Pierre-Yves HURUGUEN

En résumé

Entreprises

• Oracle - EMEAR SALES DIRECTOR

  Colombes 2009 - maintenant Reporting to the Group Vice President - Global Communication Business, managing 10 direct reports with 200 employees involved, $80M EMEAR annual revenue as part of $380M WW target and given responsibility for developing and achieving Telco, Networking hardware, SaaS and other related software sales and customer relationship activities including Telco OEMs to drive regional growth in Communication vertical.
  
  * Successfully built a new regional coverage based on Inside and Outside Sales model by attracting, recruiting, re-assigning unproductive employees with the aim of increasing relationship coverage and business responsiveness. In one year, pipeline grew 48% ($70M) and customer satisfaction improved by 43% to 8.5 out of 10 rating.
  * Developed an account plan strategy cross-lines of business to better penetrate corporate accounts through the delivery of a global solution offer. Signed the first worldwide multimillion dollar OEM agreements with Ericsson ( Middle East & Southern Europe) on the new "engineered together" solution. I have been asked by the Vice President to present and promote this Best practice within the business unit. This strategy has generated multiple major projects and developed Oracle footprint in strategic accounts.
  * Drove a task force after SUN acquisition to facilitate the transition, secure $200M installed base revenue and control customer long term engagement through the creation of new common Design wins which have generated a new $55M pipeline across EMEAR.
  
  

• Sun Microsystems - PARTNERS & GENERAL BUSINESS SALES ORGANIZATION DIRECTOR

  Santa Clara 2006 - 2009 Member of the French board and European Partner Sales Organization Management Committee. Reported to the Senior Vice President of Sun France and Europe PSO Senior Vice President. Called upon by the Senior Vice President France to drive growth and lead the strategy and team responsible for developing the full partners ecosystem including channel, alliances, distributors, Network Equipment Providers and OEMs. Managing 8 direct and 40 indirect reports, $350M annual revenue.
  * Established and led the new partner strategy to drive partners' efforts outside key accounts installed base by enhancing compensation on new customer acquisition, most profitable products sales and mid-market focus. Navigated change resistance to implement, recruited / re-assigned dedicated sales team to support partners redeployment and control channel engagement. Within the two first years, global sales grew to over $350M with 26% on new acquired customers in Oil & Gas, Utilities and Public sectors. Indirect sales reached 55% of total domestic revenue.
  * Launched and structured a new lead generation strategy to fuel resellers prospection and re-focus them on new customer acquisition by building a dedicated telesales team. In six months, tripled partners forecast outside installed base, grew revenue achievement by 24% and captured 30 new customers. This was so successful EMEA leadership team extended the model to the region.
  * Identified cost and performance improvement opportunities that would enhance profitability and business responsiveness. Motivated and engaged operation & manufacturing WW leadership in the delivery of a plan for lead time optimization on best selling products. Grew sales on best selling & high margin products by 30% and reduced partners inventory by 60%.
  * Initiated a Vertical Independent Software Vendor and OEM Design Win program to reference SUN solution as preferred infrastructure by business vertical. Recruited 5 new sales with vertical expertise. Tripled revenue in investment banking to $51M and closed key OEM agreement with Alcatel for Network platforms with a targeted $120M worldwide sales potential.

• Sun Microsystems - DIVISIONAL DIRECTOR

  Santa Clara 2004 - 2005 Member of the Management Committee. Recruited by the Senior Vice President and commissioned to takeover a 15 person sales team and rebuild a business unit focused on Banking and Insurance sectors.
  
  * Built the market penetration strategy focused on bringing a unique business value through the delivery of dedicated IT solution.
  * Recruited, eliminated, re-assigned unproductive sales and launched a training program to develop their market expertise. In around 90 days, we had the infrastructure and began to target, approach, present, and secure strategic partners and customers.
  * Built strategic partnerships with market Independent Software Vendors (Murex...) to embed our IT platform as preferred solution.
  * Developed SUN awareness in Banking & Insurance market by setting up a campaign of CEOs and market business leaders meetings with SUN Corporate senior executives and communicating on WW wins in financial sector.
  * Achieved sales growth over 41% per year to an annual revenue over $100M.
  

• Altitude Software - MANAGING DIRECTOR

  2000 - 2003 Vice President and member of the board of Easyphone France SA, Member of the EMEA Management Committee of Altitude Software Bv, reported to and recruited by the CEO to drive growth, return French subsidiary to profitability and improve EMEA Headquarters efficiency, managing 8 direct and 60 indirect reports (domestic and regional), $12M annual revenue.
  
  * Drove a new strategy refocusing the structure and sales efforts on mid term most promising markets (Banking & Public sectors). Reduced Sales, Services and Operations teams to align with market potential. Reduced costs by 50% Year 1.
  * Launched strategic partnerships with outsourcers and telemarketing companies (Teleperformance, Hays) and OEM agreements with France Telecom and Nextira One which generated new annual $4M indirect recurring sales.
  * Grew direct sales to $8M (major project signed with Credit Agricole for $3M Year 1). Grew global sales by 100% (+$6M) in 12 months and returned subsidiary to profitability in 2 years.
  * Achieved restructuring of the EMEA team in Paris by reducing and refocusing professional services team.
  
  

• CA Technologies - DIVISIONAL VICE PRESIDENT

  Puteaux 1998 - 1999 Member of the Management Committee. Reported to and called upon by the Senior Vice President France to build a completely new division focused on Facility Management Providers space, managing 10 direct and 80 indirect reports, $19M annual target
  
  * Recruited and structured a senior sales team, built the market penetration strategy focused on closing strategic agreements with Facility Management Providers to embed our IT platform as preferred solution. In around 90 days, we had the infrastructure and began to target, approach, present, and secure strategic partners and customers. ;
  * Grew sales the first year from 0 to $21M (110% of the target). Signed and implemented partnerships with ATOS, CSC, CAP GEMINI and EDS. Built a $40M forecast for Year 2. Recruited away from CA by Altitude Software to drive company growth for the French market.
  
  

Formations

• Ecole Supérieure Ingénieurs Electrotechnique & Electronique

  Paris 1979 - 1984 Engineer MBA

Réseau

• Eric METAIS

• Jacques FROISSANT

• Jean-Louis ROY

• Pascal GIRAUD

• Patrick GIBASSIER

• Philippe MULLER

• Saliou DIEYE

• Stéphane RIPOLL

• Valérie CATHERIN