Etienne SAUZE

En résumé

Entreprises

• Independent Professional - Sales, Marketing and Business Development Executive

  2014 - maintenant Etienne's Services Offering is based on his core skills, competencies and experience, they are:
  - Business development, international sales management
  - Sales model definition and implementation
  - Creation, motivation, training of sales teams
  - Change and transformation management
  - Startup creation support (pre-fundraising)
  - Leadership coaching
  - Sales VP/Dir, Interim sales VP/Dir

• Cisco - Senior Business Manager - EMEA

  Issy les Moulineaux 2011 - 2013 Provide strategic leadership and direction to accelerate growth of newly created Data Center Sales Operations across EMEA region. Serve as agent of change and Advisor to senior leadership team on channel/distribution issues to drive success of key growth initiatives.
  Sales Retention & Growth Strategy / Margin & P&L Analysis
  
  Key Achievements:
  
  Introduced P&L assessment and KPI metrics-driven strategies that increased margin growth of Unified Computing Systems (UCS) Sales segment beyond Cisco worldwide average.
  
  Launched new forecasting and demand visibility process for improving UCS volume sales segment through distribution, providing guidelines to route-to-market and supply chain that raised market share from single-digit to double-digit and created run rate business
  
  Retained 100% of customer base in flat SAN market and improved margin growth of overall Data Center business.
  
  Sales Champion Award for plan over-achievement (110%)

• Cisco - Senior Sales Leader, Data Center Business Development - Emerging Markets

  Issy les Moulineaux 2009 - 2011 Reporting to Head of Emerging Markets Data Center Sales, directed penetration and sales growth across MEA, C&EE, Russia and Latin America for Unified Computing, Cloud-ready and Virtualization platforms.
  Innovative Solutions / Market Introduction
  
  Key Achievements:
  
  Built momentum and led successful market introduction and growth of cutting-edge Cloud-ready solutions to represent 25% of overall Cisco United Computing System sales by leading collaborative solutions development with top-tier industry Eco-systems partners (including Joint Ventures) to implement scalable sales programs, ensure seamless execution
  
  Achieved 115% of target for overall sales growth in 2010 (70% over prior year) by effectively supporting sales teams in identifying and qualifying large sales opportunities.

• Cisco - Manager, Regional Sales - Advanced Technologies Sales Team Leader - Middle-East & Africa (MEA)

  Issy les Moulineaux 2005 - 2009 Reporting to Sales Director of advanced technologies, challenged to persuade key countries to adopt new technologies through strategic leadership and motivation of a strong, culturally diverse sales team.
  Territory Startup & Global Expansion
  
  Key Achievements:
  
  Recognized with Cisco Award for launch of new advanced networking technologies into MEA region, driving 100%+ sales increase from 2005 to 2009 through focused execution of “outside the box” sales strategies with direct, virtual and cross-functional teams.
  
  Met rigorous goal of double-digit growth in a new culture.
  
  Bridgehead in the sales penetration of some territories and solutions. Recruitment of resources to consolidate gained positions, accelerate in execution and scale to double-digit growth

• Cisco - Account Manager & Inside Sales Leader

  Issy les Moulineaux 2003 - 2005 Directed team of Inside Sales Representatives to execute nationwide sales campaigns through lead generation and pipeline growth. Accountable for creation of new revenue streams in middle-market SMB segments in collaboration with channel partners.
  Sales Campaign Development / Territory Startup & Expension
  
  Key Accomplishments:
  
  Coached and mentored dedicated sales rep to manage Mid Market territory.
  
  Led team to overachieve target by 30% in 2004 and 40% in 2005, driving territory expansion.
  
  Hand-picked to develop new national sales program. Developed strategy, metrics and best practices to provide a sustainable model that improved forecasting accuracy and increased goal attainment.

• Cisco - Territory Account Manager

  Issy les Moulineaux 2000 - 2003 Recruited to lead sales expansion of newly created Mid Market segment through development of strong customer relationships to build sales pipeline and increase acquisition from competition. Managed partner relationship to ensure account alignment and provide influence regarding RFP development.
  
  Key Achievements:
  
  #1 sales producer in Switzerland at 150% of plan from 2000-2003
  
  Managed large-scale customer events and served as speaker to 100+ participants.

• Getronics - Key Account Manager

  Rungis 1998 - 2000 Recruited to drive market expansion within the manufacturing segment. Collaborated with pre-sales engineers to build solutions for major accounts, including Logitech, Japan Tobacco Int., Patek Philippe and Rolex. Created differentiation by building trusted relationships and meeting customer needs.
  
  Key Achievements:
  
  Attained 150% of plan, driving sales growth in a fiercely competitive VAR environment.

• Ascom (Switzerland) - Key Account Manager

  1996 - 1998 Identified and captured large-scale IT infrastructure projects and cutting-edge network solutions within the manufacturing and banking sectors. Collaborated with consulting engineers and pre-sales teams in developing customized solutions to drive the business.
  
  Key Achievements:
  
  Overachieved goal by 20% selling LAN/WAN solutions.
  
  Captured the company’s first IP Telephony deal in Ascom, Switzerland to launch new VoIP product.

Formations

• Haute Ecole ARC Ingénierie HE-ARC ingénierie (Le Locle)

  Le Locle 1989 - 1995 Electronique / Electrotechnique

• Lycée Victor Hugo

  Besancon 1985 - 1989

Réseau

• Adorlee DESAULNIERS

• Christophe LEGALLAIS

• Claire MOLLIEN

• Dominique CLARY

• Michael DUGAVE

• Milan MILINKOVIC

• Sibylle VON DE FENN

• Thierry ANDRIEUX

• Yatma GUEYE