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District Manager France
Reputation for identifying customer needs, articulating clear vision, designing workable solutions, building and mentoring teams focused on successful execution including value proposition with SI partners. Successful in developing and implementing innovative ideas.
Key Accomplishments
• Re-organization from a silo structure to a cross-functional sales organization including partners
• Performance improvement in using CRM (Siebel) and Solution selling methodology
• Sales strategies according to Key Accounts/Named Accounts segmentation
• Marketing plan and Territory plan
• Strategic partnerships with SI and BPM consultants
Achievements:
• Expanded revenue by 15% in 2004. FY 2005: +137 %
• Gross margin: +29%
• 104 certified consultants from SI on FileNet products
Major Key accounts: EADS, Bouygues Telecom, France Telecom, PSA, Total, Lafarge, Macif, Maif, Generali, AGF, Groupama, AXA, Minefi, DGA, SNCF, RATP, Air France, La Poste, Société Générale, LVMH, Unedic, CNCE, CDC, Banques Populaires, BNP, CMB, others.
Strategic Partners: Atos Origin, Accenture, Unilog, Cap Gemini, Euriware, Bearing Point, Stéria, Sword,
DREAMSOFT. IT Services Company. Specialised in EAI & Portals solutions.
SW solution practices: EAI, ESB, Web Services, BPM, Portals, and J2EE & DotNet servers.
Sales VP
Manage sales efforts. Develop and Implement business development. Set individual and company sales objectives and formulate plans to expand business. Manage Solutions collateral material.
Key Accomplishments:
• Implementation of a Sales Business Unit with business plan & consolidation
• Realignment of the sales & pre-sales activities according to strategic goals and the defined means. Implementation of sales processes & training (Go/No Go process & TAS)
Achievements:
• Expanded revenue by15%.
• Gross margin: +14 %.
Major named accounts: Caisse D’Epargne, CCF, CdC, Banque de France, Société Générale, BNP Paribas, Crédit Agricole, Macif, La Poste, Maif, Groupama, Axa Banque, Bouygues Telecom, France Telecom, SFR, Gefco, others.
2002 SAP PORTALS France (subsidiary of SAP Portals USA).
SAP AG decided to redefine its strategy and SAP AG decided to stop all the SAP Portals subsidairies WorldWide. Only the R&D division of SAP Portals was reintegrated inside the SAP company. Team: 37 people.
General Manager France
Definition of the Go-To-Market strategy: targeted markets, value propositions, alliances.
Lead generation campaign on the Top Named Accounts (> 10 000 employees): CEO, CFO, CIO, HR Directors. 39 leads generated for the FY, 23 qualified.
2000-2001 EPICENTRIC. e-business platforms & networks for LORGS.
General Manager for Southern Europe
Implementation of the global policy of Epicentric, objectives, processes, individual territories.
Strategic relationships with ‘Big 5’, local partners, SI, Web agencies, communication groups.
Achievements: France Telecom, Altadis and Cap Gemini.
1994-2000 ORACLE
1998-2000 Sales Director. Oracle EMEA
Telco & Utilities Solutions . International Business Development for Customer Relationship Management & e-business solutions through all the European, Middle East, Africa countries.
Strategic Programs: e-business, e-commerce, e-procurement, e-Apps, Interactive TV, Internet Business Apps (Finances, SCM, Manufacturing).
Strategic partnerships: Consulting & Services, ISV.
Target accounts: EMEALORGS.
Target FY99: 10 $M. Achievements: 107%
1994-1998 Sales Manager. Oracle France
Territory: Utilities & Telco, Retail & CPG Industries
References: France Telecom, Vivendi, Suez/Lyonnaise, Equant, Cegetel, Bouygues Telecom, Michelin, Air Liquide, Sony, Havas, Atochem + Medium organizations
Targets FY 98: 115 %. Targets FY 97: 124%. Targets FY 96: 188%
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