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Micro Focus SAS
- EMEA , Alliance Lead , Microsoft
Commercial | Puteaux (92800)
2021 - maintenant
- I take care of developing the co-sell pipeline between Micro Focus and Microsoft on a European scale including opportunities managed through the Microsoft Partner Portal
- Be the facilitator between the Microsoft sales force and Micro Focus to find new opportunities in the different countries in Europe.
- Animate a network of Strategic partners to carry out transformation projects, in particular for the Mainframe of our customers
- Conduct co-marketing actions with Microsoft to generate new pipeline in each region- I take care of developing the co-sell pipeline between Micro Focus and Microsoft on a European scale including opportunities managed through the Microsoft Partner Portal - Be the facilitator between the Microsoft sales force and Micro Focus to find new opportunities in the different countries in Europe.
- Animate a network of Strategic partners to carry out transformation projects, in particular for the Mainframe of our customers
- Conduct co-marketing actions with Microsoft to generate new pipeline in each region
Compétences : Stratégie marketing · Ventes complexes · Management · Partenariats stratégiques- I take care of developing the co-sell pipeline between Micro Focus and Microsoft on a European scale including opportunities managed through the Microsoft Partner Portal
- Be the facilitator between the Microsoft sales force and Micro Focus to find new opportunities in the different countries in Europe.
- Animate a network of Strategic partners to carry out transformation projects, in particular for the Mainframe of our customers
- Conduct co-marketing actions with Microsoft to generate new pipeline in each region
- I take care of developing the co-sell pipeline between Micro Focus and Microsoft on a European scale including opportunities managed through the Microsoft Partner Portal - Be the facilitator between the Microsoft sales force and Micro Focus to find new opportunities in the different countries in Europe.
- Animate a network of Strategic partners to carry out transformation projects, in particular for the Mainframe of our customers - Conduct co-marketing actions with Microsoft to generate new pipeline in each region
Compétences : Stratégie marketing · Ventes complexes · Management · Partenariats stratégiques
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Micro Focus SAS
- Strategic Alliance Manager , Accenture
Commercial | Puteaux
2019 - 2021
- Build and implemented company’s partner strategy and program driving revenue opportunity growth to over $ 20M in 2020 .
- Managed Global System Integrator partnerships focused on Mainframe Modernization / Replatforming / DevSecOps .
- Created new relationships with our GSI’s executives, technical executives, sales, and consulting organizations to align partnership and service.
- Facilitated and guided pipeline cadences with GSI’s and Micro Focus sales leadership.
- Expanded of our partnership with Amazon Web Services , Microsoft Azur and Google Cloud Platform to give our customers more flexibility , agility to their Business Application
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MICRO FOCUS
- Alliances Manager , SAP
Commercial | Puteaux (92800)
2017 - 2019
Drive Micro Focus Partners & SAP Software vendor in France on DevOps Solutions
Achieve quarterly and annual sales goals and objectives.
Driving business transaction linearity and pipeline development with my partners network
Use knowledge of; technology, products, processes, industry expertise, and consultative sales skills to assess and educate Partners on value of Micro Focus solutions.
Execute an effective account/opportunity management and business planning process which is supported and influenced by a virtual team to include Micro Focus Senior Executives, field sales and sales management, Presales and relevant Partner.
Discover, evaluate and recommend investment in sales and marketing opportunities offered by SAP Alliance and dedicated Partners Solution ( GFI Informatique ,....) manage Micro Focus participation in alliance partner activities.
Manage multiple sales-oriented campaigns from conception and launch through results to increase the revenue with partners.
