2007 - Present :
    Key accounts AT&T and Embarq
    +10M$ business

    Unisys France, Colombes, France;
    Feb. 2000 – Dec 2006 :
    Key account FT/Orange
    +60M€ business in 2006

    Primary leadership of Large Telecom Accounts for this worldwide leading integrator and Voice/Data Solution provider for Wireless and Telecom carriers. Drive revenue, profit growth and performance P&L results, leading sales and deliveries activities, Product marketing orientation, Business partnership management and C and V level negotiation, with a strong focus on customer satisfaction.

    Major contribution
    • Orchestrated growth sales and revenue to more than 60M€ for France Telecom account in 2006, leveraging existing business and opening new additional business line,
    • Increased customer penetration pipeline by interpreting the macro economic market factors impacting the customer, understanding their key initiatives, identifying new business opportunities and setting up the relevant Account Strategy.
    • Used consultative approach with business issues understanding, to evangelize, promote and sell the company portfolio including Voice and Data convergent platforms, High level Consulting projects, System integration, HW SW, Network services and Outsourcing. IT services on Telecom market.
    • Enhanced Account business P&L performance and revenue growth by leading efficiently the Sales team, the delivery Teams and managing partners relation
    • Became customer Trusted advisor by launching successfully new services on a very large customer base (Worldwide largest Voice recognition service for 25M subscribers, Voice mail services open on 1 day for 10 M subscribers)
    • Diversified business stream by conducting Unisys to become one of the FT’s 12 Worldwide IT integrator, following the RFP, Reverse Auction and Frame agreement signature lead.
    • Increased opportunity success factor and project profitability, by orienting bid responses, building and controlling the financial elements.
    • Secured project delivery times and revenues by working collaboratively with the delivery team and customer team, participating to project review.
    • Overachieved and awarded 5 times
    Achievements :

    • 2007-2008: +10 M$ AT&T and Embarq (AT&T being a green field on January 2007)
    • 2006: 60 M€ Whole FT group (Including EMEA subsidiaries)
    • 2005: 18 M€ Orange and FT France
    • 2004: 17M€ Orange and FT France
    • 2003: 5M€ + Unisys selected by FT as one of their 12 Worldwide IT integrators.
    • 2002: 15 M€ Orange and FT France
    • 2001: 6 M€, Orange France
    • 2000: 11 M€ Orange France

  • DATAPOINT - Sales Director

    1995 - 2000 Sales Director Call Centre Integration services BU

    Promoted to drive the sales and consulting aspect of the largest business unit dedicated to Call Centres and Customer relation management solution implementation. Defined the sales strategy and business plan, and strengthened the vital business relationship with major solution partners such as Lucent.

    Major contribution

    • Increased growth sales and revenue to more than 20MF (4M$)( with large projects such as the implementation of a 3000 seats for a major Wireless operator by staffing sale and pre-sales consultant team
    • Introduced consultative sale approach to open additional market segment like banking and supply chain customers.
    • Propelled Datapoint as a major European Value Added Reseller for Lucent Technology ACD.

    Account Manager Call Centre Integration services

    First hired account manager after a complete company restructuring and major contributor of business revival by orienting the new sales strategy, renewing customer confidence. Spearheaded new business development and partnership replacing existing proprietary call centre infrastructure by Lucent technology equipment.

    Major contribution

    • Fuelled annual gross margin to 8.5 MF (1.7M$) in 1997 (132% of the objectives), refreshing call centres of the major existing customers in Insurance, technical hotline, security hotlines, telecom and telemarketing
    • Drove sales performance of the business unit, leading 3 junior sales engineers.
    • Launched successfully a large partnership with equipment partners such as Lucent technology and Genesys. 1997 Lucent award as best European partner sales engineer.

Formations

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