Sales & Business unit Director, with 24 years of quick & overachieved results, successful international consultative selling & business unit leaderships (P&L). Proven ability to sell various structuring IT, Telecom, Internet solutions & services.
Change agent passionate about Business & Technologies, with financial acumen, I used to drive a true entrepreneurial spirit, innovation and consistently exceeding targets with teamwork on the field.

Help large companies think like startups and improve results with new offers and Business.

 Sold complex solutions/value with services contracts to international & multi-sector based groups till CxO
 Managed multicultural organization to close complex deals & open new business (Cloud, Big Data…)
 Recruited/Managed performance of international teams, projects, all sales channels & strategic Alliances with System Integrators, Resellers...
 Implemented strategy introducing quickly new technologies (hard, soft, Service) & Business models
 Corporate management, Evaluate new investment opportunities, Operational Marketing plan
 Consulting to improve Business Models, General Management, IT, Telecom & Internet solutions
Open to study and develop new business opportunities.

Contact

E-mail

Professional Status

Employed
Available

Experience

CONSULTING & SALES DIRECTOR

Ajilia
Since March 2013
  • Define, Organize & Develop growth & communication strategy of a new company (Ajilia) resulting from a merger (iConsultants + Vitam)
  • • Determined IT & Consulting Services portfolio differentiator: Cross channel strategy & Unified communication
  • Put in place team, Customer recruitment plan, CRM, operational Marketing & Communication plan, web contents et social network
  • • Defined new SaaS application (CRM, SFA…) / Cloud + Agile Services center + Digital Strategy
  • Results: +€2 Million strategy & IT consulting services / large accounts: Bank, Insurance and Telecom (Credit Agricole, SFR, Alcatel-Lucent...) + New Customers (Ericsson…). Recruit & Manage +40 consultants & Sales.

INTERNATIONAL BUSINESS & SALES DIRECTOR

Redparts (Ferrari Automotive & Web)
August 2013 to February 2014
  • Setup ERP + 4 e-Commerce web sites / Cloud / MICROSOFT & web applications (+65000 Ref.)
  • Business Plan, cost reduction plan: stock, purchasing (-10%) + Got public grant for investments
  • Managed International Strategy Development: Hong-Kong Subsidiary, USA project.

CORPORATE & ENTERPRISE FINANCE for CEO & CFO

HEC (Top 3 Business school in France)
February 2012 to May 2013
  • Developed consultative selling of large turnkey projects, Managed Services & high level Consulting
  • Developed the largest « Cross Selling » solutions: 4G Wireless IP Networks, Services & Applications
  • Defined business models & value proposition to establish winning strategies in solutions & cloud…
  • Developed international team & Services offers to sell complete solutions (IMS, infrastructure software, CRM, SOA, Bigdata, datacenter, CRM, IT/IP & Business Transformation, Managed & Cloud services…)
  • Negotiated contracts / closed deals with customers, dealt alliance & innovated with partners (IBM…)
  • Organized events, led meetings & presentations at C-level (LTE Forum, BBWF, customers…)
  • Results:
  • 2008-2012: +€507 Million revenue in 2012, EBITDA: +€85 Million & 17 new strategic deals, +100% y/y growth. Consultative Selling. Put in place new business cases in leveraging solutions value with Applications, Consulting services, technologies & new Business Models. EMEA coverage: 128 countries.
  • Recruited, managed and improved performance of 7 international sales & 50 consulting & sales forces. Team Training plan. Managed €4 Million marketing budget. Put in place knowledge Management.
  • 2006-2008: +125% sales objectives, +€25 Million Services contracts, driving innovative services, maintenance…@ C-level: Bouygues Telecom, Telecom Italia, Monaco Telecom…
    Lead end-to-end turnkey offers (+ €1.3B/ projects). Managed 20 people / Project Management.

BUSINESS DEVELOPMENT MANAGER AND KEY ACCOUNT DIRECTOR – TELECOM MARKET

Intel Corporation
November 1999 to March 2005
  • Established/Managed international relationships and negotiated RFx with various multinational companies: FRANCE TELECOM-ORANGE GROUP (FT), BOUYGUES GROUP, VIVENDI GROUP, ACCOR, ESSILOR, VEOLIA…
  • Managed international teams & projects increasing footprint: MICROSOFT, ORACLE, SAP, IT solutions
  • Consulting on strategies & Sales to executive committees/ IT architectures, soft and new technologies: DATACENTERS, SERVERS, PC, MOBILITY, SECURITY, WAN, LAN, VIRTUALIZATION, ENTERPRISES &TELCO SOLUTIONS…
  • Negotiated and managed partnerships & co-branding offers with FT, HP, DELL…
  • Results:
  • Sales: Influenced RFx & Negotiated +€200 million/year in IT projects to solve business issues
  • Got 5 strategic projects and several dozens international tenders on IT systems, Datacenter/ Enterprise solutions (ERP, CRM, BI, Database, SOA, Cloud, Mobility, Telecom..), selling Engineering Services
  • +150% market shares on servers in 2 years, with complex software applications & Database
  • Successful deals introducing new 64Bits Itanium2 technology with BULL, HP, IBM, MICROSOFT, VMWARE & ORACLE
  • +30% of growth on mobiles Centrino PC+Wifi in the international accounts I was responsible for.
  • Defined the strategy/business levers to develop the sales and achieve/exceed targets
  • Set up/developed international business in a strategic segment on which Intel is a challenger
  • Established/Managed relationships and negotiated with various multinational companies: FRANCE TELECOM (FT) GROUP, BOUYGUES GROUP, VIVENDI UNIVERSAL, ACCOR, ESSILOR…
  • Negotiated and managed partnerships & co-branding with FT, HP, DELL…
  • Consulting on strategies to executive committees/ IT architectures, soft and new technologies:
  • DATACENTERS, SERVERS, PC, MOBILITY, SECURITY, WAN, LAN NETWORKS and SOLUTIONS…
  • Managed international teams & projects increasing footprint/ORACLE, MICROSOFT, Enterprise solutions
  • Led seminars and trainings with partners: IBM, HP, DELL, ORACLE… and the ESSEC business school.

