olivier Duval
Sales Manager in IT SW
Paris Region (78) France
Professional Status
Employed
Available
About Me
After 10 years sales experience, I started in 1998 a management role continuously enriched thru different job responsibilities, structures, geographies or offering portfolio.
These business experiences were extended by professional development in both Consultative / C Level selling and a part time MBA Program.
I have a specific interest in managing business challenging situations or Business development areas in which I can express my specific business improvement competencies:
I strongly believe in people, teams and creative management skills to get performance, pleasure and pride and make a real business impact.
These business experiences were extended by professional development in both Consultative / C Level selling and a part time MBA Program.
I have a specific interest in managing business challenging situations or Business development areas in which I can express my specific business improvement competencies:
- Strategic thinking
- Creativity
- Team leverage
I strongly believe in people, teams and creative management skills to get performance, pleasure and pride and make a real business impact.
Industry & Retail SW Leader
IBM SW Group
Since 2014
Full-time
Paris
France
- Develop IBM SW shares in top French international accounts
- Enable IBM sales teams on developing LOB CxO's relationships
France MidMarket + MSP & ISV SW Sales Manager
IBM SW Group
January 2013
to December 2013
Full-time
Paris
France
- Gain Market shares
- Enable IBM Sales teams to efficiently address MSP/ ISV market needs
Detailed Description
- 5% year on year growth on a flat market
- Significant growth on MSP/ISV in H2
- Change in Product Mix with large increase in Solution selling
SW Manager Mid Market France
IBM SW Group
April 2012
to December 2012
Full-time
Paris
France
- Lead the channel SW team to leverage on BPLM Program
- Lead the marketing team to build strong pipeline
- Lead the Sales team to get revenue & profit objectives
- Develop the Solution SW Selling and recruit new partners
- All IBM SW Group brand scope
Detailed Description
- 127% target attainment
SW Sales manager ICS (IBM Social Business) Entreprises France
IBM SWG
January 2011
to December 2011
Full-time
Paris
France
- Responsible for developing IBM SW business within top 1000 Enterprise in France.
- 42% Transactional Growth compared to 2010
- 58% Signings Growth compared to 2010
- Significant Cloud Computing Team mental move
- Team reenergized
Detailed Description
- Key Job characteristics: Hyper fragmented market crossing all activities / sectors, Direct + Indirect Sales & Marketing Management
- Key Learnings :
- Key priorities settings to enhance team members efficiency
- Embark cross team within & outside the company scope
- Combination of Indirect and direct Businesses to leverage growth
- Key priorities settings to enhance team members efficiency
Company Description
IBM Collaboration Solutions SW regroup all Collaborative SW Technologies, people focused and document sharing enabled that allow the next profitable Innovation step.
Banking / Insurance Lotus Manager
IBM Software Group
January 2009
to January 2011
Full-time
Paris
France
- Results : Business multiplied by 6 in 2 years
- MS Winback AXA on Intranet Collaborative Portal
- Groupama Social business development
- BNPP Collaborative Businesses
- Building of new Alliance Network with System Integrators
- Full IBM alignment on Lotus Portfolio
Detailed Description
- Key Learnings:
- Align company teams to a shared vision
- Action plans perfect execution in a highly political context.
- Sharing and usage within team of influencer, Power map and all Customer Value Method tools (High Value Consultative selling)
- Align company teams to a shared vision
Company Description
Insurance & Banking is IBM WW & France top 1 sector.
The collaborative landscape is highly competitive (Open, Oracle & Microsoft ). each market share point is hard to obtain and maintain.
The collaborative landscape is highly competitive (Open, Oracle & Microsoft ). each market share point is hard to obtain and maintain.
Top Corporate Partner Executive
IBM Business Partner France
January 2007
to December 2008
Full-time
Paris
France
- 2008 Results : + 19% revenue with 78 M€
- 2007 Results : +27% revenue & IBM representing 111% HP revenue vs 50% in 2006
Detailed Description
- Key Learnings:
- Find new / different ways to position partners within IBM
- Identify key value trigger within partners stakeholders and decision makers to allow IBM revenue profitable growth
- Manage Partner & IBM objectives and interests
- Find new / different ways to position partners within IBM
Company Description
I was responsible for the top IBM Business Partners (BP) with SCH Group, Computacenter, Adequat Group as well as key winback partners like APX.
General manager
ADEQUAT group France
January 2005
to December 2006
Full-time
Paris
France
- 32% revenue and + 50 % profit
- 32% revenue and + 50 % profit
- Adequat recognized as one of the top 3 IBM BP in France
- Alliance Strategy definition and implementation
- Teams re-focused on global IT selling
Detailed Description
- Key Learnings:
- Work within a 120p company vs a 400 000p company ...
- Adapt Style, Culture by keeping the best and killing the superfluous
- Manage Adequat and IBM objectives
- Imagine, propose and convince on new business development which are fairly different compare to a successful company history
- Work within a 120p company vs a 400 000p company ...
Company Description
ADEQUAT was a key IBM Business Partner in HW business.
They were seeking new profitable revenue sources to further develop the group to be prepared to a future potential low HW margin constraint.
They were seeking new profitable revenue sources to further develop the group to be prepared to a future potential low HW margin constraint.
Sales Director Europe - SMB
IBM Global Financing Europe
January 2001
to January 2004
Full-time
Paris - London
- 1.5 B € Financing Business
- Results : SMB share in 2004 => 29% vs 19% in 2000
- Organic growth at +3pts compared to market growth
- IGF Europe as WW Best Practice
- Increase in productivity : 12%
Detailed Description
- Key Learnings :
- EMEA Sales Director position
- How to manage 2nd lines managers
- How to work with a true WW proximity
- C Level teaming
- EMEA Sales Director position
Company Description
IGF is the Financing captive for IBM ww. IGF EMEA GM strategic objective was to reach SMB as 25% of his revenue stream.
Sales Director Europe
IBM Global Financing Europe
January 2001
to January 2004
Dublin - London
- Call Center - 400 M €
- Missions : Develop the European call center
- Results : +250 M€ Financing production
- IGF.com Europe « Best Practice »
- Productivity = 1.5 x IGF average
Detailed Description
- Key Learnings:
- Discover call centers realities (processes, employees)
- Business case building at EMEA / WW level
- Manage sucess in a high political scope
- Discover call centers realities (processes, employees)
Company Description
IGF is the Financing captive for IBM ww. IGF EMEA GM strategic objective was to build an .com / call center engine to allow new & low cost business stream.
Regional Director
IBM
January 1998
to December 2000
Full-time
Reims - Nancy - Metz
France
- GB focused businesses
- Sales & Marketing
- Direct & Indirect Sales
- Top 3 French regions performance
Detailed Description
- Key Learnings:
- The power of attitude, climate & words
- How a shared vision can make a real difference within teams
- Build with teams & reward success
- The power of a team
- The power of attitude, climate & words
Company Description
The East of France region was in a difficult market share position with personnel frustrated and with low motivation as a serial years low performance. The challenge here was to find new / different ways to operate + convince people to act this change fast & strong.
Sales
IBM France Normandie
January 1990
to January 1997
Full-time
Rouen
France
- Sales : Objectives continuously overachieved
- Customer Sales : Top Normand customers and ~20% growth / year
- Business Partner Sales : Build new BP network
