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kyndryl IBM spin off
- Client unit Director
Direction générale | Paris (75000)
2023 - maintenant
Member of the Executive Core Team (COMEX) and Operating management Team
Member of the Executive Transformation Team
End to end Industry accountability of P&L, Client and contract management. Growth (signing and closing for existing and new logos), Profitability (+105% growth), Revenues (115% growth) and signing (127%)
International Mutli-years complex deals cross technologies by shaping large pursuit with transformation approaches and innovation, conducting due diligence, leading transition & stabilization but also by managing the run/delivery activities globally offering the best business value and client experience.
Full ownership of the Strategy, Organization Transformation and Alliances streams on the industry. Animation of the industry (event, POVs, opportunity and partnership shaping).GTM transformation (Management system, Reporting, Offers..)
Direct management and active coaching and mentorship of crossed skill resources (Sales, Account Manager, Delivery, Finance, HR and legal, (40 FTEs))
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Accenture
- Market segment director
Commercial | paris
2020 - 2023
For Galia (FR BE LUX NL), capture and generation of major international Application & Infrastructure Outsourcing deals by shaping transition, due diligence, leading transition & stabilization and by managing the run/delivery activities.
I lead an emerging but highly growing vertical Market Segment for Accenture Technology Intelligent Cloud and infrastructure: “Resources”(Energy,Utilities,Chemicals,Mining) with a 40M€ booking objective for the Sector.
In parallel, since January 2021 I am leading the “Cloud First “ organization for that sector(Gathering and coordinating as one Application/ Security / Datas / Industry X/ Network /Business groups with hyperscalers expertises) to afford full value of cloud for our clients. 130 m€.
Value enhancement through innovations : RPA, Analytics, blockchain and Artificial Intelligence, Digital factories and decoupling... Managing corporate reporting over Gallia region.
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Total
- Head of Digital Dusiness Unit
COURBEVOIE
2018 - maintenant
Creation and development of the 3rd strategic division of Greenflex to propose an End to End SaaS digital portfolio.
Direct report of 6 KAMs. Set up & reshape of the Sales Process, RACI and Tools. Go to market industrialization.
Accountable for Sales & Development (workforce allocation, Objectives, Budget, investment plan, partnerships, business strategy, go to market, P&L). Key Strategic Deal direct accountability.
Full autonomy. Strategic and Business plan Closing / Network / Advisors / Internal transformation of the Go to Market / Organization
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Capgemini
- Strategic sales director
Paris
2015 - 2018
HEAD OF MARKET SEGMENT: TRANSPORT / INDUSTRY/ MANUFACTURING / CONSTRUCTING/ AUTOMOTIVE
Personal Objective 40 m€. Qualification & strategy development. P&L 150M€ and global booking of 180M€.
Direct accountability for the Markets segments Sales & Development (workforce allocation, Objectives, Budget, investment plan, HR strategy, business strategy, go to market, team management). Key Strategic Deal direct accountability (>20 M€ ) Renault 4M€/an / PSA 3M€/an
Functional Management / Animation/ Reporting of Account Sales and Development Sales (15 Sales Executives & 7 Key Accounts Exec). Member of the Go/No Presales process.TLI (Top line initiatives) support and development: Cloud Choice (multi BUs).
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CapGemini Outsourcing Services
- Strategic Sales
2012 - 2015
STRATEGIC SALES : DEAL SHAPING, BUSINESS DEVELOPMENT LARGE COMPLEX DEAL:
Head of Telecommunication and media. Promoted to Director. Objectives: 30 m€. Orientation pure services: Asset light.
Expertise in New Logo / Global Application + Infrastructures Strategies. Functional Management / Reporting of Key Account Sales and Development Sales in the account strategy.
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T-SYSTEMS
- Expert Sales Outsourcing
ST DENIS
2011 - 2012
CREATION, DEVELOPPEMENT COMMERCIAL COMPLEX DEAL:
Prospection : Création/développement d’un portefeuille client (DG, CTO, CIO, Responsables infrastructures et applicatifs). Projets complexes à engagement. Expertise Sales services Datacenter/Workplace/Network/ Cloud solutions.
