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Jean-François THEARD

Bezons

En résumé

BUSINESS UNIT DIRECTOR / SALES DIRECTOR – IT PRODUCTS, SOLUTIONS & SERVICES
• 20 years with French and international IT service providers, hardware & software companies.
• Creation, development, restructuring and management of French and international departments.
• Complex solution sales – IT project management.
• Combined experience: Project delivery, solution selling and management.

AREAS OF EXPERTISE
• Management : Recruitment, management, transformation, restructuring and development of sales teams, technical sales and delivery.
• Sales strategy : Definition and roll-out / Definition of product offering according to country objectives, maturity and resources / Identification of key accounts, selection of sales team and assignment of quotas / Definition of marketing budget needs, negotiation and roll-out.
• Solution sales (hardware, software and services) : From detection/qualification to closing. Prices, timelines and contracts negotiation / Follow up on signed projects, amendment generation, new needs identification.
• Delivery : Project Implementation with overall responsibility of resources, costs and timelines.

Immediate availability / Looking actively for a new challenge

Mes compétences :
Management d'équipe
Vente
Solutions innovantes
Transformation des organisations
Value Based Selling
Business

Entreprises

  • EMC - Manager of Consulting Sales Directors - France & Europe North

    Bezons 2012 - maintenant Role: Ensure consulting revenue growth by boosting sales and open new markets
    Redesign consultant services offering according to optimize better integration with infrastructure sales team.
    Consulting team restructuring and target alignment of new objectives.
    Involvement in major deals (CxO discussions, negotiation, closing, delivery).
    Bank: IT security maturity assessment; VDI project; Application onboarding factory (private cloud).
    Space: SAP replatforming project from proprietary Unix to Linux.
    Luxury: IT production migration to converged infrastructure – basis of a private cloud.

  • EMC - Professional Services Sales Manager

    Bezons 2005 - 2011 Role: Develop services and consulting sales around EMC products
    Recruitment, management, transformation and development of sales and presales.
    Definition and roll out of a solution selling strategy.
    Close cooperation with France senior management as well as the delivery team and EMEA organization.
    Sales development: Consulting, Deployment, Integration, Managed Services and Training.
    Involvement in major or strategic deals.
    Growth by a factor X over the 7 years with a team of 15 people.

  • EMC - Senior Sales Account Manager

    Bezons 2003 - 2004 Role: Increase the revenue done with SFR, telco provider, and position EMC as a key partner
    Definition of a strategy based on large business projects. Management of the account team.
    Major achievement: EMC chosen as infrastructure (storage and backup) provider for the new billing system.
    Goal overachieved

  • EMC - Sales Account Manager

    Bezons 2000 - 2003 Role: Increase the revenue done with Renault
    A sales approach based on business needs.
    Management of the account team.
    Goals overachieved

  • EMC - Presales

    Bezons 1999 - 2000 Role: Responsible for the technology strategy integrating EMC products in the Renault group

  • Capgemini - Project Manager

    SURESNES 1996 - 1999 Project Manager for Bibliothèque Nationale de France (French National Library) - Team up to 30 people.
    Presales for Applied Knowledge Management skill group
    Software Architect for EDF - Electronic documents management system

  • DE3I Informatique - Project Manager - Product Manager

    1992 - 1996 Project Manager for customers such as CGG, TOTAL, Shell - Electronic document management system
    Product manager - Integration of full text capabilities into an electronic document management systems
    IT System Manager and Project Manager for the Economical European Community - Automatic document translation

  • CEA Saclay - Software Engineer

    Gif-sur-Yvette 1992 - 1992 Overhaul of the calorimetric data acquisition system of laser shots on particles

  • CERN - Research engineer

    Geneva 23 1991 - 1991 Design and development of a real time survey and auto-diagnostic system for remote computers

Formations

  • ESIEA (Paris)

    Paris 1986 - 1991

Réseau

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