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Emmanuel DUFOUR

SAINT-CYR-L'ECOLE

En résumé

PROFESSIONAL QUALIFICATIONS

- High level negotiation with General, Finance and Information System Managements.

- Definition and implementation of Commercial Strategies and Account Plan in major accounts.

- Management of a sales & technical team, and coordination of a virtual team in the line of the business strategy.

- Development and management of partnerships with Services Integrators, Editors and Resellers.

- Selling of complex solutions in major accounts – Server, Equipment, Software, Services and Storage Solutions – Data Centre.

Mes compétences :
Business
Business strategy
Commercial
Finance
Information System
Management
Managements
Negotiation
Sales
Strategy

Entreprises

  • Parametric Technology Corporation - Senior Account Manager

    2012 - maintenant

  • EMC - Senior Account Manager

    Bezons 2007 - 2012 2 Fiscal Years Account Manager – Large Accounts -

    3 Fiscal Years Account Manager - BNP Paribas France -
    Top 3 French customers
    25 M$ annual revenue with a 20% growth by year
    Develop sales of EMC Storage Solutions ie hard, soft & services, managing specialist resources (sales and presales) as a virtual account team.

    Participation in The “President’s Club” for 2008 & 2009.

  • SUN Microsystems France - Senior Account Manager

    2000 - 2007 1 Fiscal Year Client Executive - EDF-Gaz de France -
    1st French customers, in the 20th ww.
    56 M$ annual revenue.
    Management of a sales & technical team, direct report to the French board.
    Coordination of an international team for EDF's subsidiaries (UK, Germany & Italy), and specific resources from Sun Corporation (Client Executives Community).

    3 Fiscal Years Account Manager - Groupe La Poste -
    7th French customers.
    21 M$ annual revenue with a 30% growth by year.
    Definition of the Account Plan, and presentation in front of the french and EMEA boards.
    Win @ The Network Department the IT infrastructure for the next 5 years.
    Win @ The Banking Department the consolidation of the distributed IT.
    Win @ The Mail Department the critical IT infrastructure for the mail delivery.

    4 Fiscal Years Account Manager - Public Sector -
    2000 : Sun begins to investigate the Public Sector, and create a specific team.
    Prospection on the sector to define priorities, and identification of 2 departments with business potential : Employment and Agricultural Departments.
    Win @ ANPE the National Agreement for Unix Solutions : 17 M$.
    Win @ CNASEA the National Agreement for their future IT : 15 M$.

    Participation in 3 “Sunrises”, and proposed in 2003 by Sun France to the Corporation as the Account Manager of the year.

  • BULL France - Group Account Manager

    Les Clayes-sous-Bois 1997 - 2000 2 Fiscal Years Group Account Manager - Ministère des Finances -
    Top 10 of the French customers.
    21 M$ annual revenue.
    Leader of a specific account team composed by sales specialists.

    2 Fiscal Years Sales Specialist Unix Solutions - Public Sector -
    1996 : Start of Unix in France ; Bull create a specific sales teams to address this new offer to his customers.

Formations

Réseau

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