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Pierre CLAVEL

PARIS

En résumé

I have more than 25 years of experience in sales of IT industry.

After a first experience as System Engineer, my career has been primarily sales oriented, via positions from that of handling Large Accounts relations and Channel sales management (GSIs, OEms, Vars, Sis, ISVs, Influencers and Distributors).

More than twenty four years experience of management of sales organization (team of 109 persons, working with major vendors (hardware and software), in the IT Business, ranging from sales leadership in complex, high-end and fast-paced environment, mainly direct sales development, and sometimes through an indirect process, marketing in a multinational business environment.

With a strong experience in management and complex deals with C-Levels, I boost collaboration within and across organizational boundaries.

Over the last years, the scope of my mission has been successively national and international, with responsibility for specific product lines around Large Enterprise Customers (CAC40 and SBF 120), Global System Integrators, and geographical regions coverage.

I have a solid managerial experience and currently hold a first-line management position with a management of more than 9 countries (Southern Europe, Eastern Europe, and Africa territories).

The main responsibilities of my career were:

- Managing Director of my own company 123 START,
- Director of International Operations and Business Development for LOGIX Group, a Pan European distributor of IBM (355M$) with a direct report to the CEO,
- Director of Marketing for Southern Europe, and Director of Channel Sales for MICROFOCUS (US ISV) with a direct report to the number two of the company.
- Director of Sales for DIVA Microsystems (Leading SUN reseller)
- Channel Manager and Business Development for Southern Europe INFORMIX (US ISV).
Bachelor of AFPA (Option System and Microprocessor Programming) de la Ville de Paris, France

I am living in Yvelines 14kms from Paris, France.

Mes compétences :
MANAGING DIRECTOR
MANAGER
BUSINESS DEVELOPMENT
NETWORK SECURITY
STOCKAGE
ACCOUNT MANAGER
COMMERCIAL
SAP
Canaux de distribution

Entreprises

  • Evault - Director of Southern Europe Operations

    2009
  • Check Point - BeLux & France EP & DLP Sales Manager

    montigny le bretonneux maintenant
  • Watchboxe - Director of Regional Sales Operations (France + Benelux)

    2012 - maintenant Regional Sales Director (France + Benelux)
     Responsible of Enterprise Accounts, and large partners for developing new business
     Focus on Endpoint and data security markets
     Driving push pull strategy in working with both end user and channel
     Management of events
    I have built a pipeline of 1,5M€ from scratch, in Banking, Industry, Retail and Services. I have signed with 5 System Integrators. I propose managed services on the Cloud around Digital Rights Management to Salesforce and SAP customers.
    03/
  • Check Point - Sales Manager

    montigny le bretonneux 2010 - 2012 Regional Data Security, and DLP Sales Manager in the European Team (mainly France + Belux)
    > Maintain sales revenue and generate business leverage by implementing new organization and processes
    > Establish sales strategy for the region based on:
    > Customer retention (Cross-Sell / Up-Sell)
    > Sign New Customer (over 7M€ pipeline identified in 2011, 80% large account, 20% enterprise account)
    > Large Accounts / SMB
    > Leverage Partner strategy towards large accounts strategy (Direct touch process)
    > Set up processes based on
    > Pipeline sources identification
    > Business Sectors activities
    > Drive channel through customer projects
    References: SOCIETE GENERALE, BNP , BANQUE POSTALE, VALLOUREC, ENI, DAIKIN, NATO, THALES, MACIF, EUROCOPTER (EADS), DANONE, GROUPE ACCOR, EDEN RED, LVMH, ORANGE, ATOS, SFR Business Team, BULL.
    The revenue passed from 0.450 MUS$, after 0.800 MUS$, to 1.960 MUS$
  • Informix - Sales Manager

    Rueil-Malmaison 1989 - 1995

Formations

Pas de formation renseignée

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