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Yannis JACOB

Colombes

En résumé

✔ All-around Sales Consulting Manager with an acute sense for successfully driving innovation and coaching team members and colleagues.

✔ Thorough business and technical skills, in combination with drive and customer focus, I am working to be a role model for the Sales Consultant community.

✔ Consistently support initiatives which contribute to the overall success the organisations I worked for and their customers. Leverage Project Management skills to lean the pre-sales engagement process and define its best practices.

✔ I coach team members to help them raise the bar of their engagement and accomplish their goals.

✔ Most of all I am passionate about what I do. I try to make each day count for me and for those in my team.

✔ Focused on innovation and passionate about delivering value, I have implemented new best practices for pre-sales organisations.

► NOTE: In order to keep my network relevant, I will now only accept invitation from people I have actually actively engaged from a personal or professional point of view.

Specialties: HCM, Fusion, Taleo, PLM, Virtualisation, BI, EPM, ERP, SPIN Selling, Sandler Selling method, White boarding, Value Selling,

Mes compétences :
Cloud
Cloud computing
COMPUTING
HCM
Management

Entreprises

  • Oracle - HCM Sales Consulting Manager

    Colombes 2013 - maintenant → Build and manage a team of 10 Human Capital Management Sales Consultants covering Oracle SaaS offering (Taleo, TBE, Fusion HCM).

    → Coaching sales consultants on core skills (Presentations, Demos, Discovery Calls).

    → Manage the Sales Consulting team to collaborate with a comprehensive network of stakeholders in Western Europe.

    → Work closely with local Sales Management and Business Development Management in order to contribute to sales and pipeline development via weekly deal reviews.

    → Provide leadership for the Sales Consulting Team in order to ensure that KPI’s are met.

    → Work with the Recruitment team to ensure that the team is fully staffed with high potential SCs.

  • Oracle - HCM/ERP/EPM Sales Consulting Team Leader | Senior Sales Consultant

    Colombes 2011 - 2013 * Support EMEA Inside Sales organization in identifying and qualifying customer business requirements for Enterprise Performance Management (EPM) and Human Capital Management (HCM)
    * Inside sales representatives and Business developers enablement and coaching
    * Set up and deploy Inside Presales Best Practices through innovation (Whiteboard, Mindmaps, Stage Presence...)
    * Manage Virtual team of 20 Sales Consultants across EMEA
    * Ramp up, mentor and coach team members (define training plans, dry runs, ...)


    FY12 Achievements:
    - Direct involvement in 17 won opportunities for € 1.2M revenue (120% Target)
    - Driving new technologies and methodologies into OD Sales Consulting “Best Practices” (e.g. Paper-show methodology, Stage presence, White-board)
    - Several of these innovative approaches have been successfully applied into other parts of the business including Sales, Sales Programs and Sales Readiness
    - Leader of the Cloud Virtual Team to define Cloud Computing Pre-sales Strategy
    - Effectively leveraging the SC Ecosystem
    - Strong support to the ‘Applications Academy’ a certification program for sales reps
    - Creating and leading the “Q3 - Hack your day” initiative whereby the entire Applications Sales team started the quarter by setting aside their day-to-day and refocusing on the “bigger picture” regarding their business.
    - Presenting and supporting the Ireland BU/EPM User Group
    - Organized CRM On Demand marketing event with customer presentations and demos
    - Changed pre-sales engagement rules from reactive to pro-active
    - 4 recognition awards through the year

  • VMware - Inside System Engineer

    GRENOBLE 2011 - 2011 Presales role in the South EMEA Inside Sales Organization
    - Customer technical presentation
    - Sales Enablement
    - VMware Partner Enablement
    - Sales coaching

    Achievements:
    - Trained successfully sales people on vCenter Operations, vCenter Configuration Manager, Security & Compliance, vFabric, View, ThinApp... less than 3 months after entering the company.
    - Promoted successfully SPIN selling in the inside Sales Organization
    - Coached Sales People on SPIN
    - Successfully delivered technical presentations on various topic (View, ThinApp, vCloud mainly) by identifying customer pains and growing the opportunity systematically.
    - VSP / VTSP Certified

  • Dassault Systemes - Advisory Consultant / Global Solution Architect

    Vélizy-Villacoublay 2009 - 2010 - Define the global PLM Strategy for the customer
    - Architecture Global Solution to meet customer requirements
    Working with the channel to enable partners to be part of the solution
    - Enable Pre Sales and Sales Teams to address the customer by positioning existing Dassault Systemes Products
    - Working with the highest executive level of Dassault Systemes organization to articulate DS strategy for future around customer requirements
    - Architecture new products in order to cover customer requirements not covered with current offering across all Dassault Systemes brands
    - Champion on System Engineering, Engineering To Order Industry processes, Configuration management and BOM management
    - Working with customer executive to sell the architecture based on timelines agreed upon
    - Knowledge Transfer of Best Practices through the organization

  • Dassault Systemes - ENOVIA Industry Process Architect

    Vélizy-Villacoublay 2008 - 2009 Main Industries: Aerospace, High Tech, Industrial Equipment, Medical Devices, Energy
    • Defining industry specific solution and supporting their launch on the market
    • Architecture Solution to meet customer requirements and write Statement of Work
    • Preparing demonstrations and workshops that articulate functionality and business value matched to customer requirements
    • Contribute to license and services sales and grow revenue
    • Implementing Dassault Systemes Solutions at Customers
    • Knowledge Transfer of Best Practices through the organization (Trainings)
    • Contribution to the execution on sales opportunities driving revenue with targeted presales activities

  • Dassault Data Services - Solution Architect

    VELIZY VILLACOUBLAY 2006 - 2007 Main Industry: Hi Tech, Ship Building, Industrial Equipments
    • Define future solution strategy and roadmap for the High Tech industry
    • Architecture Solution to meet customer requirements (Specifications, Use Cases, ...)
    • Ensure alignment with consumer industries value scenario
    • Preparing demonstrations and workshops that articulate functionality and business value matched to customer requirements
    • Working with Sales Teams
    • Knowledge Transfer of Best Practices through the organization (Trainings)

  • Dassault Data Services - ENOVIA SmarTeam / MatrixOne Training Development Manager

    VELIZY VILLACOUBLAY 2005 - 2006 • Manage the update and the development of SmarTeam and MatrixOne Trainings
    • Rationalize Training development in Dassault Systemes

  • Valeo - PLM Administrator

    Paris 2003 - 2005 Main Industry: Automotive
    • Project leader for the implementation of the PLM in the division + Branch Administrator (substitute)
    • Specification of the PLM customization for VSS taking in account the division’s specificities
    • Lobbying to division’s managers (R&D Director, Project Director, Quality Director)
    • Reference person on eMatrix (ENOVIA MatrixOne) use
    • Planning of resources / schedule
    • Training and support to the users
    • Roll out / Migration of data (drawings)

Formations

  • National College Of Ireland (Dublin)

    Dublin 2014 - maintenant

  • IFMA (Aubiere)

    Aubiere 1999 - 2003 Master's Degree

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