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Hewlett-Packard
- Key Account Manager
Les Ulis
maintenant
Key Account Manager for the Public Sector
- Responsible of the biggest Public Sector accounts
- Sales Imagining and Printing solutions
- Increase HP business
- Build new partnership with suppliers
- Bring security solutions
- Bring Managed Print Solutions to our customers
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HEWLETT-PACKARD
- Senior Solution Architect EMEA
Les Ulis
2005 - 2008
In IPGS (Imaging and Printing Group Services) – Engagment and Pursuit EMEA (Europe Middle East Africa)
• EMEA Lead for Cisco offer. – On going
Deal win (Manage Print Solution) with 5 years contract covering 45 countries around the word with a Total Contract Value at 50 Million Dollars. (Over $8M for EMEA)
- Pricing – SOAR EMEA preparation
- Fleet design
- Delivery cost management
- Contract Negotiation, integrating EMEA specifics and validation.
- Service definition for all countries
• EMEA Lead for Ford Motor Company. – On going
WW project signed 2 Years ago - $25M of Expected Contract Value
- Conduct output management assessment and build Business Case with the customer
- Product and negotiate designs
- Management of Partners in UK and Germany
- Driving Ford pre-sales activities
- 5 sites signed – $10Million TCV.
• EMEA Lead for Agilent technologies offer. – On going
10 EMEA counties are impacted with a TCV at $10M. Full Manage Print Solution.
- In charge of Pricing, and SOAR EMEA preparation
- Service Definition in EMEA based on US recommendations
- Validation and support for the Global Statement of Work for EMEA Theater (14 country, $10 Million).
HP has been Down-selected. Actually we are in a negotiation phase.
• EMEA Lead for BCP Millennium. (1st private Bank in Portugal) – closed
Country contract with a TCV at $15M, 5 years contract
- Solution Architect from day one.
- Proposal writing and management
- Developed the solution design
- Developed the Pricing
- Internal pricing & T's and C's preparation and presentation
- Negotiation with the customer and presentation to the customer
The project has been lost due to the lack level of contact within the customer. However, the customer recognized that the solution was the Best in Class.
Internal contributions
• Business Reporting:
Generate a trustworthy first report and data source for IPGS EMEA managers as a base for sound decision making. This Data source gathers data from people as well as from various systems in HP. The report is updated and sent out monthly. Most important tasks to this end: relationship management, definition, creation, implementation and roll-out of the report on PPU deals in EMEA. Keys data capture for IPSO Management upon ad hoc request.
• Funnel Management: Business Control oriented
Definition of Statement of Work, by means of stakeholder information, requirements, selection of a supplier, project management, testing, and implementation of a project management tool online on HP intranet. Support for development of the Organization’s Score Card.
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ARES
- Account Manager
Montreuil
2003 - 2003
ARES – PARIS – France (Internship: Business Engineer in an IT Firm Report)
IT Firm – Supervision and Administration of Information Systems
• Sales in high technology solutions and services
• Responsible for commercial aspects of business control, management of engineers
• In charge of partner meetings (HP, BMC Software…)
• In charge of internal and external communication as well as marketing aspects (drafting of newsletters)
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ALTRAN Group
- Manager
2003 - 2004
ALTRAN Group – PARIS – France
IT Firm (1st European Technologies Consulting Firm)
• Scoping, scheduling and budgeting for engineering projects in diverse sectors such as defense, telecommunications, space (Alcatel Space and CIT, Thales, Schlumberger system…)
• Selection and recruitment of consultants to staff projects
• Negotiation and follow-up of master agreements on services in Governed mode
• 4 contracts sign during the period
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PIER
- Vice-president
2002 - 2002
P.I.E.R. – PARIS – France
Student cooperative company – Software development
1st French « Junior Company » (comparable with a Consulting Software firm)
• Company’s administration
• Management of customers and business engineers
• Finding, creation and follow-up of data-processing development projects in diverse companies