Use MEDDIC to find the champion and deliver complex Software solutions with my partner network to Customers
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MICRO FOCUS
- Transition Manager
Commercial | Puteaux (92800)
2016 - 2017
Half Year Target : 1.8 M$ - 80% achievement
Territory : France, Benelux and Switzerland
During 6 months, my role was to put in place a new Partner Network before the spin merge with HPE Software, I've been focus in those following Business area :
> Identity & Access Management
> DevOps
> Worlkload Management
> Software Delivery & Test
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MICRO FOCUS
- Regional Account Manager
Commercial |
2013 - 2017
Territory : France/Belgium/Luxembourg/Switzerland and Maghreb
Target Account : Large Accounts ( Defense/ Telecom/ Financial / Bank/Assurances)
Performances :
Fiscal Year 2017 : + 150% with 3M$ licenses revenues
Fiscal Year 2016 : +140% with 2.5 M$ licenses revenues
Fiscal Year 2015 : + 138 % with 1.5 M$ Licenses revenues
Fiscal Years 2014 : 102% of the plan (on licenses revenue)
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Micro Focus
- Partner Manager
2012 - 2013
Target : 1.5 M€ Licenses revenue
Territoire : France/Belgique /Luxembourg et la Suisse
Portfolio : Software Testing Solution
Mission :
- Recrutement , développement du réseaux partenaire
- Etre en support de la force commerciale Grands Comptes
- Création de proposition de valeur
Résultats
- 80% achieved on FY13
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Micro Focus
- Account Manager - SAP Testing Solution
2011 - 2012
Target : 1M€
Portefeuille Produits : Plateforme Testing SAP
Territoire : France, Belgique, Luxembourg et la Suisse Francophone
Secteur d'activité : Industrie , Transport, Telecom ; Banques/Assurance ; ISV, Défense
Mon rôle
- Promouvoir une nouvelle solution de test pour les clients SAP
- Créer un nouveau réseau de partenaires
Performance : 70% des objectifs
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Borland , Groupe Micro Focus
- Account Manager
Commercial | Puteaux (92800)
2009 - 2012
Target : 1.7 M€/ an Licences
Performances :
- Performance 2010 (période mai 2009 à Avril 2010) : 104% des objectifs
- Performance 2011 (période mai 2010 à Avril 2011) : 130% des objectifs
- Performance 2012 (période mai 2011 à Avril 2012) : 150% des objectifs
Portefeuille Produit : Plateforme Application Lifecycle Management
Territoire : France
> Secteur d'activité : Telecom ; Banques/Assurance ; ISV, Défense
> Type de Prospects /clients : Grands comptes
Mon rôle :
> Mettre en place une stratégie de développement commerciale et l'exécuter dans l'optique de dépasser mes objectifs
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Borland
- Alliance Manager
PUTEAUX
2007 - 2009
Borland Software Corporation (Paris La Défense)
Borland is the leading vendor of Open Application Lifecycle Management (ALM) solutions
> Chiffre d’affaires de 700 K€/ an sur offre ALM
> Objectif atteint : 100% en FY 2007, 98% en FY 2008
> Target Account : Intégrateurs et CAC 40 / SBF80 (Telecom, Banques/Assurances)
Responsable du réseau partenaires.
> Recrutement de partenaires pour la France,
> Elaboration d’une stratégie Partenaires,
> Génération de leads partenaires,
> Accompagnement et closing des affaires sur des deals moyens entre 10 à 200 K€
> Coaching partenaires (animation, vente, formation et certification des partenaires,….),
> Création d’offre avec nos partenaires (Altran, Devoteam, SQLI, …)
Responsable de comptes nommés
> Prospection téléphonique, qualification, identification d’opportunités,
> Visites et présentations auprès des DSI, directeur d’études, directeur de projet……
> Rédaction de propositions commerciales, Closing des deals supérieurs à 200 K€, traitement des commandes,
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Borland
- Account Manager
PUTEAUX
2003 - 2007
ACCOUNT MANAGER
Borland Software Corporation (Paris La Défense)
Borland is the leading vendor of Open Application Lifecycle Management (ALM) solutions
• Chiffre d’affaires de 500 K€/ an sur offre ALM
• Objectifs : +110% en FY 2003, entre 92% et 95% des objectifs entre FY 2004 et FY 2006
• Target Account: SBF 80 (Telecom, Energies…)
Responsable de comptes nommés
• Prospection téléphonique, qualification, identification d’opportunité, Visite et présentation auprès des DSI, directeur d’études,……
• Closing sur des deals moyens entre 20 à 200 K€, Organiser des meetings avec le haut management client (CEO)
Honors and Awards
Enterprise Software Salesperson 2003
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Borland
- Account Executive - SMB
PUTEAUX
2001 - 2003
Borland Software Corporation (Paris La Défense- 92)
Borland is the leading vendor of Open Application Lifecycle Management (ALM) solutions
• Chiffre d’affaires de 350 K€/ an sur offre ALM
• Objectifs : 120% en FY 2001, 130 % en FY 2002
• Target Account: SBF 120 Telecom
Ma mission : Prospection, qualification, génération leads, closing
Honors and Awards
> Enterprise Software Salesperson 2001,
> Enterprise Software Salesperson 2002,
> President club 2002
> President club 2003
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Compaq
- Account Executive
Munich
2000 - 2001
ACCOUNT EXECUTIVE
Compaq (Boulogne -92).
HP/Compaq is a technology solutions provider to consumers, businesses and institutions globally.
? Identification de projets : 35 projets / mois ( Gamme Serveur Proliant)
? Objectif : + 130% (chiffre d’affaires généré par les partenaires via les identifications de projets)
? Target Accounts: Small Medium Business (Region Ouest de la France)
