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Stéphane ROUSSET

LAUSANNE

En résumé

Transmitter, leveraging what he’s learned and earned as a C-level executive, to help start-up companies from his region grow and be successful on a global scale.

Credentials: C-level international business executive with recognized change-management and sales-management skills at the strategic and execution levels, strong people leadership, good communication, and a quality focus.


• BUSINESS management: formulate strategy, lead, work with team, oversee operations, manage P&L 

• CHANGE management: organize people & processes & tools, plan, communicate, implement, control 


• PEOPLE leadership: give purpose, delegate, coach, manage performance, develop people 


• SALES management: lead multi-country sales teams from strategy definition to revenue and margin.



Specialties:
Lead, develop, and deliver value across the business cycle of the enterprise:

• Business development: design-build-operate organizations, sales modeling, ICT market

• Sales & service: multi-channel sales, telesales, presales, customer programs

• Enterprise development: strategy, M&A evaluation and integration, employee development , knowledge management, governance

• Public affairs: Corporate Social Responsibility

Mes compétences :
Business Management
Change Management & leadership
People leadership
Sales management
Multi-channel sales
Telesales
Customer programs
Employee development
M&A integration
Sales modeling
ICT market
Presales
Knowledge management
Corporate social responsibility
Governance
Management

Entreprises

  • PtbR (Pretending to be Retired) - Business Angel

    2013 - maintenant Helping start-up companies get on the right track towards success. Doing so:

    ➢ as an investor and/or board member,

    ➢ as a due diligence leader and/or participant,

    ➢ as a personal mentor and/or business advisor.

    Focusing on Swiss start-ups with a global mindset in Clean Technology, Medical Technology, and Information & Communication Technology.

  • Fujitsu - Senior Vice-President Strategy, International Business

    Asnières sur Seine 2012 - 2013 Leadership and drive for the definition and implementation of Fujitsu’s worldwide business strategy outside Japan and China.

    ➢ Together with the International Business team, formulated Fujitsu’s global strategy and communication thereof

    ➢ Supported the successful delivery of key transformational projects that embody the global strategy (e.g. business expansion in Latin America).

    ➢ Designed the required governance to successfully deliver the strategic initiatives.

  • Fujitsu Technology Solutions - Interim Head of Inside Sales

    Asnières-sur-Seine 2011 - 2012 Leadership and management of the strategic initiative to design and implement the Telesales organization for Fujitsu Technology Solutions (previously known as Fujitsu-Siemens).

    ➢ Designed the sales model, based on industry best-practices for profitable growth through maximum cooperation between Field Sales and Inside Sales.

    ➢ Sized organization for maximum early impact. Secured budget. Selected locations of first two Telesales centers.

    ➢ Structured change-management activities and assembled team to cover all aspects of this new organization, from recruitment to facilities, to ICT requirements, to sales processes, to organizational design, to people-management processes, to training, to financial processes, to legal structure, to quality management, to communications, etc.

    ➢ Vigorously led implementation of Inside Sales for Fujitsu Technology Solutions by an extremely aggressive deadline (self-imposed), with a hyper-charged team and without casualties!

    ➢ Drove the initial sales startup phase until on-boarding of permanent head of Inside Sales.

  • Oracle Corporation - Senior Vice President, EMEA Oracle Direct

    Colombes 2007 - 2010 Leadership and management of Oracle Direct EMEA, which is Oracle's telemarketing and telesales organization covering Europe, Middle East & Africa.

    Responsibility for Oracle's telesales organization and revenue across Europe. Measured on license revenue and margin. Core member of EMEA executive management team.

    • Generated revenue in excess of USD 1B p.a. (high growth) with close to 1'000 people across 10 countries. Created sales pipeline commensurate with revenue.

    • Defined the sales strategy, organization and governance, and implemented them.

    • Created/restarted the telesales teams for Hardware, Consulting and Applications software.

    • Sponsored the focus programs and the major sales campaigns, and communicated them.

  • Oracle Corporation - Vice President then Senior Vice-President, EMEA Business Operations

    Colombes 1998 - 2009 Leadership of License & Consulting Sales business operations and cross-departmental operations for Oracle EMEA. Managing central business operations.

    • Designed and implemented Oracle-EMEA's sales model, processes and reporting (“Go-to- Market model”). Impact: clear customer segmentation; sales specialization; revenue CAGR close to 10% during 10 years.

    • Designed and implemented Oracle-EMEA's governance and operations processes. Impact: best-in-class operations in high tech (McKinsey survey); innovative reporting.

    • Rolled out key business programs, e.g., Customer Satisfaction, Employee Satisfaction, international accounts, sales training, knowledge management and web-site consolidation.

    • Led the Corporate Social Responsibility program. Impact: ISO 14001 certification in 15 countries; helped improve grades of ~30'000 African students p.a.; philanthropy; image.

    • Operationally integrated over 40 acquired companies in 5 years.

    • Functionally managed the Presales organization (2005-2009) and created Presales near-shoring in Romania.

    • Led Business Operations teams (hundreds of people) across ~20 countries.

    • Advised, supported, and deputized for the Executive Vice-President of Oracle-EMEA.

  • Global One Communications - Director, Strategic Programs

    1997 - 1998 Oversight responsibility for a portfolio of worldwide change-management programs selected by Global One shareholders due to their high criticality.

    • Managed programs for coordination of product sales and delivery; development and rollout of worldwide calling-card platform; improvements to the IT department.

    • Impact margin positively in the tens of millions of USD per program.

  • AT&T - Business Operations Director

    Courbevoie 1994 - 1997 Head of Operations for AT&T Value-Added Services (Internet solutions and professional services) in EMEA. Member of this startup's core management team.

    • Created fundamental business processes for this startup, e.g., pipeline management, customer projects, invoicing, offer descriptions, forecasting, management reporting.

    • Defined and implemented the European groupware infrastructure (business databases).

    • Created and managed the training organization. Organized the internal events.

    • Issued the key management directives on behalf of the President of the business unit, and coordinated and monitored rollout thereof.

  • Digital Equipment Corporation - From Business Systems Analyst and Designer to Operations Services Manager

    1984 - 1994 Operations Services Manager
    Responsible for support activities to Field Consulting, and implementation of new business processes, policies, and system tools across Europe.
    • Tracked strategic restructuring program for the Vice-President of Digital Consulting Europe.

    Business Systems Program Manager
    Responsible for Digital-Europe's reference systems.
    • Project-managed the development and rollout of the Price & Product system, Customer database, business-structure database, Export compliance systems, and time-reporting.

    Software Development Project Leader and Unit Manager
    • Managed the porting of the legacy system onto a new hardware and operating system.

    Business Systems Analyst and Designer
    • Designed the company's main European Order-Taking application.

  • Générale de Service Informatique (GSI) - Business Systems Analyst and Designer

    1983 - 1984

Formations

  • INSEAD (Fontainebleau)

    Fontainebleau 1988 - 1988

  • University Of California At Berkeley (Berkeley)

    Berkeley 1979 - 1981 Electrical Engineering & Computer Sciences

  • Ecole Polytechnique Fédérale De Lausanne (EPFL) (Lausanne)

    Lausanne 1974 - 1979 Physics

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