Laurent CELHAY

En résumé

Entreprises

• Qualtrics - Corporate Account Executive

  Dublin 2014 - maintenant My main mission consists in closing new business in a territory of 200 accounts. I have a full ownership over the whole Customer life cycle from information requests to renewal negotiations.
  
  I also collaborate with the Marketing and the Business development teams to develop our network and our brand awareness in France (campaigns, events, digital marketing, webinars, round tables) to improve inbound lead generation performance.
  
  I focus on convincing clients that Qualtrics solutions can help them achieve their objectives easier and faster. Tech sales and Qualtrics executives frequently provide support throughout the sales cycle to drive negotiations forward. In this role, I have consistently landed complex deals with various types of clients in France.

• IBM - Business Development Representative

  Bois-Colombes 2013 - 2014 My mission was to identify new Business opportunities promoting IBM Cloud and Technology services via inbound and outbound activities (Inbound calls, Live chats, Inbound digital marketing activities, and outbound marketing campaigns).
  
  My objective was to precisely assess prospects challenges, understand what they wanted to achieve, and convince them to invest time in understanding how IBM may help them. When a prospect was willing to move forward with us, I was responsible to assign the opportunity to the most relevant sales team (Internal or Partners).
  
  My target was to assign around 45 opportunities each quarter and generate a pipeline worth 1.5M€. 10% of this pipeline had to be won every quarter. During my 2 first quarters (ramp up period) and during the rest of the year I spent with IBM, I consistently achieved my overall targets.

• Oracle - Consulting Sales Representative (Large Accounts)

  Colombes 2011 - 2013 Business development in collaboration with License sales
  Optimization of consulting sales with Oracle’s clients
  Prospection within existing clients
  Qualification of client needs with Oracle’s experts
  Solution development with Practice managers
  Negotiation, closing and sales administration with the compliance department
  Follow up of sales (Sandler) and Products (ERP, CRM, EPM) trainings

• K2 Partnering Solutions - Sales Practice Leader

  London 2009 - 2011 - Sales management (strategy, budgets, 7M € revenue and 22.5% net margin in 2010)
  - Mentoring of 5 direct sales representatives (KPI, targets, appraisals, career navigation)
  - Sales management of 3 key accounts (relationship, consolidation and penetration)
  - Involved in internal hirings and trainings (networking, negotiation, sales skills…)

• K2 Partnering Solutions - Sales Representative (Large Accounts)

  London 2006 - 2009 - Business development with large accounts (inside sales, field prospection, sales events…)
  - Negotiation of sales terms and conditions in collaboration with the compliance department
  - Average personal sales achievement above 2M € per year between 2007 and 2011
  Network development with business application freelance experts (phone, network websites, events)
  - Involved in respecting and improving our internal Quality standards (sales process, references…)

• Clementine International - INTERNISHIP - Junior Headhunter

  Paris 2005 - 2005 My role was to support Senior Recruitment Consultants in
  
  - executing the research strategy
  - establishing the first contacts with potential candidates
  - qualifying the most relevant candidates

• Manpower High Tech - INTERNSHIP - Junior Commercial

  Nanterre cedex 2003 - 2004 - Responsible for administrative duties and candidate reception in the agency.
  - Maintain relationships with the network of candidates working with the agency
  - Support the recruitment consultants with commercial prospection and recruitment activities.

Formations

• Skema Business School

  Lille 2002 - 2006 Business & Management
  
  This cursus at SKEMA Business School offered me a great opportunity to build a comprehensive background in :
  
  - Finance & Strategy
  - Sales & Marketing
  - Tax and Law
  - Communication and Human Resources

• Université Montpellier 1

  Montpellier 1999 - 2001 University Diploma in Economics

Réseau

• Anthony GARCIA

• Cyril JARNIAS

• Diane THEBAUDEAU

• Emmanuel STANISLAS

• Francesco SALATI

• Nicolas FALLET

• Sébastien ROUX DE BROSSES