ROMUALD THUILLIER

Strategic Account Manager

ANTONY, France

ROMUALD THUILLIER

English | French

Exstream Software France & Southern Europe :
Document output management and printing. Design, manage and publish structured and unstructured content in a fully personalized manner via print and online.
Role : Client Executive Manager on prospect accounts/verticals.
Verticals : Government, Energy / Utilities, Transport, Automotive, Telco

Parametric Technology France :
PLM, ECM and Dynamic Publishing Solutions through a Product Development System.
Strategic Account Manager on & prospet accounts/verticals: Life Sciences, Energy / Utilities, Transport, Automotive.
•Build relationships with key executives
•Prospect and develop new accounts for the Life Sience market in France.
•Overlay position for the Dynamic Publishing Software solutions (Arbortext software)

Adobe Systems France
Key Account Manager (Government & Industry)
Reporting : France : Sales Manager and Country Manager & EMEA : Government Sales Director Europe
Solutions Coverage :
• Adobe LiveCycle Enterprise Suite : is an integrated J2EE server solution that
blends electronic forms, process management, document security, and document generation to help customer create and deliver rich and engaging applications that reduce paperwork, accelerate decision-making, and help ensure regulatory compliance
• Consulting and Professional Services.

Insight (Software Spectrum International)
is a leading provider of a broad range of top name-brand IT computing products, software and advanced IT services
Global Account Manager
Solution coverage: Lifecycle Software, Asset Management, Managed Services,
Storage/High-Performance Systems, Enterprise Systems, Integration, Project Management

Borland France
Borland is dedicated to helping IT organizations transform software delivery into a managed, efficient and predictable business process through Open Application Lifecycle Management solutions.
Account Manager
SMB accounts

Specialties:
Knowledge of IT solutions : ECM, GED, Document process management, workflow, securty, Life Cycle Management, Web 2.0, PDF/XML, ERP, CRM, PLM, SOA, ICM
TAS methodolgy sales approach,C Level approach,
Knowledge of global partners eco-system : system integrators, ISV, Vars, SOD
Deep knowledge of Government, National French Company, utilities, Energy, Automotive, Life Sciences markets

Depuis 2007 : Exstream Software France & Southern Europe

	Client Executive Manager
	Ranked among the world’s fastest growing technology companies, Exstream Software provides enterprise software solutions for businesses around the world to streamline document creation processes and produce higher quality, relevant communications of all types for delivery through print/mail and online channels. Role : Client Executive Manager Verticals : Government, Energy / Utilities, Transport, Automotive, Telco 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
	Secteur : Editeurs logiciels

2000 - 2006 : Adobe Systems France

	Key Account Manager (Government & Industry)
	Role : Key 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 & Industry business verticals • Lobbying action plan (political and tactical level meeting) • 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…)
	Secteur : Editeurs logiciels

1995 - 2000 : Software Spectrum International

	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) Achievement : • 1999 : 12 M$ / +178 % growth • 1999 : Top achiever Microsoft solutions
	Secteur : Editeurs logiciels

1992 - 1995 : Borland France

	Account Manager
	Territory : France • Sales account manager in charge of : Major and Medium accounts – 02/94 to 09/95 • Sales support Manager of Major Account Dept.
	Secteur : Editeurs logiciels

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