Rimy Mesbahi

Responsible for the creation and management of a Business Unit dedicated to pure hunting in a key account environment.

▸ Strategic Structuring & Sales Execution

• Definition and implementation of a tailor-made multi-channel acquisition strategy, focused on key accounts and aligned with current challenges (NIS2 cybersecurity, digital sovereignty, sovereign cloud).

• Design of high-performance sales scripts: optimized LinkedIn sequences, emails, and call scripts by persona and market timing.

• Orchestration of activation campaigns synchronized with key industry and regulatory periods.

▸ Partner Approach

• Implementation of an indirect acquisition strategy through strategic partners (Cisco, Aruba, Palo Alto, HPE), including:

• Co-mapping of key accounts,

• Mutualization of sales cycles,

• Joint client pitch sessions,

▸ Complex Sales & Cross-functional Coordination

• Full-stack sales cycle: from needs qualification to closing and long-term account management.

• Management of commercial responses in coordination with pre-sales, bid management, marketing, and delivery teams.

• Development of commercial proposals:

• Technological sourcing,

• Negotiation of supplier terms,

• Margin calculations, complex pricing, financial engineering.

⸻

Results & Achievements

• Opening of 3 strategic accounts with high potential: ASWO, INAPA, LVMH.

• €1.8M pipeline generated through 100% hunting – with an average deal size of €300K over 36 months.

• Presentation of the sales strategy to the French Management Committee, with validation for national deployment.

• 2nd place in the national competition for the best sales pitch, among over 80 sales engineers.

⸻

▸ Skill Stack:

Key account hunting, complex sales, partner co-selling, multi-channel sales strategy, script and sequence writing, long-cycle pipeline management, ROI-driven and data-driven approach, sales management.

Responsible for managing a full-cycle business in a high-value-added area, I structured and developed a portfolio of clients and consultants around critical digital expertise (Cloud, cybersecurity, infrastructure, development) for major CAC 40 companies and key tech players.

• Strategic Business Development:

→ Building a client portfolio from scratch, focusing on mid and large accounts with long sales cycles (B2B & B2B2C).

→ Selling high technical and contractual intensity staffing services.

→ Signing strategic accounts: BPCE Vie, Capgemini, Thales, Orange.

→ Cumulative Revenue: +€12M over 24 months, gross margin at 8%, operational return at 140%.

• IT Consultant Management:

→ Supervising expert consultants on high-stakes missions: cloud architecture, cybersecurity, DevOps, infrastructure build & run.

→ Contractual and operational monitoring of services (average deal size: €120K).

→ HR follow-up, retention, renewals, and freelance career development.

• Sales Team Management:

→ Managing 3 Business Developers: onboarding, ramp-up, pipeline management, and sales cycle structuring.

→ Field support on strategic meetings.

→ Direct contribution to their performance improvement (+75% productivity in 12 months).

• Key Account Management and Client Strategy:

→ Managing C-Level client relationships, co-creating tailor-made offers, overseeing strategic accounts.

→ Organizing client webinars and events to increase engagement rates and stimulate cross-selling.

• French Market Referent:

→ Aligning sales practices with market evolution and client needs.

→ Active monitoring of competitors, pricing, and contractual practices.

Joining a 4-person seed-stage startup, I co-founded, structured, and operated the sales department, in direct synergy with the CTO/founder. My role covered the entire value chain: strategy, prospecting, closing, delivery, product marketing, and community management.

• Structuring the Sales Department from Scratch

→ Defining the go-to-market, sector targeting, acquisition strategy.

→ Designing sales frameworks and fully equipping processes.

→ Integrating technical, pricing, and marketing aspects into a product and impact-oriented approach.

• Full-Cycle Business Development

→ Opening mid and large accounts in Banking/Insurance, Luxury, Retail, and Public sectors.

→ Marketing staffing, fixed-price, and proprietary SaaS solutions:

• Sales tools for prospecting optimization.

• Cloud solutions for cost optimization and infrastructure management.

→ Full sales cycle managed autonomously: sourcing, qualification, sales, signing, and post-closing support.

• Developing an IT Consultant Community

→ Creating an active base of 2,000 consultants around key skills: DevSecOps, Data, Cybersecurity, Cloud.

→ Implementing a community engagement strategy:

• Dynamic groups on WhatsApp, Slack, and Discord.

• Sourcing campaigns on LinkedIn.

• Launching a referral program.

→ Developing a proprietary technological extension to update consultant availability in real-time.

• Business Results and Impact

→ Rapid scaling of the startup towards a scalable commercial structure.

→ Signing accounts in ultra-competitive environments.

→ Strong retention of the freelance community through a technical, human, and transactional ecosystem.