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Olivier RAFFY

Issy les Moulineaux

En résumé

+20-year Sales experience in ICT (hardware, software, services) acquired in 3 large companies: Cisco, Sun Microsystems & General Electric.

I am Sales Manager at Cisco, leading a large sales team. I am focused on people development and business management. My strong sales experience, my passion and my energy are key to act as a leader instead of a manager and to inspire my team.

I developed strong skills in selling complex solutions directly to customers (from small to very large companies, both on Private and Public sectors) & thru sales channel organizations.
I drive growth on large territories/accounts by increasing my customer/partner intimacy and by leveraging internal and external resources.


Mes compétences :
People Management
contract negotiation
Territory Planning
Sales team management
Responsible for the Central Government Team
Pre sales
National coordination
Enterprise Resource Planning
Consolidations
Business Management
Account Planning

Entreprises

  • Cisco - Sales Manager, Commercial

    Issy les Moulineaux 2013 - maintenant - People Management : 13 Sales Representatives
    - Business Management : drive business in commercial segment, $ 44M anual goal, average achievement = 120%
    - Define Sales Vision & Strategy. Manage execution

  • Cisco - Sales Team leader

    Issy les Moulineaux 2011 - 2012 - People Management : 2 Account Managers
    - Responsible for the Central Government Team : set up a team to play a key role in the modernization of the French Government
    - Anual goal: $ 20M, average achievement: 110%
    - Negotiation on large projects ($30M multi-year): « R.I.E : Réseau Interministériel de l'Etat »

  • Cisco - Strategic Account Leader

    Issy les Moulineaux 2009 - 2011 - Lead the Account Team in charge of the Ministry of Defense
    - Anual average goal & achievement: $ 12M (140%)
    - Customer intimacy: build strong relationship with customer’s key decision makers
    - Manage Partner ecosystem (System Integrators, Cisco VARs): Thales - EADS

  • Cisco - Account Manager

    Issy les Moulineaux 2005 - 2009 - Account Planning: define and execute customer's sales strategy
    - Anual average goal & achievement: $ 8M (120%)
    - Customer intimacy: build strong relationship with customer's key decision makers
    - Manage Partner ecosystem (System Integrators, Cisco VARs): Thales - EADS

  • Sun Microsystems - Territory Sales Manager - Manufacturing

    Santa Clara 2003 - 2005 - Territory Planning: Define and execute sales strategy for the local manufacturing market
    - Partner Leverage: Increase the revenue through Sun certified partners
    - Managing sales & virtual teams : Channel, Product sales specialists

  • Sun Microsystems - Account Manager, Pharmaceutical market

    Santa Clara 2000 - 2003 - Account Planning: Define and execute sales strategy for 5 main pharmaceutical laboratories
    - Partner Leverage: Increase the revenue through Sun certified partners
    - Managing sales & virtual teams : Channel, Product sales specialists

  • General Electric - Sales Manager

    Paris 1998 - 2000 - Sales team management (3 people)
    - People Management & Business Management

  • General Electric - Account Manager

    Paris 1997 - 1998 - Large projects and contract negotiation
    - National coordination on large accounts

  • General Electric - Sales Representative

    Paris 1993 - 1997 - First Sales Experience on IT selling : servers, storage, desktops, printers, software
    - Hunting new customers
    - Existing customers development

Formations

  • ECOLE NATIONALE DE COMMERCE BESSIERES

    Paris 1990 - 1991 3ème année post-BTS : Vente en Informatique

    - 1990 : BTS Informatique de gestion - Lycée Jean-Jacques Rousseau, montmorency (95)
    - 1988 : Baccalureat B - Lycée Jean-Jacques Rousseau, montmorency (95)

Réseau

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