Votre navigateur est obsolète !

Pour une expériencenet et une sécurité optimale, mettez à jour votre navigateur. Mettre à jour maintenant

×

Jean-Claude Fourny

Senior Sales Executive - Entreprise Software

Jean-Claude Fourny
Paris (75008) France
Professional Status
Employed
Open to opportunities
About Me
Focused on figures, committed to Success,
Competitive business & IT discussions at C-level,
Team Leadership
Resume created on DoYouBuzz
  • FY2017 1st & 2018, 2020 2nd Top FR sales performer - Only new business
  • Promoting FSI & Healthcare business lines including CRM, Case Management, A.I. and leveraging strategic advisory partnerships (ACCENTURE, E&Y, Bearing Point, CAPGEMINI, SOPRASTERIA, CGI...)
  • New names@ GENERALI, EUROP ASSISTANCE, BNP, CNP Assurances and radiation @ AXA Asia (co-sell)...
  • • Setting up a sales strategy based on the SaaS model
    • Creating a new Mobile CRM software (+$900K) / 2013
    • Leveraging key partnerships with Microsoft (Gold Partner), Selligent (Exclusive Reseller)
    • Developing new LOBs in Hong-Kong, Ukrain, Spain & Vietnam
    • Supporting a regular growth of 15%, turnover 2013 $6.7 M
    New names@ ARCELORMITTAL, ALES Groupe, BIOGARAN...
  • Team leader - Financial Business Unit
    • Promoting a new strategic value proposition: HCM & Talent Management SaaS model for major accounts at c-level
    • Turnover achieved in FY 10: $1.44 million = 120% / quota
  • Key account: SOCIETE GENERALE
  • Insurance Industry Leader
    • Overachieving licenses sales plans, + $17 M licenses / 5 years :
    • 60% new business and new product lines (BI, Master Data Management, Customer Retention,…)
    • Top performer FSI (Finance / Insurance) FY08 & FY09
    • Developing vertical partnerships with CGI, ACCENTURE, CGEY, B&D…

    • Turnover 2009 €4.4 M - Quota $3.5 M = 128% / Sales Plan

    Key customers: (AXA (Global), ALLIANZ, GROUPAMA / GAN, MAIF, …)
  • Recruiting and managing the business team (14 people). Definition of the sales and marketing strategy:
    • verticalisation of the software offering, Finance, Insurance, Industry, Services
    • Creating & developing business and implementation partnerships (CGEY, ATOS, B&D,…)
    • Focused on new business, opening the first key references in direct sales (licenses deals > $ 500 K)
    • Accelerating the sales process and the efficiency of the reporting methods (BI tools, Sales reviews, trainings…)
    • Creating showcases, Target Account Plans, strategic roadmaps
    • Leveraging technical partnerships (Microsoft, Business Objects, Cognos, Mapinfo, Cameleon…)
    Answering RFPs (functional, technical and financial skills)

    Top 1 sales achiever from 1999 to 2003
    • Key deals : NSM BANK (ABN AMRO), AXA BROKERS, REUNICA, EUROCLEAR, EUROFACTOR, CPR ASSET MANAGEMENT, French Mutuality (FNMF, MGET, CIMUT), HUMANIS CGRCR, VEOLIA ENVIRONNEMENT, INSTITUT NATIONAL DE L’AUDIOVISUEL, SNCF, GAZ DE FRANCE, ORGACONSULTANTS (SOPRASTERIA),…
  • Selling core solutions for banks : DataWarehouses / UNIX TERADATA, CTI softwares,…
    • Improving partnerships with consulting firms (CGI, T-Systems)
    • Upselling on the installed base

    Key customers: CREDIT LYONNAIS, SOCIETE GENERALE, CCF (HSBC), BANQUE ACCORD, BANQUE HERVET, SOCIETE MARSEILLAISE DE CREDIT...
    Turnover 1997 $2.6 M = 117% YTD Achievement
  • Targeting key accounts in order sell migration plans from legacy systems to open technologies / ORACLE DataWarehouse
    • Introducing a new mainframe offering on the French market co-operating with business partners

    Key accounts: ALLIANZ, M.A.A.F, TELLIT ASSURANCE, COMMERCIAL UNION, EULER…
  • Audit of the sales processes and efficiency for a subsidiary of EDF (French Energy Provider)
    • Directing the discussions with 80 sales representatives of the distribution network
    • Realizing analyses, reports & strategic options for the CEO
  • Managing a team of 25 students promoting market studies for French companies
    • Development and implementation of the sales information system connected to back-office applications (with SQL database & OMNIS development toolkit)

    Turnover 1993: $1,7 M (increased by 17% / 1992)
  • CRM
  • Artificial Intelligence
  • SaaS
  • Content Management
  • Business Intelligence
  • Case Management
  • Digital Process Automation
  • HCM - Human Capital Management
  • MVC Frameworks
  • MDM - Master Data Management
  • Inbound & Outbound Marketing
  • BPM
  • Robotics (RPA/RDA)
  • Mobile Applications: iOS, Androïd, PhoneGap
  • Siebel - Oracle CRM, Salesforce, Selligent, MS Dynamics
  • Adobe Mkt, SIM
  • Microsoft Office - Advanced practice (Excel, PPT, Word)
  • Open-Sources : Drupal, Magento, Sugar CRM, vTiger, Pentaho,...
  • Pegasystems
  • Challenger Selling
  • GTM - Go to Market strategy
  • Executive Briefings
  • Sales Processes
  • Sales methodology - Miller Heiman, Challenger Seliing
  • Lead Generation
  • TAP - Target Account Planning
  • French: native speaker
  • English: good working knowledge

Master's degree - graduate with distinction

ISG PARIS

September 1991 to June 1994
International business school www.isg.fr: a three-year program in economic, marketing and business administration

BTS: Bachelor's degree

Lycée Marie Curie - Versailles

September 1989 to June 1990
Advanced technician's diploma in Business Studies.
Graduate with distinction from a 2 years cycle after French Baccalaureate
  • Funboard
  • Traveling: Eastern Europe & Asia
  • Scuba Diving
  • Oenology
  • Real Estate Investments
  • French Billard