Jean-Luc R.

● Managed a company-wide transformation program (budget > €2M) for a client in the media and advertising sector: migration from Dynamics CRM to SalesforceCRM, migration of a custom existing ERP to Oracle NetSuite, and implementation of 5 web applications managing core business processes.

● Upgraded IT teams on recent technologies and business standards. Introduced new collaborative work methods and agile methodologies (Scrum), reducing delivery complexity and improving product efficiency and quality.

● Facilitated workshops with all business departments (Marketing, Retail, Sales, Finance, Operations) to gather business needs and design targeted processes and solutions.

● Managed the teams of 3 vendors responsible for platform development (1 Salesforce vendor, 1 Oracle business team, 1 offshore team for core business applications).

● Managed internal cross-functional IT teams (over 7 FTEs) for the project (architect, technical leads, business analysts, product owners, UX/UI designer, Data Warehouse project manager), fostering a new collaborative environment for fast, efficient, and effective project execution.

- Prepared and led steering committees at the Executive Committee level with the CEO (project sponsor), the CTIO, and business unit directors.

- Prepared and led steering committees with partners, monitoring progress, project performance indicators, budget, risks, and capacity. Managed trade-offs and deliverable quality.

Technologies: Salesforce CRM (Media Cloud with Industries CPQ), MuleSoft, Oracle NetSuite ERP, ASP.NET Core / Razor Blazor, SQL Server, Power BI, Google Cloud Platform, Jira/Confluence

As Client Partner, I oversaw a portfolio of over 20 Salesforce accounts generating approximately €5M in revenue (manufacturing, software, and high-tech sectors).

● Business Development: Retaining existing accounts, intensive prospecting, and continuous lead qualification (in collaboration with Salesforce) to convert high-potential prospects into clients.

● Tender Management:

- Led responses to high-value tenders (> €1M), ensuring alignment between client needs and company capabilities.

- Qualified tenders and managed end-to-end prospecting.

- Coordinated cross-functional pursuit teams to gather expertise and develop compelling proposals. Drafted and submitted customized responses, ensuring technical accuracy and strategic positioning.

- Presented proposals to clients, managing the tender process through to deal closure.

Managed a portfolio of accounts (approx. €10M) for the Western Europe division of EPAM Systems (+€8M in revenue generated from a single account in 2021, representing a sales increase of approx. 34% year-on-year).

1) As Engagement Manager / Program Manager:

● Managed a multi-stream data program (over 80 FTEs, approx. €6M) for a global leader in B2B electrical product distribution ($26 billion in revenue). This program included several projects to implement a Data Lake and reporting services for Sonepar's sales and marketing teams (using Microsoft Azure Cloud, PowerBI Reports, Data Analytics, and AI services).

2) As Senior Account Manager, I managed a portfolio of several client accounts (for ~€10M) within EPAM Systems' Western Europe BU

● +€8M in revenue generated from a single account in 2021 (approx. 34% YoY sales increase).

● Developed new business with existing clients, in coordination with EPAM's Delivery & Engineering teams, to propose solutions meeting client needs and identify new growth opportunities for accounts.

● Prospecting and lead qualification: optimized revenue by generating new leads and converting them into clients.

● Developed new business and sales related to Salesforce solutions (e.g., Sales Cloud, Salesforce CPQ and Billing).

● As head of tenders, I led pre-sales activities: coordinated Pursuit Teams, drafted responses to tenders and requests for proposals, presented proposals.

● Supported startups and scale-ups by offering solutions and strategies to help them achieve their business objectives and strengthen their teams.

Key accounts: Sonepar Group, CEVA Logistics, UNESCO, OutSystems, CyberVadis