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Gérald MASSON

Courbevoie

En résumé

15 ans d’expérience dans la vente et la promotion de solutions matérielles et logicielles complexes dans le domaine de la high-tech et de l’informatique dans un environnement international.

• Nombreuses preuves de succès dans le développement de nouveaux marchés dans les secteurs IT et high-tech.
• 10 ans d’expérience en management d’équipes multiculturelles et transverses dans un environnement international.
• Rompu à la négociation et à la vente de solutions à fortes valeurs ajoutées auprès de grands comptes au niveau CxO.
• Expérience commerciale de la vente directe & indirecte, incluant les Alliances & les OEMs.
• Négociation et signature de contrats cadres > $30M
• Gestion et signature de projets internationaux > $15M
• Expertise de l’écosystème du marché informatique Européen et Américain: Distributeurs / VARs / ISVs et des marchés de la Défense, du Télécom et de l’industrie.


Mes compétences :
Startups
Gestion des ressources humaines
Cross cultural management
Management commercial
Marketing produit
Management
Marketing
Gestion de la relation client
Global account management
Business development

Entreprises

  • Lenovo - Global Account Director & System Integrator

    Courbevoie 2012 - 2014 * Responsible of the acquisition of Strategic Global System Integrators ;
    * Management of cross-functional team globally ;
    * Signature of alliance & strategic partnership for managed services solution.
    * Management of large "managed services" projects up to $70M.
    * Mandated by Vice President to work on new route-to-market for global accounts

    * Large projects won with Lenovo direct team & system integrator partnership developed
    * Management of CxO level meeting for strategic partnership between Lenovo & Global System Integrator
    * The Alliances developed helped Lenovo to expand its solution portfolio and provided new big projects globally
    * Provide to Vice President 3 years business plan for global customer expansion

  • Dell - Global Account Director

    MONTPELLIER 2008 - 2012 Global Account Director - OEM Solution Group

    * Responsible to start the OEM Division of DELL in France
    * Development & Management of OEM customers in Global / Large / SMB & Channels segments
    * Design of complex OEM solution ;
    * Management of long life cycle projects involving Design / R&D / Marketing / Solution teams
    * Global Account Manager for TOP Defence & Telco global accounts

    * Started the OEM Solution Division of DELL France and brought the OEM Business in France at the highest and most profitable country in EMEA.
    * Management of a Global & Large Enterprise portfolio $45M
    * Signature of 2 x Global OEM/SI Framework agreements with a value of $30M with Telecom & Defence SIs.
    * Implementation & execution of global account plan & 3 year business plan.
    * Twice awarded with the Sales Excellence Award ;
    * Overachieved targets with an average of 130% over 3 years ½ .

  • Savoir Faire & Cie - Sales & Marketing Consultant

    2006 - 2008 * Consulting to senior management of start-up and SMB companies within the high tech sector.
    * Coaching of Sales Managers seeking to develop their skill in ``selling to executive''.
    * Support in the creation of 3 years business plan for investor & definition of the Go-to-Market strategy

    * Numerous missions in US and EMEA for developing partner and alliances network
    * Definition and specification of hardware / software products for start-up
    * Numerous Coaching of Sales and Technical Manager

  • Baracoda - Vice President Sales & Marketing

    2005 - 2006 • Management of the Traceability division
    • Management of the sales team.
    • Implementation of new sales approaches.
    • Development of European business partners & alliances.
    • Turnover x 2 in 1 year.

  • Intermec Technologies - Business Development Director - Transportation/Logistics & Industry

    Mountlake Terrace 2000 - 2004 * Responsible for securing major deals $500K such as: Geopost, Parcel Line / Interlink, Geodis.
    * Alignment and support of 18x local vertical sales manager across Europe to the TOP 20 European Transport & Logistic companies.
    * Development of Alliances, ISVs, channel partners in EMEA (SAP / Oracle / Cap Gemini, IBM IGS).

    * Creation and implementation of the first vertical sales approaches in EMEA ;
    * Turnover of T&L vertical market x 4 in 1 year ;
    * Acquisition of 10 of the TOP 20 European Transport & Logistics companies in 3 years.

  • Intermec Technologies - Marketing Director

    Mountlake Terrace 1997 - 2000 * Management of the marketing team (Product Marketing & Marketing Communication).
    * Marketing support of 4 product division: mobile computing systems (WWAN), in-premise Handheld / vehicle mount unit, computers & wireless network (WLAN), barcode printers & scanners.

    * 15 X successful product launch ;
    * Launch & support of marketing program / definition of discount policies & pricing / training for indirect channels
    * Lead generation campaign

  • UBI - EMEA Product Marketing Manager

    1995 - 1997 * Responsible of the Industrial printer range in EMEA : Specification / launch / training / promotion and sales support for large deal
    * The printer business grew by 25% in 2 years ;
    * Worked closely with the R&D department for the definition & specification of new printers

  • groupe Bolloré - Product Support Manager

    1990 - 1995 Product Support Manager / I.E.R (groupe Bolloré)
    * Management of 4 x software and hardware engineers: Development of industrial software and drivers for industrial and data-processing printers / integration and development of industrial printing network.

  • I.E.R - Product Support Manager

    1990 - 1995

  • Minolta France - Formateur

    Carrières-sur-Seine 1987 - 1990

Formations

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