San Jose2012 - 2013Increase Netgear's brand awareness from retail & SMS business to Enterprise network projects.
My position at Netgear is an ambitous challenge, combining Channel development on value-added partners, prospection and management of direct-touch customers for network infrastructure project.
Channel :
In charge of : Value-added Partners : recruitment, business & marketing plan, lead generation: Telindus, Axians, SPIE and regional VARs.
Strategic Corporate Reseller Management : increase volume business with strategic corporate resellers: Econocom, Lafi, Computacenter, SCC...
Regarding the end-user business, I'm leading the direct-touch business, be it via marketing, lead generation and direct prospection.
Vertical Business approach : Public Sector : end user seminars, UGAP & GAIA public tender, common meetings with a partner...
JUNIPER NETWORKS
- CHANNEL SALES MANAGER
NEUILLY SUR SEINE2007 - 2012Since 2011 Distribution & Channel Sales Manager
In charge of Westcon Security, Arrow ECS, Computerlinks, Magirus
National management of Juniper’s distribution
2011 annual quota 35 M$ - average quarterly achievement 105%
Quaterly marketing plans, events organization and animation
Broad channel management via all distributors.
Weekly POS reports & forecasts, quarterly inventory processes.
Focus on distributor’s warehouses stocks : large enterprise accounts, service providers & carrier requirements.
Quotas and rebate plans tracking
Distributor’s sales team support & lead generation
In charge of strategic partners : Axians, BT, Interdata, Intexan, Verizon business, Spie…
End- user direct touch & business development through the channel on territory market : Credit Immobilier de France, Pierre & Vacances, Secours Catholique, Pomona..
2009-2011 Strategic Partners Account Manager
Orange Business Services (18M$ Revenue Juniper /Orange):
Development of Enterprise Business Agencies (DCE) and Integration Subsidiary (NIS)
Training and follow-up of managed services offers (ITS - NSBU)
Creation and proposal of Juniper products bundles with Orange security solutions
British Telecom: Development of revenue on SMB & Territory markets
Management of the European procurement contract between BT & Juniper
Integration of new Juniper products into solutions BT
Verizon Business: Consolidation of the existing partnership in the U.K. & U.S.
Detection of leads corresponding to the typology of Verizon customers
End-customers projects management
2007-2009 National Channel & Direct-Touch Project Manager
National Partners Management : Telindus, Spie Com, Overlap Networks, …
Detection and promotion of business plans through partners to final customers.
Elaboration of marketing plans for partners and strategic customers on SMB market.
Management of business plans final customers, development of vertical actions on healthcare, juridical markets.
CITRIX
- CHANNEL ACCOUNT MANAGER
2004 - 2007 Channel Account Manager
Management of the network for the Top 10 partners
Animation and Training of the commercial partners for the network Top 10
Accounts Business Plans based on the partners final customers
Detection of projects and accompaniment of the partners salesmen with their customers
Sales development at the national level with final partners and customer
Direct contact with final customers to ensure the follow-up, the visibility and to assure the finalization of project with the partner
Organization and participation in the Chanel seminars and round tables with final customers
SYMANTEC
- CHANNEL ACCOUNT MANAGER
Courbevoie1999 - 20042001-2004 Reseller Manager
National Enterprise Partners network management
Organization of events for the sales teams of the partners, trainings, incentives, seminars
Team management of 2 people
2000-2001 Inside Sales Engineer - Large Accounts
Industry & General Distribution Sectors
Follow-up of major national accounts: Accor, Danone, Renault, Auchan, Praxis.
Evangelization of the master contracts and prospection on the subsidiary companies
1999-2000 Sales Support Specialist - Large Accounts
Management of sales administration and processes
Follow-up of the partners accounts
Management of contracts and maintenances renewals
