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Elisabeth MAGHAMI

Bois-Colombes

En résumé

Depuis janvier 2012 :
En charge du développement des ventes dans les Groupes de Protection Sociale avec coordination d’une équipe étendue pour l’ensemble de l’offre IBM

Auparavant :
Responsable commercial d'une équipe de 12 Sales Senior chez IBM SWG pendant 6 ans.
Et encore avant :
Sales dans différentes sociétés américaines et françaises.
Expériences de management direct, d'encadrement commercial, de négociation commerciale, de gestion de compte et d'account mapping, de suivi d'opportunités et gestions du cycle de vente, d'application de la stratégie commerciale de ma société, de sa satisfaction client, des partenaires, et du recrutement de commerciaux.

Mes compétences :
Commercial
Manager
Responsable Commercial
Sales
Sales manager
Software
Software Sales
Prospection
Vente
Développement commercial
Management des ventes
Marketing
Business development
Informatique

Entreprises

  • IBM - Client Executive

    Bois-Colombes 2012 - maintenant Responsable commercial pour l'ensemble des offres IBM des Groupes Paritaires de Protection Sociale

  • IBM France - ZSerie Software Sales Manager

    Bois-Colombes 2010 - 2012

  • IBM France - WebSphere Sales Manager

    Bois-Colombes 2006 - maintenant • Setting up and managing a team of 6 highly skilled professionals for major IBM “named” Banking and Insurance accounts : Hiring, Enablement, Coaching and Team Leading,
    • Managing sales across WebSphere portfolio : BPM, SOA, Foundation : offer to help customers optimize processes, enforce performance as well as increase business service delivered, Quota 1H 2009 : 7,2Million euros
    • Achievement 1H2008 : 140% Achievement 2H2008 : 120%
    • Defining and Implementing a challenging recovery plan to improve organisation’s climate, stop sales rep turnover while growing business,
    • Setting up and managing a team of 6 highly skilled professionals for major IBM “named” accounts : Hiring, Enablement, Coaching and Team Leading,
    • Promoting business creativity, sales leadership and ownership, and risk taking,
    • Drive sales plan of the team, while setting up Individual Performance management (dealing with top talents and low performers),
    • Developing matrix sales, as well as value base selling, to ensure full product and service portfolio coverage within the accounts while counselling our customers to better business value,
    • Pipeline management and opportunity leading according to IBM Signature Selling Method

  • IBM France - ZSeries Software Sales Specialist

    Bois-Colombes 2001 - 2006 • In charge of developing and implementing sales strategies on zSeries portfolio, including all IBM Brands (Tivoli, WebSphere, Rational, Lotus, Information Management) for the OTC part, and MLC
    • Business partners network building, to influence customer decision and improve zSeries sales on selected accounts,
    • Developing consultative selling in order to increase deal size while improving value to customers,
    • Strong contribution into large deals building, including Capacity Planning on largest IBM mainframe accounts
    • Net new licences sales 6M€ in FY 2005

  • BEA Systems - Insurance Account Manager

    COLOMBES 2000 - 2001 • Opening Insurance Sector new accounts : Licences and Support Service Offering,
    • Selling all BEA products : transactional monitoring, Weblogic application
    • Negotiating business according to BEA Systems business practices,
    • Teamwork with BEA Systems business partners and Ecosystem to develop business in new areas

  • BMC Software - Manufacturing Account Manager

    Courbevoie 1999 - 2000 • Account Manager coordinating all the BMC Brands (Mainframe, Patrol,…) for the Automotive Industry Sector (mostly PSA and Renault)
    • 4 dedicated Sales Specialist Coordination(Quota as a “sum of” )
    • Developing new Software sales within manufacturing sector named accounts of: Tools for Business Continuity, Monitoring, to help customers improve cost control as well as increase business service delivered

  • Compuware - Account Manager MVS Tests

    Boulogne-Billancourt 1997 - 1998 • Mainframe Testing Tools Selling (Hiperstation) in Banking sector and associated services

Formations

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