-
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
