Bernard Benaya

Responsables de SSII sur SUD-Europe: France, Italie, Espagne

• Go-to-market strategy centred on virtual infrastructures solutions whilst leveraging solid relations with the major Sis throughout South Europe : Accenture, EDS, AtosOrigin, IBM-GS
• Developing a business model to focus on virtual practices
• Particular focus on Capgemini-Sogeti with a global responsibility throughout EMEA to develop SOA solution & develop common Pipeline
• Created C-level network with prominent individuals largely resident in Europe
• Major deals: Fonderia, AXA,FT, ENI, Schneider, Ministry of Defence (France & Spain)

Secteur : High Tech

2002 to 2005: Sun Microsystems
Position: Cap Gemini E&Y Executive Account Manager

• Act as a spokesperson regarding Sun's strategy and help CGEY France's sales rep. understand and articulate it to customers
• CEM/(Target)Foundation Accounts: Develop and implement sales plans around CEM, existing and target foundation accounts in conjunction with the Account Sales Manager to realize revenue goals, involving relevant partners in the key GTM initiatives.
• Average order Value : 400 K €
• Enterprise mid Market: Be the counterpart of the EMM Manager in the development of revenue generating demand creation activities around the Top 5 local solution/vertical opportunities in the locally selected target EMM market segments.
• Target: 30 M $ FY04 (25% growth ytd)
• Major deals: Gendarmerie, Cegetel, EDF, and Airbus

Main achievements:
Results and sales performance recognized as strongest within the company, having established platform for strategic business success and future double digit growth: from 22 to 30 millions €




2001 to 2002: Sun Microsystems
Position: Sales manager Telco/Media/Press

• Role responsibility to build relationships with key account executives: France Telecom, Canal + and Cegetel; Position Intel and it’s OEM offerings into solution oriented business propositions: major win at Bouygues Telecom
• Objective: win the business with Sun Architecture against key competitors IBM and HP. Strategy was to provide processors and chipsets with improved performance, incorporating advanced technology futures as well as competitive performance pricing for entry-level to high end servers and workstations
• Team: 8 (sales and technical profiles) from different cultural backgrounds
• Average Order Value : 500K $
• Actual achieved : 110% on sales quota
• Geography scope : France
• Responsibility to feedback to Sun leadership team on market trends, opportunities so as to elaborate future products, strategies and initiatives
• Identify and deliver promotional initiatives (testimonials, case studies) regarding potential benefits for Enterprise customers versus competitor solutions
1998 to 2001: Sun Microsystems
Position: Sales Rep. Cap Gemini E&Y Telecom Media Network
• Customer Base: European ISP and Telco companies including France Telecom, Cegetel,
• Deutsche Telecom
• Position Sun as the thought leader in solving challenging business problems
• Working in team with 20 field sales and technical engineers
• Collaborating on “field” experiences and developed sales of servers through Distributors,
Value added Resellers and Partners
• Best SI results FY01 achieved in Europe: 170% of sales quota

Secteur : Matériel informatique