ROMUALD THUILLIER

Territory: France
Reporting : France & Southern Europe Managing Director

Solutions Coverage :
Dialogue enterprise document automation software suite, Dialogue Live
intelligent, interactive document automation solution, AFP Studio productivity suite.

Sales Scope:
Client Executive Manager on named accounts & prospect accounts/verticals.

• Build relationships with key executives (CEO, COO, CFO, CIO) and departmental managers.
• Technical & functional understanding of customer’s business objectives in order to map a strategy consisting of software, training, and implementation as a solution to those business objectives
• Investigate and understand the internal business processes of potential clients; and strategize, present and demonstrate a tailored technology solution.
• Achieve assigned quota by selling Exstream’s complete line of software solutions to companies within targeted vertical markets.
• Develop revenue forecast in coordination with Regional Director.
• Prospect and develop new accounts while maintaining sales within existing accounts
• Set up channel development with major System Integrators
• Team leader with technical, partners, marketing Exstream team

Sector: Software publishers

ADOBE Systems France
Adobe helps people & businesses communicate better through its world leading digital imaging, design & document technology platforms for consumers, creative professionals and enterprises.

Global Account Manager (Government & Industry)
Territory: France
Reporting : France : Sales Manager and Country Manager& EMEA : Government Sales Director Europe

Solutions Coverage :
• Server products: Document Management, electronic forms, document presentation, enterprise workflow solutions,Acrobat, PDF format
• Consulting and Professional Services.

Sales Scope: Global Account Manager on named accounts.
• Developed specific approach and sales strategy for Government &
Manufacturing / Industry business verticals:

Government: DGME (previously ADAE), Ministry of Finance (Copernic
project), Health/Social Affairs (DMP project), Ministry of Equipement,Prime Minister, DJO, Local Government entities

EPIC: Areva, EDF GDF, France Telecom, La Poste, SNCF, RATP.

Industry: Renault, PSA,Total.

• Set up channel development with major System Integrators (e.g.: Accenture,Bull, CGEY, Steria, Atos, Dictao …)
• Public Tender responses
• Partnered with major software vendors to develop joint penetration strategy (e.g.: SAP, Documentum…)
• Coordination with technical, partners, marketing Adobe teams (local and EMEA)
• Set up marketing activities to generate brand recognition and marketplace credibility (seminar, trade show, final customer events…)

Achievements :
• 2005 Second best sales rep. of server solutions in France / Win ADELE 133 project
• Major server deals realized : Adele 133, DJO, Sonacotra, Min. Equipement (DGUHC), Insee, Min. of Culture (EMOC), Renault (eprocess project)...
• 2004 1.6m$ / 103%
• 2003 1.7M$ / 117%
o 2 Awards : Top Deal EDF and Global Sales Performance EMEA
o Top Achiever : Platinum Club
• Since 2001 :Signature of 21 Site License Agreements (65% of the Adobe agreements signed in France)

Sector: Software publishers

Software Spectrum International
Software Only Dealer, Worldwide leader
Global Account Manager
Territory: France
Reporting : Sales Director

Solution coverage: Microsoft, Lotus, Novell, Symantec, Adobe, McAfee, Trend Micro etc.

Sales scope: Global Account Manager.
• Management and direct follow up of named accounts (e.g.: Ministries, Local Government entities, EDF, RATP, SNCF, CEA, France Telecom, Total,Thomson-CSF, Thales, STMicroelectronics…).
• Public Tender response
• Signature of software global agreement (Microsoft Select and Accord Enterprise, Outsourcing, Microsoft Open, Novell CLA, Symantec GLP...)
• Worldwide and local management of marketing and sales actions
• Follow up and closing of projects (professional services)

Management :
• Management of one sales account manager (2 years)
• Management of one order management manager (5 years)

Achievements :
• 1999 : 12 M$ / +178 % growth
• 1999 : Top achiever Microsoft solutions

Sector: Software publishers

3rd WW software editor
Major and Medium accounts
Marketing Event Manager

Sector: Software publishers