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Thierry KIEFFER

Paris

En résumé

- Significant experience in Enterprise Software sales
- Track record of selling into FSI vertical.
- Carried a personal annual target > $2.2 M USD
- Track record of achieving/exceeding sales quota and market share goals
- Proven success in selling to executives, VP and/or “C” level
- Excellent networking ability
- Able to identify, cultivate and close deals in new areas
- Skilled Solution seller with proven ability to create win-win proposals
- Very good communication, presentation and negotiation skills.
- Excellent organizational and time management skills
- Able to maintain a high level of productivity and work effectively in a fast-paced, collaborative and team-oriented environment
- Self-motivated and disciplined


Mes compétences :
Account manager
Assurance
Banque
Business
Conseil
Consulting
Dématérialisation
Ingénieur
Ingénieur d'Affaires
Manager
MOA
Organisation
RIA
Services financiers
Software
Web

Entreprises

  • Exalead - FSI Market Leader

    Paris 2012 - maintenant Founded in 2000 by search engine pioneers, Exalead is a global provider of information access software for the Enterprise and the Web. More than 300 companies worldwide and 100 million unique users a month rely on Exalead's CloudView platform to search, discover, and manage their information assets,
    Today, Exalead is leading the Search-Based Application (SBA) revolution, bringing new structure, meaning and accessibility to data across the heterogeneous enterprise information cloud and doing so with stunning ease and a low TCO.
    Exalead was acquired by Dassault Systèmes in June 2010. Exalead has offices in Paris, San Francisco, Glasgow, London, Amsterdam, Milan and Frankfurt.

    I'm in charge of developing the promotion of the Exalead solution for the FSI sector in France.
  • ADOBE Systems - Sales Team Leader

    Paris 2007 - 2012 In charge of developing commercial relationships between Adobe and key players in the FSI Sector
    Promotion of the ADOBE Digital Entreprise Plateform: Web Experience Management, Selection and Enrollment, Unified Workspace, Integrated Content Review, Customer Communications, Collaborative tools
    Identification of new business opportunities in order to meet 2 digit growth
    Customer need identification in relationship with our enterprise platform
    Business value propositions to develop Internet business
    Definition and evaluation of ROI
    Contract negotiations (perimeters, prices, closings….)
    Developing high level of relationships into our customer organization: CXO Focus
    Territory: GAM BNP Paribas, GAM AXA, BPCE, Crédit Mutuel, Allianz, Dexia, AG2R, Pro BTP, Generali
  • Sopra Group - Senior Manager

    Paris 2005 - 2007 AGF SANTÉ, PARIS :
    REVIEW OF MANAGERIAL PRACTICES
    Analysis of the current situation, diagnosis of existing managerial practices
    Definition and drafting of best practices for the commercial Inspectors
    Recommendation of individual and collective development axes

    GROUPAMA, NOISY LE GRAND :
    CONCEPTION DESIGN OF THE NEW LIFE INSURANCE BACK OFFICE
    Co –animation of workshops with the Software Editor
    Follow-up and validation of documentation

    AZUR GMF, PARIS (3 MONTHS) :
    CHARGEBACK OF THE IT DEPARTMENT
    Analyze project wallet in progress, assignment at applicant and recipient companies
    Proposal of chargeback models
  • SAP - CUSTOMER ENGAGEMENT MANAGER , FSI SECTOR

    Paris 2003 - 2007
    CUSTOMER MANAGEMENT:
    Managing sales cycles in project mode (Time / Actions in progress / Responsibilities / …)
    Realization of Business Cases, ROI, TCO
    Realization of marketing tools in order to develop Consulting Offers
    Coordination of mission with high added value (type Solution Review)
    PARTNERS:
    Negotiation of engagement model with partners : Accenture, Capgemini, Atos
    Animation of alliances with the partners, in particular Azur Alliance with Accenture in the banking and Insurance Sector.
    INTERNAL :
    Contribution of expertise in banking problems and solutions
    Participation in the development of the « Go to market model » for the banking field
    Development of the SAP Consulting Offer / Trainer on the banking subjects to ensure a rise in competence for the consultants
    Definition of priority axes in order to develop pipeline / Reporting and visibility : France and EMEA level
    Systematic search for alignment of commercial priorities for the Account Manager
  • Arthur Andersen Management Consulting - Manager

