Notre entreprise dans la vie n’est pas de surpasser les autres, mais bien de se surpasser soi-même
Xavier : Business développement
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Profil mis à jour le : 03/10/2019
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Xavier

Business développement

 0 avis
Courbevoie — 54ans

Note Globale    

« Qualification » La fonction commerciale évolue au grès des nouvelles technologies (ex. social selling). Les

entreprises recherchent des « Busdev » capables de faire évoluer leur structure de vente et ainsi porter leur

message via les nouveaux canaux de communication et d’échange.

Au cours des 20 dernières années, j’ai accompagné la transformation numérique des entreprises et cristallisé des

compétences de développement commercial international dans le secteur des Technologies de Communication.

Il n’en demeure pas moins que les envies comptent autant que les compétences.

« Qualité / expertise » Je souhaite aider une entreprise à bâtir une stratégie commerciale avec une croissance à

long terme et mettre à profit mes capacités de coach interne pour construire et maintenir des relations d'affaires

pérennes dans un environnement digital qui m'est familier.

« Savoir-faire » Enthousiaste et passionné, je travaille aussi bien de ma propre initiative qu’au sein des équipes

internationales, pour réaliser les objectifs de performance clés définis par l'entreprise (KPI).

« Expérience » Mes performances éprouvées découlent de ma capacité de gestion des personnes, de

communication et de négociation. Fort d’une expérience technique relationnelle, j’ai à la fois la discipline du salarié

et la créativité indispensable pour adapter un modèle à une réalité de marché et fédérer les équipes autour de

projets commun.

La logique de mon parcours réside dans la somme d’expériences enrichissantes. Aussi, j’aimerais travailler dans

une entreprise qui me ressemble et faire rimer travail avec plaisir d’entreprendre et possibilité de vivre une

aventure humaine qui se partage.

Xavier

54 ans

Courbevoie

Business développement Xavier

Expériences professionnelles

 

Société de Conseil et de Management de Transition
Co-founder, Sales Director

Jan 2018 - aujourd'hui

Member of the Executive Committee

The Société de Conseil et de Management de Transition proposes a truly global and durable concept of datacentre, based on massive reduced cooling energy bill, lower acquisition costs, space saving.

By providing frameworks to establish strategy and arsenal of proven tactics, support development of Immersion4TM “start-up”.

  • Editorial staff: company statutes, business plan, contractual and commercial documents
  • Fundraising: public subsidies, investment funds, accelerators
  • Sales strategy: indirect channel model and negotiation with operator integrator distributor. Implementation of NDA and LOI with CAC 40 corporate account and Government.
  • Institutional and digital communication: strategy papers, working documents, website, social networks, trade shows

Adista
Sales Director Large Accounts

Nov 2013 - Sep 2017

Reporting to the Managing Director

Adista, a provider of internet and IT managed services of broadband access, IP networks and IT systems integration. Adista has demonstrated strong growth primarily due to the progressive uptake of fiber-optic broadband services and the increasing demand for outsourced IT and private cloud services.

Achieved tri-annual P&L objectives, growing sales from scratch in 2014 to € 3.5 million in 2017.

  • Build and develop the medium-sized account department. Mapping business requirements and design the functional specifications and needs. Professional Pipeline and Forecast.
  • Focusing in Digitalization and Cloud, Integration and Outsourcing, SaaS based telecom software solutions, bundling them all to make the convergence promise a profit generating activity. Developing new offers like Cloud Connect and Managed SD-WAN Hybrid Networking solution customizable By Design.
  • Contributing to the successful transition from SME's into 'mediumsized enterprise in three years such as Hutchinson, Towercast, Krys Optical, Groupe ROULLIER, CESAP, Decathlon. 30 new logos opened.
  • Launching 3 profitable offerings. Leading the implementation of new partnership agreements and fully responsible for sales operations including:
    • Eutelsat KASAT Broadband (B2B ranked second in France)
    • BT (VPN extension of Adista network customers)
    • Splunk reseller license – Big Data (security information & event management)