Commerce : Établissement et présentation des offres (coûts/rentabilité/tarifs), négociations. Fidélisation clientèle.
Management des équipes de réponse :(Achats, Legal, Finance et Delivery, Architectes, Partenaires. Suivi des budgets avant vente. Support aux EMEA Big Deal T-Systems.
Stratégie : Autonomie totale : Développement commercial exclusif sur new logos/Key Accounts Partenariats, Campagnes. Consolidation Sales Process T-Systems et ICT Sales Expert département. CA :30M$ Win rate 60%.
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HP Entreprise Services
- Sales Executive
2009 - 2011
CREATION, DEVELOPPEMENT COMMERCIAL COMPLEX DEAL :
Prospection : Création/développement d’un portefeuille client (DG, CTO, CIO, Responsables infrastructures et applicatifs). Projets complexes à engagement.
Commerce : Établissement et présentation des offres (coûts/rentabilité/tarifs), négociations. Fidélisation clientèle. Suivi des projets à engagement avec l’équipe Delivery.
Management des équipes de réponse :(Achats, Legal, Finance et Delivery, Architectes, Partenaires. Suivi des budgets avant vente.
Stratégie : Autonomie totale : Développement commercial sur new logos/Key Accounts Partenariats, Campagnes. CA : 35 M$ Win rate 95%.
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EDS
- Comercial grand comptes
2007 - 2009
CREATION, DEVELOPPEMENT COMMERCIAL OUTSOURCING EXPERT:
Prospection : Création/développement d’un portefeuille client (DG, CTO, CIO, Responsables infrastructures et applicatifs). Projets complexes à engagement.
Commerce : Établissement et présentation des offres (coûts/rentabilité/tarifs), négociations. Fidélisation clientèle. Suivi des projets à engagement avec l’équipe Delivery.
Management des équipes de réponse :(Achats, Legal, Finance et Delivery, Architectes, Partenaires. Suivi des budgets avant vente.
Stratégie : Autonomie totale : Développement commercial sur new logos/Key Accounts, Partenariats, Campagnes. CA Année 1 : 6 M$ Win rate 60% / Année 2 : 15 M$ Win rate 70%.
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Altran Technologies
- Business Manager
Vélizy-Villacoublay
2005 - 2007
CREATION, DEVELOPPEMENT, GESTION DE CENTRE DE PROFIT :
Prospection : Création et développement d’un portefeuille client (DG, Responsables techniques, Directeurs, Chefs de projet). Qualité, Electronique, Production, Gestion de projet, Achats, Logistique, R&D, Bureau Etude, Chantiers…
Fidélisation Clientèle (Valeo, PSA, Bouygues, Spie Batignolles, Vallourec…) Analyse/synthèse besoins clients et « pull » proposition de solutions.
Management : Opérationnel et administratif de 17 consultants (Bac+5 de 25 à 45 ans)
Suivi de projet technique et suivi de carrières des consultants.
Recrutement : Constitution équipe. 4 recrutements niveau Bac +5 (évaluation technique et relationnelle).
Commerce : Etablissement des offres (couts/ rentabilité/tarifs), Négociations, Partenariats, Suivi de rentabilité et relances commandes.CA : 1,1 M€.
Stratégie : Développement commercial autonome, suivi des objectifs, 4 new logos
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Lear Corporation SAS
- Responsable commercial
2004 - 2005
MANAGEMENT PROJET, DEVELOPPEMENT, GESTION DE CENTRE DE PROFIT :
Gestion commerciale du portefeuille des produits en développement et en série. Interface entre BE/BM (développement), Direction des Achat client. (Offre/suivi de prix et justification des coûts/Investissements, Négociation prix)
Logistique : Unités de Production LEAR/Client (démarrage, volumes, références, acceptation produits, logistique). Gestion planning de production/livraison.
Gestion globale de l’activité des usines LEAR (Tunisie et Espagne), des besoins commerciaux et participation active à la rentabilité et au développement de l’activité par des actions sur les prix, les volumes.