SALES MANAGER - TELECOM/ISP (Internet Services Providers)

AZLAN FRANCE (+250 people/€80M) - European leader/Value added wholesaler in the Network computing bu
December 1996 to October 1999
  • Defined and sold integrated solutions, network hardware, software, engineering and professional services for Internet infrastructures: WAN, LAN, ATM, security (firewall…) to major ISP, network integrators.
  • Set up the business unit and initiated joint sales, new sales & marketing actions on bundles
  • Sold Internet & IT Services + Infrastructure / partnerships with CISCO, 3COM, BAY NETWORKS… And software licenses, such as MICROSOFT, CHECKPOINT, CITRIX, IBM… IT projects management.
  • Results in 99: Recruited and managed 6 sales people. €12 Million sales, €10 Million in IT & Internet network infrastructure, with +2.5 the margin ratio of the company and 40 new accounts recruited.

SALES AND MARKETING DIRECTOR - CHANNELS

PEACOCK FRANCE - Subsidiary of PEACOCK AG, 4th German PC manufacturer and IT wholesaler.
September 1994 to October 1996
  • Set up/organized/Managed the company and developed the sales channels
  • Negotiated with integrators, resellers and sold €6 million to retailers (CONFORAMA, LECLERC…)
  • Results in 96: €27 Million turnover (from 0 in 94), 5% Net profit. 24 people recruited & managed.

SALES AND MARKETING DIRECTOR

SAMPO SOUTH EUROPE – SUBSIDIARY OF SAMPO CORP. Monitor & PC manufacturer (Taiwanese Group)
April 1992 to August 1994
  • Negotiated OEM international contracts on monitors in Europe (DELL, SIEMENS…).
  • Managed 4 Sales people and sales channels (resellers, integrators)
  • Results in 94: +20% with 12 million Euros /France and +50% new customers, 25 million turnover/south Europe.

SALES ENGINEER

SAMPO SOUTH EUROPE – SUBSIDIARY OF SAMPO CORP. Monitor & PC manufacturer (Taiwanese Group)
September 1990 to March 1992
  • Management of 20 new resellers, participation in international events (CEBIT, ...)

SALES ENGINEER

CM SYSTEM SI - Paris
September 1989 to April 1990
  • Analysis and sales of turnkey data solutions as well as development and training (HOTEL DROUOT…)

Education

Executive Certificate of Excellence in Corporate & Enterprise Finance

HEC School of Management / HEC Paris
September 2012 to May 2013

Finance for CFO & CEO

Professional Trainings

Regular professional Trainings in the U.S.A.
September 2000 to 2012

Business, Management, Strategy, Technologies.
Ex.: Executive Conversation, Sell the business value, Target Account Selling...

Master 2

ESSEC - ESSEC Business School
September 2005 to June 2006

International General Management, Finance, Strategy...

Master

ESC ICOGES, Business School
September 1988 to June 1992

International Sales and Marketing Management

Skills

  • International Sales till CxO level
  • New Business Development
  • Partnerships
  • Team Management
  • Negotiate & Close deal
  • Large Account Management
  • Sales Channel development
  • Marketing Plan and Events
  • Drive Innovation & Differentiation
  • Internet Strategy & eCommerce
  • Multi / Cross Channel & mobile Strategy
  • IT, Telecom, Internet, Cloud, SaaS, Bigdata solution
  • International Team Performance
  • General Management
  • Corporate and Enterprise Finance
  • Coaching & Change Management
  • Business Modeling
  • Strategy & Organization Development
  • Business Strategy
  • Consulting
  • Finance: Corporate & Enterprise performance improvement
  • IT Solutions
  • Technical skills to install, manage Web and application servers
  • Managed Services
  • Mobile
  • Cloud & Datacenter Infrastructure
  • Complex Solutions & Services
  • XaaS : SaaS...
  • Fixed and Mobile Networks...
  • Virtualization
  • Abilitity to manage project to insure business and Technical alignment
  • French : native
  • English: fluent
  • German: notion

Interests

  • Help young company to develop Bigdata strategy & offers
  • I Manage Dedicated Web Servers / Cloud: Sharepoint, ERP, CRM, CMS, eCommerce, HR Community, Windows 2008 /2012, Linux, LAMP/WAMP, VMWare, Proxmox, MSSQL, MySQL, OpenSource : Apache, Tomcat, Drupal, Joomla, Wordpress, Prestashop, Magento, OpenERP, SugarCRM… Paypal user for 10 years
  • Intel Award
  • Charitative actions / Club