Achievements of business KPIs: Sales, Revenue and Contribution margin through recent major achievements: Group ROULLIER VPN MPLS networks TOV K€ 350 complete hunting from scratch over one-year sales cycle. Group KRYS Internet VPN, VoIP, Proxy solution and URL filtering and Health Data Hosting. Building TOV € 2.5 Million from scratch completed over a 2-year upselling cycle


Vizada Group
Head of Sales Corporate France and Africa

Mai 2011 - Nov 2013

Dual reporting to the Managing Directors in Paris and Oslo

The Vizada Group was composed of VSAT Mobile and fixed Satellite Services Vizada Networks offers was marketed in 2016 under the brand Marlink SAS.

  • Development of new international network services and Internet connectivity though fixed and mobile satellite solutions. Launching new Kasat portfolio and contributed to create a new line of satellite business in Europe for media, NGO, military and corporates.
  • Implementation of indirect sales channel in West Africa for C&Ku Band satellite services.
  • Selling the Vizada Satellite Communications Services portfolio, from core business (i.e. data, voice, telephony) to strategic areas of growth (i.e. M2M, Tracking, video, mobility).
  • Maintaining customer loyalty, forging strong relationships with key international projects & customers and alternative business partners.

Closed an average of 35% of all leads and achieved between 100% and 110% of projected quarterly sales goals during tenure


BT GS - Paris (75000)
Head of Sales Industry & Manufacturing sector

Juil 2006 - Avr 2011

BT GS is BT’s corporate customer division, providing a complete range of integrated communications and IT services world-wide using a global infrastructure of data centers and networks.

Achieved 2011 Star

Performance Award for outstanding sales results for 45 million revenues; with twelve account managers; reporting to the National Sales Director.

  • Manage Account Team in leading resources assigned to the account and act as SPOC for all the issues. Promote the BT’s Solutions Portfolio including unified communication, network connectivity, IT Managed Services, Security and Mobility.
  • Leading sales strategy including financial structuring, negotiations and closing under internal approvals. Dealing multi-Million-Euros IT projects in consolidation of existing customers and new acquisition.
  • Ensure that Customer and BT fulfil their contractual obligations by managing complex relationships with Client at C-level as well as with its affiliates and cross different geographies/locations.

Major achievements: ArcelorMittal international global WAN transformation project € 30 million total contract value; Vallourec international WAN RFP process including IT convergence (ROI) Telepresence and VoIP TOV € 12 Million.


Belgium telecom
Regional Sales Director and Belgacom Representative

Avr 1998 - Juil 2006

National operator. 6 Billion Euro revenues, 15000 employees.

Belgacom Representative for the French, Middle Eastern and North African Markets. Dual Reporting “International & Foreign Offices” branch in Brussels and Managing Director France.

  • Business strategy and Go to Market. Hiring and managed fifteen account managers; target definition and sales strategy. Leads generation and negotiation, elaborating the RFP responses, coordinating support from Belgacom and closing deals with key customers in France and ISP in Africa.
  • Promoting satellite communication product and terrestrial telecommunication services for audio, video and data applications to Media TV-Broadcaster and radio in Paris and Internet Service Provider in Africa. Marketing organisation (events, fairs, and telemarketing).
  • Increased territory sales from less than € 10 million to € 15 million within three years, exceeding quota by 15% in 2000 and 25% in 2001.

Major achievements: 2MTV and Groupe AB (hotbird-Broadcasting), Dassault Systèmes, (Storage & PC-Backup solutions); e-tera et Etrali (WAN MPLS)


Geser SA
Account Manager

Fév 1991 - Mars 1998

Reporting to the National Sales Director

ISS Group, Facility Services, €35 Million revenue, 1700 employees

  • Prospected for customers through cold calls, referrals and networking.
  • Qualified leads, negotiated with corporate customers, closed deals and managed accounts. Boost the sales activity and exceed agreed revenue target in-line with the objectives

Formation

 

1989     ESCG Paris - Ingénieur commercial

Langues

 

Anglais : Bon niveau