Laurent Celhay
Consulting Direct Sales Representative (Large Accounts), ORACLE EMEA
Hello !
As a Consulting Direct Sales @ Oracle Direct EMEA, my role is to help Oracle's clients to unleash the power of their Oracle investment maximizing User Adoption, TCO and ROI by providing various services such as Audit, Performance optimization, Implementation and Upgrade assistance.
I have now close to 6 years experience in B2B services sales. Throughout this period I have developed skills in Business development, professional networking, negotiation, account management or sales team leading.
Since 2007 I have consistently been able to create an average annual revenue of 2.5M€ selling IT (staffing and consulting) services. I want today to further develop my skills and experience to get to the next level.
My wish is to always learn more about Sales and IT and keep on developing long term partnerships with IT decision makers. I want to understand their constraints, exchange about their strategies and adress their issues always bringing added value.
Beyond the personal satisfaction this brings on a daily basis, I have also understood this is the best path to drive greater sales adressing key strategic issues.
6 contactsBusiness development in collaboration with License sales
Optimization of consulting sales with Oracle’s clients
Prospection within existing clients
Qualification of client needs with Oracle’s experts
Solution development with Practice managers
Negotiation, closing and sales administration with the compliance department
Follow up of sales (Sandler) and Products (ERP, CRM, EPM) trainings
2009 - 2011- Sales management (strategy, budgets, 7M € revenue and 22.5% net margin in 2010)
- Mentoring of 5 direct sales representatives (KPI, targets, appraisals, career navigation)
- Sales management of 3 key accounts (relationship, consolidation and penetration)
- Involved in internal hirings and trainings (networking, negotiation, sales skills…)
2006 - 2009- Business development with large accounts (inside sales, field prospection, sales events…)
- Negotiation of sales terms and conditions in collaboration with the compliance department
- Average personal sales achievement above 2M € per year between 2007 and 2011
Network development with business application freelance experts (phone, network websites, events)
- Involved in respecting and improving our internal Quality standards (sales process, references…)
2005 - 2005My role was to support Senior Recruitment Consultants in
- executing the research strategy
- establishing the first contacts with potential candidates
- qualifying the most relevant candidates
2003 - 2004- Responsible for administrative duties and candidate reception in the agency.
- Maintain relationships with the network of candidates working with the agency
- Support the recruitment consultants with commercial prospection and recruitment activities.