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Vincent GONNOT

ANTONY

En résumé

Seasoned professional with solid experience (+14 years) in Management and International Sales.
Strong business acumen in the IT industry.
Very familiar with international (EMEA, USA and Asia) environment.
Excellent balance in building vision for the future while focusing in parallel on execution.
Knowledgeable in rapidly growing organisations in the High-Tech markets.
Comfortable with both large enterprises (SAP, Sun & Dell) and start-up companies (Red Hat & Couchbase).
Entrepreneurial skills.

Mes compétences :
SAP
Red Hat
Management
ERP
CRM
Commerce international
Sales
Global account management
Stratégie digitale
Couchbase
Enterprise Software
Solution selling
Cross selling
Vente

Entreprises

  • Couchbase - South Europe Manager

    2014 - maintenant Couchbase, Inc. is the fastest growing startup in the NoSQL document-oriented and open source database industry.

    When relational database performance hits the wall in the face of the web’s demands for speed and scalability, Couchbase Server is the solution.

    Couchbase is particularly well suited for interactive applications, providing easy scalability, consistent high performance, 24x365 availability and a flexible data model for ease of development.

    We have already signed up some of the world’s best known internet companies as customers: LinkedIn, PayPal, Ebay, Amadeus, AOL, Cisco, Criteo, Concur, Orbitz, Orange, Salesforce.com, Sky, Viber, Walmart, Zynga and hundreds of other household names worldwide.

    See us at www.couchbase.com
  • Red Hat - Sales Manager

    Puteaux 2009 - 2014 March 2011 – Feb 2014: Sales Manager @ Telecoms, Finance, Services & Retail industries

    Promoted to lead the Global and Strategic accounts team (from 2 to 6 sales individuals in 3 years).
    Leveraged the transformational shift in the IT market (proprietary to open solutions) and internally (Deal Mngmt to Solution & Executive selling).
    Recruited and coached 4 senior and talented sales account managers.
    Global Account Director @ ALU (3 yr), Orange (2 Yr), BNPPARIBAS (2 Yr) & SG (2 Yr).
    Achievements: significantly overtake market growth, focused on Value-proposition and solution-selling, strong discipline on sales execution and development of CxO-intimacy.
    Member of the RH France Direction committee.
    Results:
    * Revenue grew from +10M€ (2011 @ 127%) to +2xM€ (2013 @ 1xx%)
    * 2014 : President’s Club eligibility (+2 team members participation)
    * 2012 : President’s club & Biggest SEMEA deal award (3M$)


    Feb 2009 - Feb 2011 : Global Account Manager @ Telecoms, Services & Retail industries

    Personalized Solution selling @ Telcos (Alcatel Lucent, Vivendi/SFR & Bouygues Telecom), Retail (Carrefour, Mulliez...) & LVMH.
    ROI/TCO cases on business agility and transformation on infrastructure, middleware and business projects.
    CxO/Executive approach & ecosystem teaming.
    Corporate negotiations (contracts & deals) in parallel of projects RFPs despite a very challenging environment.
    Results:
    * Revenue growth by 350% in 2 years (5.3M€ max) – quotas over achievement 2 years in a raw (106% & 149%).
    * 2011: President's Club (149%)
    * New names signed on strategic business projects (biggest EMEA application server project & business rules wins, 7 digit deals on IT transformation, SOA & virtualization).
    * Strong contribution to develop an account management culture and cross BU teams for company improvements.
  • SAP - Global Account Manager

    Paris 2007 - 2009 Large Enterprise accounts (public and private) in the Services industry: Media, Advertising, Telecommunications, Games + Bollore Group (T&T/Manufacturing/Utilities...)

    Excellent "track records" :
    * New names and big deals signed.
    * FY2008 results: +2.6M€ / 135%. Pipeline x10.
    * 7-digit deal awarded as best value/solution selling deal.
  • Dell - Global Account Manager

    MONTPELLIER 2004 - 2007 3 worldwide key accounts: Sanofi Aventis (Pharma), Air Liquide (Manufacturing) & Capgemini (Services Integrator / Internal and ww outsourcing : 2007 Rugby World Cup, TXU, Schneider, NHS, Steelcase...).
    EMEA Account manager for 2 years in parallel on GE, UTC, Esso Exxon Mobil...

    Excellent "track records": 10 quarters out of 11 overachieved.
    Worldwide revenue per global account: 15 to 45M$/year
    7-digit deals
  • Sun Microsystems - Account Manager

    Santa Clara 2000 - 2004 2002 - 2004 :
    Telecommunications (France Telecom Group): +10M€ @ +105%
    Pharmaceuticals/Chemicals & Manufacturing (Sanofi Synthelabo, Aventis, GSK, Rhodia, GE & Philips): +4M€ @ +120%

    2000-2002 :
    Channel : +6.9M€ @ +300%
    (Services Integrators, OEMs, ISVs & VARs) : Dassault Systèmes, Oracle, Line Data services, SCC/Allium, Computacenter, Econocom, Aenix...

    Good "track records": 4 years in a row overachieved.
  • Mars Incorporated / Masterfoods - Merchandising/Sales rep.

    1998 - 1999 Mars Alimentaire: all Snacking & Ice products.
    Retail (Hyper/Supermarkets & Neighborhood stores) => 450 customers / 15 meetings a day.
    Excellent results

Formations

  • Ecole Supérieure De Commerce

    Montpellier 1996 - 2000 School of Management / Information Systems & Telco solutions master

    VPN expertise
  • IUT

    Sceaux 1994 - 1996 Institute of Technology / International trade & commerce

    Techniques de Commercialisation, spé. Commerce International
  • Lycée Léonard De Vinci

    Levallois Perret 1990 - 1994