Jean-David PIQUE


En résumé

Sophos: Sales Manager since april 2005
Brocade Communications: Sales Manager SAV- Business Developer 2002-2005
EMC²: Strategic Account manager 2000-2002
BMC Software: Senior sales representative 1996-1999
First experiences:
Computer Associates: 1991 - 1992
Rank Xerox: sales 1988 - 1991

Interest in Sport prncipally:
Marathon of New-York: 1996, 1997 and 1998
Rugby with IBM team for 10 years


  • Sophos - Sales Manager

  • Sophos - Sales Manager

    2005 - maintenant Sales Manager Large Accounts
    Sophos is a UK company with a turnover of 215 M$, providing defense against today's blended threats (antivirus, antispam,...)

    Since January 2010
    Sales Manager New Business (without repeat business as up sales and cross sales):
    •Managed Sales representatives responsible, in this hunter role only, for generating new business
    •Create and implement a new strategic territory plan
    •Accurately identify weekly forecast as revenue, while developing and managing a sales pipe
    •Work closely and recruit new Channel Partner (channel program)
    •Get ability to negotiate an close deals in hostile environment
    •Be a creative thinker who regularly seeks innovative solutions to complex technical/business problems.

    2005 – Dec 2009
    Sales Manager Large Accounts and ( in the same time)Account Executive for Orange Group and Societe Generale (Sophos largest accounts)
    Mission as Account Executive:
    •Implementing a new sales model to acquire and develop the business with Orange (new customer since 2005) and SG .
    •Understand customer business challenges and provides solutions that meet their needs
    Mission as Sales Manager:
    •Engage resources, people, true budget and maintain constant company strategy
    •Build and ensure strong and successful relationships with End-users and Channel Partners, in complex accounts
    •Improve customer loyalty, applying a positive perception and long term relation with the company
    •Achievement: 90% in 2009, 100% in 2008, 110% in 2007
  • Brocade Communications - Sales Manager SAV - Business Development

    2002 - 2005 Hybrid Sales Executive (Sales Executive and PDR)
    • Share the time between all the main OEM’s to generate pipeline, and also invest time in very large potential end users, to give the added value from Brocade, and to close the deals
    • Sales Executive: In charge of Strategic end users accounts (ST Micro, SNCF, Credit Lyonnais…),
    • Program Development Representative (PDR) in charge of large OEM’s (EMC, STK, IBM,…) to develop the business model (Indirect sales)
    - In 2 years $12M of sales with EMC, $6M with STK and more than $8M with HP
    - More than 40 prospect accounts converted in Brocade accounts