Jean-Charles G.

Director of Enterprise Sales, Financial Services & Energy
OpenText

Présentation

+12 years in strategic sales, large deals, complex deals, account planning, value creation for large accounts, in the Software Industry. Happy to support Ulyss project and Ulyss users as a potential Mentor. Jean-Charles

Expérience

Director of Enterprise Sales, Financial Services & Energy

OpenText

Octobre 2017 - Aujourd'hui
Région de Paris

+ Détail

Leading a team of senior sales, on strategic accounts (Financial Services, Energy, Oil & Gas).

Strategic Sales Director

Coupa Software

Juin 2016 - Septembre 2017 (1 an, 3 mois, )
Région de Paris

+ Détail

Developing sales for Coupa Software in France, on Strategic accounts

Sales Account Executive

OpenText

2015 - Juin 2016 (1 an, 5 mois, )
Région de Paris

+ Détail

Territory : All major french Banks, Société Générale, BNP Paribas, Banque de France, Crédit Agricole, Groupe La Poste, BPCE, Caisse des Dépôts, Banque de France -Selling Customer Experience Management Solutions : Digital Asset Management, CMS, ECM, Output Management - In charge of developing OpenText business on major French financial accounts - Quota: 2 m$ revenue per year on Licenses, Services, and Cloud - High-value-solutions selling - RESULTS: 105 % FY16 (june15 to june16)

Account Executive, Content Management Applications

Dell EMC

2011 - 2015 (4 ans, )
ILE DE FRANCE

+ Détail

Territory : Société Générale, BNP Paribas, Crédit Agricole, Allianz, HSBC, La Banque Postale - Quota : ~4 m$ revenue per year on Licenses (50%) and Services (50%) - High-value-solutions selling: direct sales and collaboration with ecosystem (Integrators, Specialists partners….) - Leadership : Coordination of Sales Specialists, Services teams, Partners, and internal resources - Management and resolution of complex or contentious situations - Large deals closed (2,5 to 5 m$) : BNP Paribas 2013, Société Générale 2014 - RESULTS: Continuous growth from FY2011 to FY2014. 2012 : ~100% ; 2013 : 187% (President Club) ; 2014 : 210 % (President Club)

Software Client Leader Finance

IBM

2006 - Décembre 2010 (4 ans, 10 mois, )
Région de Paris

+ Détail

Customers : 2009-2010 : Société Générale ; 2008 : Crédit Mutuel ; 2006-2007 : various financial services accounts - Responsible for developing IBM Software sales on half-year quotas basis. (~6 m$ New Licenses revenue per year). - Sales coordination of software sales specialists: responsible for managing the sales team in charge of the different brands (Information Management, Websphere, Tivoli, Lotus, Rational) and related sales activities. - Accounts plan, opportunity detection, execution of the sales process. - Responsible for developing sales; account plan execution to develop IBM market shares. - High value solution selling, accordingly to customer priorities. : Operational efficiency, compliance, security, costs reduction… - Collaboration, management of IBM resources to increase sales efficiency. - Building and closing « Large and Complex Deals »: 1 to 9 million $ deals. - Building multi-elements / multi-brands deals. End-to-end negotiation and closing. - Collaboration with Pricing teams, dealmakers, legal, and IBM matrix - RESULTS : Over-achievement 2008 ; 2009 and 2010 - Significant growth on « Large Deals » over 2009-2010 period on Société Générale. - 2008 et 2009 "Sales notation « PBC 1 » ; 2008, 2009, 2010 : « IBM Summit Award »

Compétences

Complex Sales Direct Sales Ventes directes SaaS

Formation

ESC PAU Business School

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Les échanges se font par téléphone sur une durée de 30 mn​
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