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Romuald THUILLIER

PARIS-LA DEFENSE

En résumé

Experiences Summary :
•Strategic Account Selling to develop Large and SMB accounts
•Build relationships with Key Executives and Departmental Managers
•Set up channel development and management of major System Integrators and ISV’s
•Direct and indirect selling (license, maintenance, subscription, support, services)

Specialities Summary:
. Complex system : e.g. Database, BigData, ECM, BPM, LAD/RAD, Enterprise Search, Security, Archiving, Document Management, DAM, Record Management, eDiscovery, Cloud, Web2.0, WCM

Deep knowledge of verticals : Government,Industry, Transport, Telco, Energy, Education

Mes compétences :
Big Data
Databases
DIRECTOR
ECM
GED
LAD
Manager
RAD
Sales

Entreprises

  • Capgemini Technology Services SAS - Senior Account Manager at Finance Services Global Business Unit

    PARIS-LA DEFENSE 2013 - maintenant In charge of business development for Crédit Agricole.

  • Capgemini Technology Services SAS - Senior Account Manager ECM

    PARIS-LA DEFENSE 2013 - 2013 Capgemini’s advisory and consulting services for enterprise content management help you assess readiness, build strategic solutions, and create a roadmap to enable a successful ECM solution implementation.

    In charge of Telecom ,Media, Industry and Retail verticals.
    Business relationship with strategic ECM software vendors/partners : Adobe, EMC, HP, IBM, Itesoft, Kofax, Microsoft, OpenText, Open Source solutions ...

  • Sybase, An SAP Company - Strategic Account Manager

    2011 - 2012 Sybase, an SAP company is a market leader in data management, analytics, and enterprise mobility.
    •Sold entire Database & Mobility offer : IQ, ASE, HANA, Afaria...(license, maintenance, services, training)
    •Territory from Sept.2011 - mid Feb 2012: Telecom, Media, Entertainment, Airbus
    •Territory from mid-Feb 2012 : French government accounts (Ministries, French national companies)
    •Direct & Indirect sales approach (SAP, HP, OBS, Capgemini, Logica...)
    •Virtual Team Leader: internal coordination with the other BU’s (Services, R&D, Pre-sales) by project

  • Nuxeo - Strategic Account Manager

    Paris 2009 - 2011 Solutions: ECM, DAM, CMF, Record Management
    •Create and expand a portfolio of new customers (large accounts)
    •Qualify and answer to RFP / RFI
    •Negotiate with different type of customers (functional, technical, decision maker, influencer)
    •Internal coordination with the other BU’s (Services, Marketing, Pre-sales)
    •Set up channel development with major System Integrators (Cap Gemini, Atos, Sword, Avantias, Steria, SQLI...) & ISV’s (Dictao, Cecurity, Readsoft)
    •Results: Overachiever

  • HP Enterprise Services - Sales Manager France for Autonomy solutions

    Courtaboeuf 2008 - 2009 Solutions : BPM, Record Management, Search Solutions,eDiscovery
    •95% new business and 5% account management (Government, Industry, Transport...)
    •Perimeter : France & Switzerland
    •Managed a team of 2 people based in UK (telesales)
    •Results: Achiever

  • HP Enterprise Services - Client Executive Manager for Exstream Software solutions

    Courtaboeuf 2007 - 2008 Solutions: Document output management and printing solutions.
    Clients: Government, Energy / Utilities, Transport, Telco.
    •Sold entire offer to new large accounts (license, maintenance, services).
    •Set up channel development with major System Integrators (Xerox Global Services, Capgemini, Atos, Sword, Avantias, Bull...) & ISV’s (HP, SAP)
    •Reporting: France & Southern Europe Managing Director
    •Results: Overachiever

  • Adobe Systems - Strategic Account Manager for Digital Enterprise Solution

    Paris 2000 - 2006 •Developed specific approach and sales strategy for Government, Industry, Energy and Transport business verticals to sell the Adobe Server’s offer (80% new clients)
    •Set up channel development with major System Integrators (Accenture, Bull, CGEY, Steria, Atos, Dictao,
    Jouve …) and software vendors to develop joint penetration strategy (IBM, SAP, Documentum, and HP)
    •Defined the Government strategy / Go to Market for the French market
    •Managed a team of 2 people dedicated to the Government BU (junior sales & pre-sales)
    •Virtual team leader: coordination with technical, partners, marketing Adobe teams (local and EMEA)
    •Reporting : France Sales Director and EMEA Government Sales Director
    •Results: overachiever

  • INSIGHT TECHNOLOGY - Global Account Manager

    Wattignies 1995 - 2000 Global provider of information technology (IT) hardware, software and service solutions
    •Signature of software global agreement and services for software vendors (e.g. Microsoft, Lotus, Novell, Symantec, Adobe, McAfee, Trend Micro etc.)
    •Management and direct follow up of new named accounts: Ministries (Education, Agriculture...), local government entities, EDF, RATP, SNCF, CEA, France Telecom, Total, Thales etc.
    •Managed a team of 2 people (1 sales account manager & 1 order management)
    •Results: Average Sales Turnover: $7M (1999: $12 M, +150 % growth)
    •Award:1999: Top achiever Microsoft Server Solutions

  • Borland - Account Manager

    PUTEAUX 1992 - 1995 Territory : France

    • Sales account manager in charge of : Major and Medium accounts – 02/94 to 09/95
    • Sales support Manager of Major Account Dept.

Formations

Pas de formation renseignée

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