Freelancer profile translated to English.

Description

Experienced Account Manager with 15+ years in developing large B2B accounts and managing strategic portfolios. Recognized expertise in selling complex supply chain solutions, as well as developing partner ecosystems and managing long sales cycles with international clients.

Strong ability to build lasting relationships with high-level decision-makers, identify growth opportunities, and drive strategic projects to closure. Proven experience in multicultural environments with leading technology players (Microsoft, Cisco).

KEY SKILLS:

SaaS Sales | Account Management | Upsell / Cross-sell | | Pipeline & Forecast

Service Delivery

Industry field of expertise

Languages

French
Native or bilingual

Workplace preferences

Can work on-site

Cergy-Pontoise (up to 50km)

Generix Group la defense
Commercial Engineer Solutions
SOFTWARE PUBLISHING
July 2016 - June 2024 (7 years and 11 months)
Paris, France
• • Development and management of a portfolio of strategic SME to large accounts
• • End-to-end management of complex sales cycles: needs qualification, SaaS solution sales, integration projects, and service delivery (technical and financial scoping, demonstrations, negotiation, and closing)
• • Identification and development of cross-sell and up-sell opportunities, design of high-value-added offers
• • Management of contractual relationships and coordination of internal teams (pre-sales, delivery, legal, product)
• • Response, coordination, and support for strategic tenders, in conjunction with pre-sales and project management
• • Customer relationship management over time: steering committees, post-deployment follow-up, proactive dispute and satisfaction management
• • Pipeline management, forecasting, and reporting via Salesforce CRM
• • Support and skill development for apprentice sales representatives: field coaching, opportunity management, and CRM best practices
• • Annual target achieved at 110% on average; in 2023 upsell Renewal rate of 98% on my 10 largest accounts with quarterly reviews.
Customer Relationship Management Sales Excellence Cross-sell Up-selling Pricing
Talentia Software
Sales Manager - Hunter and Existing Client Portfolio
August 2014 - June 2016 (1 year and 10 months)
92500 Rueil-Malmaison, France
• • Sales team management
◦ o Management of a BDR team (KPIs, incentives, coaching)
◦ o Management of multi-channel prospecting and commercial hunting
◦ o Performance and pipeline optimization
• • B2B Development
◦ o Management and prospecting of a portfolio of 160 SME & Mid-cap clients
◦ o Sales of SaaS solutions, licenses, and managed services
◦ o Marketing activities: webinars, trade shows, client events
◦ o Opportunity identification and qualification, CRM Salesforce follow-up
◦ o CRM Salesforce Reporting
◦ o Satisfaction and loyalty: post-signature follow-up, dispute management, quarterly steering committees…
◦ o Results: 185% of FY15 objectives
Microsoft
Partner Account Manager
SOFTWARE PUBLISHING
June 2010 - May 2014 (3 years and 11 months)
Issy-les-Moulineaux, France
Management and development of an ecosystem of 25 strategic partners (North-East Region) and management of the Microsoft Partner Network (200 partners).

Key Responsibilities:
•Development of partner portfolios with definition of common strategic axes
•Technical and commercial support on projects >$35k
•Business plans, certifications, and partner skill development (Silver and Gold)
•Marketing activities using dedicated budgets for customer project identification
•Onboarding and recruitment of new partners
•Forecast reporting and business tracking with management

Achievements:
•Recruited 35 new partners in one fiscal year
•Successfully supported partners towards Silver and Gold certifications

•+32% partner revenue in 1 year through business plans & Silver/Gold certifications.

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Haïfa Cherni

Business Engineer Solutions & Services

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