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Dell
- Infrastructure SMB Channel Sales Development
MONTPELLIER
2010 - maintenant
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Lemon Operations
- Channel Recruitment & Development
Fribourg
2009 - 2010
- Together with partners companies (Celsius, Compubase...) identify and size new business opportunities and fix top priorities to address
- Start indirect business, enter new markets or launch new products that need a different channel.
- Channel partners monitoring and development : Improve channel capability and capacity
(sales and marketing training, business plans creation and output, MDF following, Leads tracking)
- Train software editors to start a channel in a SaaS environment
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LOGIC IT - Distributeur Réseaux, Stockage, Serveurs
- European Channel Manager
2008 - 2009
Main missions
- Same as previous Channel Manager position, adding UK, Germany, Italy and Poland
- Make the organization more profitable (6 offices, 27 salesrep.)
Results :
37% manpower reduction (17 persons) for a flat margin
Non profitable offices suppression (UK, Germany), expansion in Eastern countries and Russia
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LOGIC IT - Distributeur Réseaux, Stockage, Serveurs
- Channel Manager (France, Spain, Benelux)
2001 - 2008
Main missions :
- Define and implement the budget , sales strategy, and marketing plan to sell Networking, Storage and Servers to Channel partners and some large accounts
- Manage up to 8 sales representatives, establish sales territories, quotas, and goals
- Meets with key clients, assisting sales representatives with negotiating and closing deals
- Recruit and follow my own portfolio
Results :
France : 16% growth between 2002 and 2007 (FY02 margin: 1.4M€ -FY07 : 1.8M€)
Spain/Benelux : 305% growth between 2002 and 2004 (FY02 margin: 120K€ - FY04 : 500K€)
New office creation in Madrid in 2004 : Manager training and following
New Manager in Warsaw training and following (2007)
New subsidiary creation (Corus) dedicated to direct sales
Large accounts opening (Ares, Computacenter, CapGemini, Jet Multimedia, Schlumberger, Areva, In Snec)
Icommerce/Logistore French sales teams fusion (8 persons)
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GE Access
- Storage Business Unit Manager (France, Spain, Italy, Benelux)
1999 - 2001
Main missions (New position creation)
- Start and develop storage solutions business in France, Spain and Italy
- Identifiy and recruit storage providers
- Write and execute sales and marketing plans with them
- Identify, recruit and monitor their channel partners
- Supervise 3 field salesrepresentatives (France, Spain, Italy) and 2 telesales based in Amsterdam
Results :
Vendors recruitment : Hitachi, Overland Veritas, Iplanet, Sun, SGI, NCR/CVSI
CA FY00: 20M€
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GE Access
- Channel Development Manager
1997 - 1999
- Identify, recruit and monitor Silicon Graphics partners based on vertical markets in France : CAO, Video, Service Providers
- Manage and Drive pipeline and sales revenue plan
- Coordinate joint development activites with partners
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Sun Microsystems
- Installed base Business Unit Manager (France, Espagne, Italie)
Santa Clara
1994 - 1997
Objectifs :
- Créer une Business Unit chargée du développement des ventes de produits dédiés à la base installée (upgrades, matériel reconditionné, pièces détachées)
- Elaborer et mettre en place les plans marketing par pays et par marché
- Former, motiver et accompagner les forces de vente Sun et partenaires
- Budget marketing : 1M€
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Sun Microsystems
- Product Manager
Santa Clara
1992 - 1994
- Définition de la politique produits (upgrades, matériel reconditionné, pièces détachées)
- Formation, motivation et support des forces de vente Sun et partenaires
- Mise en place de programmes de création de la demande
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Sun Microsystems
- Project Manager
Santa Clara
1988 - 1992
- Elaboration des prix en collaboration avec le service financier
- Communication interne et externe de toute information relative aux prix et aux produits
- Consolidation des previsions de vente et analyse du business
