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Emmanuel DELETRE

LA TERRASSE

En résumé

At Hewlett Packard in the Business Unit focused on telecommunication covering the whole portfolio, worldwide, I am in charge of the following missions :

- Design and implement (end to end) new Business models and alternative pricing models.
- Manage all the required ramifications (Architecture, supply chain, Legal, Sales compensation,…)
- provide guidance to upper management for optimized set up.
- Support Sales/Pre-Sales team facing specific pricing requests.
- Provide guidance to Product and Solution Manager wrt the definition of the pricing structure.
- Communicate & Train people across the Telecom division on the new pricing and /or delivery models
- Lead & Train a “pricing champion” community from the field and a“pricing council” at management level.
- Lead the Enterprise License Agreement (ELA) Program for Communication and Media Solution BU

Mes compétences :
ISO 900X Standard
international experience
benchmarking
Supply Chain
Software as a Service
Strategic pricing - Pricing models - Licensing Mod
Sales support - Deal structuring/engineering
Managerial Skills
Customer Relationship Management
Marketing
Certified Pricing professional by the Professional

Entreprises

  • Hewlett Packard (Grenoble-38) - Strategic Pricing and Licensing manager

    2007 - maintenant Make recommendations to senior management for optimized financial set-up
    - Train and support sales and pre-sales teams on deal structure

    At the solution/product level:
    - Develop product pricing strategy and add-on service pricing (value based, market based approach or cost plus markup approaches)
    - Provide guidance to product and solution managers regarding pricing across the entire product life cycle
    - Develop tools to deploy pricing structure (tier pricing) and pricing model (Pay per Use) consistently.
    - Train employees on new pricing and delivery models ;
    - Mentor and coach ``pricing champion'' community
    - Lead managerial ``pricing council''

  • Nortel Networks - Resp. Pricing/Marketing stratégique produit

    Toronto 2000 - 2005 Définition de la tarification, stratégie et structure de prix (produit, logiciel et service)

  • Nortel Networks (Chateaufort-78) - Strategic Product Marketing Manager then Pricing Manager

    2000 - 2007 As Pricing Manager (from mid 2003)
    - Deliver “Walk in/Walk out” price recommendations for sales (price level based on deal data base and segmentation)
    - Create and maintain a benchmarking tool used to support business decision making process
    - Lead standardization and optimization of quotation tools for wireless equipment: 1 tool replacing 8

    As Strategic Product Marketing Manager :
    Watch for and analyze competitive information including pricing, from both internal and external sources
    - Provide business cases for internal or customer use-
    - Assess wireless revenue forecast (2 year view - $12B) based on both internal and external market
    intelligence information
    - Elaborate list prices for product lifecycle management

  • ARCELOR DISTRIBUTION in Lyon-69 (formerly PUM - 4 000 employees) – Arcelor Mittal Group - Sales Representative in steel trade for major French regional accounts

    2000 - 2000 Manage customer relationship of 30 accounts (12M EUR quota in
    - Co-Lead yearly commercial negotiations ;
    - Set up the master agreements and associated set of supply chain channels
    - Supervise delivery/procurement operations.

  • ARCELOR DISTRIBUTION in Lyon-69 (formerly PUM - 4 000 employees) – Arcelor Mittal Group - Computer System Implementation Prime for CRM software (SAP)

    1998 - 1999 - Represent the trade network to the Executive Committee for CRM software deployment (SAP)
    - Develop training material and product documentation; deliver training (to managers and end users) for new CRM software deployment

  • ARCELOR DISTRIBUTION in Lyon (formerly PUM - 4 000 employees) – Arcelor Mittal Group - Quality manager

    1997 - 1998 - Set up a Quality Insurance ISO9002 system for 2 sites
    - Solve product quality litigations with both providers and customers

  • PUM - Responsable qualité

    1997 - 2000

  • QUATERNAIRE-IDEF - Council & Training company in Lyon-69 (250 employees) - Consultant & Trainer (Industry and Service sectors)

    1995 - 1997 - Set-up and deliver training modules for varying industries for managers & operators on quality insurance, hygiene & contamination

  • INDICIA in Lyon Area-69 (formerly Axcell Biotechnologies) - Pharmaceutical company – (80 employees) - Deputy Quality Insurance Manager

    1994 - 1997 - Computerize production and control processes (1996-97)
    - Set up a Quality Insurance organization and achieve ISO9002 level certification (1994-95)

Formations

Réseau

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