Stéphane SUET


En résumé

10+ years experience in Software Sales positions in BtoB environment (Channel & Direct)
Strong experience in large organization and International environment

Strong communication skills in all forms including written, oral, phone & presentation
Strong experience selling in both a direct and channel driven model
Successful achievement of multi M+ quotas
Excellent organizational and time management skills
Ability to manage multiple partners pipeline within an EMEA territory
Experience in handling stressful situations and deadline pressures
Ability to use own initiative and pay close attention to details
Involved in sales cycles & processes to maximize financial results & achieve goals
Team player, self-starter, customer satisfaction oriented
Ability to work in a fast paced environment

Specialties : Channel, Partner Management, Business Development , Partner Recruitment, Cloud Computing, Virtualization, Vmware, SaaS, Account Management, VADs, Sales negotiation, Forecasting, English, Resellers, Distributors, Customer Satisfaction, Strategic Alliances, VARs, Digital Marketing, eCRM, System Integrators

Mes compétences :
Strong communication skills
Ability to work in a fast paced environment
Successful achievement of multi M+ quotas
Deadline pressures
Involved in sales cycles & processes
Excellent organizational & problem solvin
Strong presentation skills
Ability to manage multiple partners pipeline
Team player
Customer Satisfaction oriented
Time management and organisation
Self starter
Pay close attention to details
Microsoft office
Siebel CRM
Lotus Note
Business development
Cloud computing
Customer Satisfaction
Account management


  • Hybris Software - Channel Manager France

    2013 - maintenant
  • Emailvision - Alliances / Partner Sales Manager

    Clichy 2012 - 2013 Emailvision is the global market leader in software as a service (SaaS) for digital and multi-channel marketing
    I am responsible for our Partnership Program, building relationships with System Integrators, Marketing Service Provider & ISV to gain entry into Enterprise / C-Level opportunities

    Identify, prospect, establish, develop and maintain strong professional sales relationships with strategic partners
    Create and execute a business plan focused on sales growth and partner sales development (sales training, forecast review, account mapping, marketing action/event)
    Identify and develop lead generation opportunities
    Developed the on-going relationship between partners and Emailvision direct sales team
    Provide accurate and timely management information & detailed revenue forecast
    Creation of Onboarding process / Welcome Pack for new partner
    Manage transaction contracts, business practices and deal booking issues
  • Arrow ECS - VMware Business Development Manager

    2010 - 2012 - Lead the recruitment, development and growth of resellers for VMware products within a geographic territory and focused account list.
    - Meet revenue and margin targets for products and services for new and renewal business for VMware.
    - Build, develop and maintain relationship with key contacts at partners and VMware (forecast review, account mapping)
    - Align VMware account management with new business opportunities.
    - Accompanies resellers to customer trainings and events, effectively articulates Arrow ECS value added message.
    - Increases partners revenue and market share, elaboration of partners business plan, marketing actions, maintain partners sales certification
  • VMWARE - Support Sales Manager (Southern Europe)

    GRENOBLE 2006 - 2010 - Managed a territory, increased VMware revenue streams, managed a pipeline of renewal sales opportunities direct/indirect and developed the ongoing relationship between VMware, its partners and clients.
    - Liaised with 10 distributors, 250+ resellers, OEM including IBM, Dell, HP, corporate accounts included France Telecom, Sanofi, Renault, Goodyear, Telecom Italia, Telefonica Moviles.
    - Pipeline accuracy, business plan, sales forecasting, revenue management, ability to close deals.
    - External role in Europe met and trained VMware Distributors on support and product upgrade sales process.
    - Mentored three Inside Sales Representative on the under $10K business and managed their sales.
    - Complete knowledge of the VMware products, process and commercial terms and conditions.
    - Excellent understanding of the partner/customer business model, developed skill to provide advice to ensure clients gets the best license structure to suit their business needs.
    - VMware Sales Professional certified (VSP)
  • IBM - Sales Specialist Software Group - Maintenance Renewals

    Bois-Colombes 2002 - 2006 In Charge of developing and managing an existing base of Strategic Accounts for SMB and Large Account customers in France and the DOM -TOM market.
    Built up a relationship with customers, Business Partners, Resellers and IBM France Sales Representatives.
    Development and management of quarterly pipeline of opportunities, delivery of, and commitment to, a quarterly forecast to management.
    Achievement : 2004 : Target overachieved : 125% (2.73M€) – Winner of prestigious price “100% Club Award” which recognises top performers in IBM.Com in EMEA.
    Achievement : 2005 : Target overachieved : 137%


  • IBM Global Sales School (Dublin)

    Dublin 2005 - 2006


    Sales and Marketing - University degree in 2 years Sales and Marketing (BTEC HND in Sales)
    > Sales, negotiation, marketing, accountancy, economic, law