    1999 - 2003 FACTOREM, FACTORING, PARIS - FRANKFURT (3 MONTHS)
    OPPORTUNITY STUDY ON TRANSFERABILITY OF A FRENCH BUSINESS MODEL FOR GERMAN MARKET PLAYERS
    Product offer definition,/ Market Research / Elaboration of Business Plan
    Review of distribution processes, calculation of risks, review of local legal restrictions in each country

    FINAMA ASSET MANAGEMENT, INSURER, PARIS (7 MONTHS)
    STRUCTURING AND DEVELOPMENT OF PENSION FUNDS
    EVOLUTION OF IT BACK OFFICE SYSTEM
    Collection of evolution needs and business expectations / Elaboration of the model of organization
    Alignment of the Information Systems and the business needs, exploration of outsourcing alternatives
    MANAGEMENT OF CUSTOMER DISTRIBUTOR RELATIONS
    Collection of customers / Distributors waiting periods
    Definition of the missions between Clients and Distributors
    LAUNCH OF A NEW PRODUCT
    Definition of the offer / re-engineering of subscription process
    Elaboration of commercial Tools Kit / Training of sales people


    FORTIS, BANCASSUREUR, BRUSSELS (5 MONTHS)
    DEFINITION OF THE INTERNET DISTRIBUTION STRATEGY OF LIFE INSURANCE PRODUCTS

    Market research / Definition of strategic objectives
    Identification of Key Success Factors
    Definition of the “Go to Market” sales model
    Identification of Back Office impact

    EADS, AERONAUTICS, PARIS/MUNICH (5 MONTHS)
    REORGANIZATION OF THE TREASURY DEPARTMENT

    Proposal of a target organization
    Direction of functional specifications in selection of a new cash management tool
    Definition of the different entity rules in terms of Cash Management

    CARREFOUR, RETAILER, PARIS (5 MONTHS)
    CREATION OF A VIRTAL BANK IN PARTNERSHIP WITH A BANK

    Analyze existing financial activities
    Selection of potential financial partners; Definition of the Business Model; recommendation of the final partner
    Definition of the online offer (internet portal and products)
  • Price Waterhouse Coopers - Senior Consultant

    1996 - 1999 BANQUE DE FRANCE, BANKING ORGANIZATION, PARIS (10 MONTHS)
    ASSISTANCE TO PREPARATION OF THE CHANGEOVER YEAR 2000 OF THE INTERBANK SYSTEM AND FRENCH BANKS

    Identification of sensitive systems / Review of testing methods implemented by the inter banking systems and banks
    Follow-up of the development of the PCA by the different banks and systems,
    Organization of the Weekend of Changeover
    Press contact for the event, participant on steering committee

    OCIL, REAL ESTATE, PARIS (6 MOIS)
    PROJECT CONTRACTOR ASSISTANCE
    Direction of functional specifications to select integrator and software packages
    Definition of the organization and functional target diagrams, drafting of project protocol

    SFAC, CREDIT INSURANCE, PARIS / LONDON / BRUSSELS (5 MONTHS)
    POST MERGER REORGANIZATION
    Stakeholder analysis, Development of communication plan (interviews, study, realization)
    Benchmarks for solutions group to define the target organization

    GAN, INSURANCE, PARIS (18 MONTHS)
    PROJECT CONTRACTOR ASSISTANCE
    Design of a Call Center platform for the treatment of non-life claims
    Definition of the target organization / human and managerial impact
    Business Process Re-engineering, risks projects analysis, proposal for adjustment solution

Formations

Pas de formation renseignée

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