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Valerie HUET

PARIS

En résumé

Having developed a solid experience in sales to key accounts at Hardware and Software International Companies I gained over 10 years expertise in solution selling development with system integrators and consultancy actors.
As Oil & Gas Senior Account Manager, I developed the Industry expertise thanks to the appropriate pipeline & revenue addressing Gdf Suez, Total and Oil & Gas actors.

Entreprises

  • BeicipFranlab - Sales Manager

    2014 - maintenant Achieve a revenue goal by coordinating a global account strategy and by executing the sales plan within the North Sea Region and Italy, Spain & Portugal.
    Develop a structured relationship through a multidisciplinary community from Exploration and Reservoir experts to Executive Management levels.
  • SAS Institute France - Oil & Gas Senior Account Executive, Global Oil & Gas Business Unit

    BRIE COMTE ROBERT 2011 - 2013 TOTAL
    TOTAL is a strategic customer for SAS. I lead Oil & Gas sales counterparts and SAS global domain Experts to deploy the TOTAL account strategy that enables TOTAL to realize measurable business value from their technology investments.
    I generate profitable revenue growth across the entire SAS solutions portfolio and look for SAS to provide best in class customer experience.
    Responsible for delivering the Oil & Gas revenue working with TOTAL Upstream & Refining:
    - Predictive advanced analytic maintenance, Facilities Integrity and Reliability
    - Integrated Planning
    - Big-Data.
    Responsible for closing large and complex or strategic deals, ensuring achievement of productivity goals and general sales targets.

    GDF SUEZ
    SAS key account, sales management through complex sales processes.
    Management of international and multi disciplines sales transformation.
    Business development for emerging disciplines.
  • SAS Institute France - Senior Strategic Alliance Executive

    BRIE COMTE ROBERT 2008 - 2010 CAPGEMINI, DELOITTE, TERADATA
    Transform the SAS Relationship into a business partnership that contributes to Capgemini BIM Top Line Initiative growth by detecting new opportunities through BI initiatives.
    Build “Solvency II” Path to Market with the Capgemini Financial Services Business Unit, create demand generation and opportunity pipeline. Create materials to replicate this initiative within all of EMEA Create a common IT Transformation approach called “AMCube” with Capgemini Outsourcing to target BI Strategic Opportunities.
    Insure a successful environment for SAS big deals detection - from Capgemini “Consultancy” to “Technology Services” Executive engagement (Consulting Services and Technology Services).
    Develop an executive relationship with Deloitte for SAS “Risk” and “Activity Based Costing” project approach. Deploy the Global Partnership program.
    Sell the EMEA SAS/Teradata incentive program to SAS BU Directors and Sales, deploy the joint Selling Model on joint target accounts.
  • Pyxidis Partner - Founder & Associate

    2007 - 2008 Encouraged and accelerated the development of IT companies, mainly Start Up and Software companies by creating Value and Revenue through partnering
    Transformed the firm strategy into tangible results
    Build value proposition for customers and partners
    Developed the Marketing and Sales Plans
    Actively pursued the development of growth relay
    Identified pertinent network of partners and channel partners
    First year Pyxidis performances:
    Booking: €120K,
    References: Open Portal Software, Hyperion, CA, Berger Levrault,
    International Network and Partners: Giant Step (UK), Microsoft Partner with” Open Border MS Program” and “IDEES Program” (Start Up Program)
  • Microsoft - Senior Partner Account Manager

    Issy-les-Moulineaux. 2002 - 2006 CAPGEMINI, DELL, Sogeti-Transiciel
    Defined and executed the overall strategy for Microsoft Go-To-Market with Cap Gemini and Dell with focus on Sell-With and Sales through.
    Developed and executed a CHAMP plan with Cap Gemini and Business Plan with DELL
    Defined and built key initiatives with DELL to generate growth. Identified and supported critical joint wins for Key Initiatives.
    Generated incremental revenue for Microsoft EPG with DELL and Cap Gemini.
    Managed about $2,2M/year budget allocation for the Microsoft/Cap Gemini alliance as agreed with the Global Development Acceleration Program (GDAP). Obtained solid and quantifiable ROI on 3 year focus on Server revenue sales and services
    Drove the “Premier Contract Support” with Cap Gemini to Microsoft on critical projects.
    Established and managed a Cap Gemini/Microsoft and DELL/Microsoft big deals funnel, and drove the Win-Rate up.
    Established a Go-To-Market strategy by creating customized client solutions in what began as Cap Gemini Advanced Development Centers (ADCs). Created the Grenoble flagship ADC focused on Microsoft technology to gain and grow deep Microsoft expertise technology and critical project experience. MS technical training target overachievement by 150% on Cap Gemini Consultants/Architects.
    Aligned and drove an executive relationship plan with Cap Gemini and DELL by focusing practices and sales teams.
    Identified key DELL and Cap Gemini needs and requirements for executing incremental Microsoft pipeline, and translated this into commitment per strategic deals.
  • Sun Microsystems - Account Manager

    Santa Clara 1998 - 2002 - SAP Alliance Account Manager
    Drove and managed the Strategic Alliance and Sales revenue with SAP.
    Increased the visibility of SUN MICROSYSTEMS at SAP: demonstration capabilities, seminars, demand generation.
    Defined potential “Solution Offerings” based on successful projects that could be replicated as PSA reference
    Contributed to the High Impact Projects closing by assisting sales with prospect/client interactions or contributing to proposal development.
    Committed the SAP EMEA Competency Center on SUN MICROSYSTEMS high impact and critical deals to contribute to the closing.

    - EMEA Channel Program Manager
    Developed and deployed an EMEA reseller program to recruit, specialize and certify SUN MICROSYSTEMS value added resellers

    - CSI Sales, Cap Gemini Alliance Account Manager
    Developed and executed sales engagement plans with Cap Gemini Sales and Executives
    Created a fee for services Teaming Agreement to ensure a revenue definition on Sun Hardware, Software and specific PS Services. Managed the fee calculation through the pipeline control.
    Developed SUN MICROSYSTEMS awareness within Cap Gemini to ensure sales push on joint business and to ensure successful project delivery.
    Helped Cap Gemini built a SUN MICROSYSTEMS demonstration capability within ADC and Centers of Excellence to increase the number of solutions that Cap Gemini could demonstrate so that they could develop new business opportunities
  • IBM - Sales Driver

    Bois-Colombes 1997 - 1998 SEQUENT

    - CAPGEMINI, EDS, UNILOG
    Leveraged the SEQUENT technology to commit CSIs with SEQUENT on high impact projects. Sold the SEQUENT architecture to increase and secure the partnership value for customers on critical project.
    Explored and developed joint business models to support SEQUENT’s interest with CSIs.
    Developed Industry specific strategy.
  • Attachmate - EMEA Channel & Marketing Manager

    Seattle 1993 - 1997 Developed and deployed an EMEA reseller program branded “Premier Partner Program“. Helped Netware Value Added Resellers to succeed in the promotion, sales, maintenance, application development and education of Attachmate products across EMEA.
    Drove sales, marketing initiatives and executive relationships with 7 distributors across EMEA.
  • Bull - Direct Sales Account Manager

    Les Clayes-sous-Bois 1991 - 1993 AFRICA Brazzaville
    Managed sales and territory for large accounts in Congo Brazzaville. Responsible for Total, AMOCO, Foreign Embassies, CEE, and CFAO customers
  • Sagem - Direct Sales Account Manager

    PARIS 1989 - 1991 Managed sales and territory in the Yvelines territory, for small and medium business. Fax and Telex

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