En résumé

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  • vedecom - Chef de projet plateforme connecté

    Versailles 2014 - maintenant Développement de nouveaux systèmes telecom embarqués .
    Mise en place de partenariat avec eco-systeme partenaires
    Management d equipe et de projet.
  • Orga-Systems - EMEA Business Development & Alliance Manager

    2011 - maintenant Achievements: define, develop, and execute business development opportunities that will result in substantial market perception and/or Opportunities :
     Build from scratch a GoTo Market for the Telecom & M2M market :
    •Meeting with customers at strategic level : La Poste , Renault , Orange ,...
    •Orange France : Answer to Datacharging RFP (2011).
    •Orange Global : IT organization mapping (Group CIO& Architect) & opportunity qualification.
    Build new sales engagement model at EMEA level on the telecom market :
    •Engaged a process for signing a Partner agreement with Alcatel-Lucent. (RFP process)
    •Signed a Joint GoToMarket with Tieto on Eastern countries (4 RFP in final process)
    Define new process for joint engagement with SI’s on the Utility Market :
    •Build a partner ecosystem at the European market : CSC , Atos , Altran , Bull , Sogeti , Tieto
    Result : 2012 Pipeline : 10 $M.
  • Metaware - Business Development Manager

    2007 - 2011 Achievements:
    Identify , drive and close services opportunities in relationship with SI’s and Metaware sales rep :
    - Develop partnership with Accenture cross EMEA:
    - Set up executive meetings at Business Partner level and Executiv level with Accenture.
    - Build a partner value proposition based on a ROI and TCO approach.
    Result : 40 M€ revenue generated for Accenture during the last 3 years.
    Manage three technology partnership cross EMEA : Oracle , HP , Microfocus.
    - HP& Oracle Joint pipeline :15 projects.
    Result : 2 agreements signed with HP/EDS and maintain a 40 joint opportunities with Oracle.
    - Build new sales engagement model with partners Locally :
    - Engage with Tactical partners cross EMEA: IBM in France & Germany , EDS in France , Atos & IBM In France , T-Systems in Germany , Steria in Sweden , Accenture in Nordics.
    Result : 5 deal closed (each deal >1 $M).
  • Sun Microsystems - Alliance Manager

    Santa Clara 2004 - 2007 Achievements: Follow up of the sales cycle (from Business Requirement Analysis up to RFP) with the support of carefully selected and influential partners (Atos Origin, Unilog Mgt , CapGemini,): Target 5M$.
     Go To Market on the Healthcare Market built with Partners:
    • First French hospital Reference signed with DreamSoft.(900K$ deal)
    • French “Dossier Medical Personnel” with Accenture (Invita).
     Developed Industry focused Business Development in Finance Area (Asset Management Area): project qualified were around multi channel customer care: 3 tenders identified in Southern Europe.
     Set up Target Account Planning program to expand marketplace on specific deals signed for generating software upgrade : Carrefour Spain (3M$) ,SNCF (2M$).
    Results: grew the current pipeline into a more substantial portfolio of 15 active opportunities, which 2 exceed half a million euros potential licence revenue for 2005/2006 fiscal year.
  • Amdocs - Sales Director

    Courbevoie 2003 - 2004 Built an action plan for Southern Europe Key accounts in coordination with A&M Israel and reporting directly to Amdocs management located in US
    CIO Meetings: France Telecom (Wanadoo ,Orange & “Pages Jaunes”) & QDQ in Spain.
    Identify and influence two RFP’s ($1,5M deal)
  • CommerceOne - Alliance Manager

    2000 - 2003 Established new business channels for lead generation with Ernst &Young, Roland Berger and BCG
    France : Promoting e-procurement software to the top ten French banking/insurance customers. (Axa, Macif, Société Générale). Delivered 2.8M$ in partnering deals.
    Spain & Italy: Implemented joint plan with CGEY and DMR to secure 2M$ services.
  • Advanced Visual Systems - Sales Manager

    1996 - 2000 Full P&L responsability, operations management, sales & services. (Turnover : 4M$) . Successfully hired & managed team of 19 people based in Paris, Milan &Dusseldorf.
    Built a new methodology for selling project management on large accounts including value proposition,
    Signed the first two significant projects including AVS professional services value FIAT, CEA.
    Result : Revenue objective achieved at :103 % in 1997 , 98 % in 1998.
  • Informix - Telecom Business Development Manager

    1994 - 1996 Developed the Telecom vision, strategic marketing plan and partner strategy
    Built successful partnerships with partners like Amdocs, Accenture, Sema.
    Result : 2M$ signed on two deals : France Telecom-FTRSI, Cegetel.
  • Sun Microsystems - Sales Manager

    Santa Clara 1988 - 1994 Managed 3 indirect sales reps (Including SI’) and 3 Direct sales rep (Top 50 French account).
    Partner Account Manager : Managed 2 OEM Partners : Xerox and Computervison : Quota 15M$ .
    Sales Representative : Developed new opportunities on mid-size accounts in the industry market.

  • Dassault Aviation - Project Manager

    Saint-Cloud 1986 - 1988



    Levallois Perret 1981 - 1986 Ingénieur



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