2005 - maintenantStonesoft is an innovative provider of integrated network security and business continuity. Stonesoft Corporation provides enterprise-level network security and high availability clustering technology for companies deploying business-critical network applications on Internet and mobile servers.
I restarted the French subsidiary after 18 months of inactivity. In charge of :
· Targeted positioning at desired regions at end-user segments and verticals
· Providing budgeted sales, margin and local EBITDA· Building and maintaining local channel according to the strategy
· Providing targeted customer and channel satisfaction
· Profit & Loss responsibility, budget and reporting
· Sales & forecasting (60% of time for managing own end-user customers in order to keep in touch in the customer operations)
· Managing local sales and presales team
· Press & media relation to develop the notoriety of the company.
NETCELO
- Sales & Channel Director
2003 - 2005Netcelo is a managed services provider in Security and VPN business since 2000, and based in Grenoble (French Alps) with Sales located in Paris. Netcelo is a France Telecom R&D spin-off. Employed by the General Manager to launch indirect sale activity (push/pull model) in France:
• Recruited a sale team (Channel & Pre-sales) in 3 months.
• Qualified, certified our Channel: CS, NEXTIRAONE, VANCO, AZLAN, ITWAY, MEDASYS, DATA CONCEPT, GETRONICS, IBM, ATOS, CAP GEMINI and developed the business through specific Marketing approach.
• Strong direct touch with Large Corporate like ESSILOR, L’OCCITANE en PROVENCE, CFF Recycling, ADECCO... Built executive relationships with them and increased the number of subscribers.
• Defined specific offers like CSS (Client Security System): managed security services provided by a centralized NOC-SOC that manages, supervises and monitors the client as soon it is connected to internet or to corporate sites.
GETRONICS
- Sales Director
Rungis2001 - 2003I started as Sales Director to open the IP business Solution Activity in France. I had recruited a team of 18 people and increase the turn over in 18 months from 3 to 15€m. My responsibilities as SD included:
· Recruitment of employees (sales, pre-sales and experts)
· Definition of specific offers (VPN, QoS, LAN Managed) and to ensure their internal and external promotions.
· Strong direct touch with Large Corporate
· Profitable business management through cost controls (EBITA > 0)
After this success period, I was given the responsibilities of the global sales organization (Network, Computer and Services) of GETRONICS France, constituted of 28 people (12 sales + 6 pres-sales + 8 experts + 2 assistant) in direct report. My commercial objective for FY 2003 was 45€m.
LUCENT TECHNOLOGIES
- Sales Manager
1998 - 2001I launched a new activity “Private Networks” in the Service Provider Networks Division. Developed Enterprise business, new partnerships and new business model with the Telco’s customers of Lucent. My responsibilities as SM included:
• Business Development for Lucent Technologies based on Optical solutions for Metro Networks. Create a new Business Model with Large Corporate and ISP / Operators to develop the Metro Market.
• Develop New Partnerships with Wholesales Carrier…for High Speed Networks (DWDM + data) to link several sites in France or Europe for few Multinationals.
• Strong direct touch with Large Corporate like: TOTALFINAELF / NETS, EUROINFORMATION / KAPTECH, RAP (Réseau Académique Parisien), FRANCE3 / CEGETEL, TDF / SIRIS.
• Training and Managing a team of 6 people (assistant, sales, pre-sales and Technical Support) to develop the Market and promote our solutions by a Direct Touch activity.
