Laurent - Enterprise Account Executive - GAM

Senior Executive Client Director

* Worldwide scope: BNPP, SOCGEN, BPCE, Crédit Agricole, and other French banks internationally, in Time & Material and Service Centers activities
* Main objectives: Drive revenue growth, enhance margins, ensure DSO compliance, and oversee strategic account planning and P&L management. Directly manage a sales team of 10 FTEs, handle contract renewals, respond to RFI/RFPs, provide financial reports to management, and actively recruit talent (architects, Java/.Net developers, project managers)
* Activities: Management and commercial development of active contracts in the following countries: France, Benelux, Italy, Portugal, Spain, London, Hong Kong, Taiwan, South Korea, Shanghai, Tokyo, Singapore. Detection of new business opportunities, analysis of customer needs, either on existing contracts or on non-revenue-generating departments. Nurturing the relationship with partners
* Expected revenue targets: $8M annually
* Achieved: 2024 annual revenue invoiced $10M (150 FTE India & EMEA)

Function Client Executive, Insurances & Banking Division

Portfolio ACV 40M€
• Manage the customer relationship with designated global accounts
that have significant and strategic importance for GFI
• Position GFI at all levels of an organization, including C-level
executives, while maintaining and developing new relationships
within the assigned account
• Set global account strategy and plan with clear objectives,
actions, owners, and sales targets, keeping in mind quarterly
targets and overall strategic development of the account
• Apply global team leadership to share best practices in success
and provide leadership
• Supervise and coordinate a team of salespeople, presales support,
and consulting services to grow our entire portfolio of offerings for
your account
• Manage the entire sales cycles from prospecting to closing across
our entire portfolio of offerings, with a focus on accurate
forecasting and pipeline building
• Support the global cooperation of all teams and create a vision for
this account
• Introduce and champion new and innovative ways to work with
teams to meet customer needs and sales objectives

Function Global Account Manager

Banks, Finances, Insurances Division
Portfolio ACV 20M€ : Société Générale
u Mission
• International account management position for client >20M€ or
targeted as strategic for an Industry
• Client relationship management, internal coordination & lobbying
at Executive level
• Monitors the sales development of a limited number of for an
Industry at Worldwide level
• Link to Geographies and Solutions
u Business
• Defining and proposing to the Co-ex the 3 years account strategic
plan and associated action plans
• Being responsible for budget, turnover, and margin quality.
• Leading key account managers on setting up account objectives
• Developing the Altran market share with a true strategic approach
and an operational plan
• Identifying, selecting and prioritizing major business needs to
focus on,
• Building long term relationship with client
• Customer Business Plan
• Doing Lobbying at executive level
u Expertise
• Giving the client a global view of the Altran expertise through its
offer’s portfolio
• Establishing pricing Strategy
• Deciding and sets-up partnership
• Selecting and follows RFI and RFQ
u Management
• Drives, coaches, controls and motivates the KAMs network linked
with the clients (and associated Business Managers)
• Ensures the cooperation between Customer-Altran entities (BM -
Solutions)
• Foster and promote the ethical principles and values of the Group

Function Executive Account Manager

• LMG: Infrastructures hosting & administration
• BNP CARDIF: Infrastructures hosting & administration
• AXA: End user support & service
• SOCIETE GENERALE: ATU & ATG models
Mission u Go-to-market
o Understand customer competitive drivers
o Be positioned as a business partner at all levels of the
organization, with a first focus on executive management
o Anticipate business needs and manage definition of Atos’ value
proposition roadmap and overall selling activities
u Sales Operations
o Manage sales pipeline and monitor Account KPIs: business
development costs, cash collection (DSO)
o Ensure growth of the account (develop share of wallet)
u Leadership
o Create skills to penetrate new areas (at existing customer or
to generate new logos)
u Customer management
o Define and manage account plans, leveraging use of alliances/
partners as required
o Manage complex customer situations and overall customer
satisfaction (e.g. drive innovation workshop)
Promote Atos capabilities and innovative solutions to the
customer with the partners.
u People management
o Set up and manage account team, from recruitment to
integration and operational performance
o Steer Account management meetings (monthly meeting with
the different actors involved in the account)
Performance
tracking
Client Satisfaction / Order Entry / External revenues / Gross Margin /
Account overheads /Business development costs, cash collection (DSO)

Function Account Manager

• SG: “massification” 100 subcontractors’ contracts
Mission u Ensure client satisfaction:
o Ownership of the Client Satisfaction process for the contract
o Ensures adequate Service Line governance with customer is
implemented
o Ensure actions are defined and implemented to prevent / close
any gap in customer satisfaction
u Ensure Account growth:
o Ensure additional client demands are translated into agreed
service enhancements; Identify, pursue and close contract
value opportunities
o Upsell Service Line services on account
o Secure renewal of existing contracts
u Contract Management
o Manage, evolve and share content of the contract
o Ensure account team are knowledgeable on the contract
o Accountable for adequate billing / financials management
o Prepare and run negotiation for contract evolution, penalties…
o Negotiate contractual terms, service levels and termination
with the client (with help from Contract Manager if assigned)
u Risk Management processes implementation on scope
o Responsible for Rainbow Delivery implementation within the
contract scope, should take part in Red Team in Rainbow
Bidding
u Commercial Management
o Accountable for budget preparation for the account
o Manage claims, in coordination with Legal, responsible for
financial reporting
o Manage Investment & purchase request, prepares Business
cases
o Ensure client meets its obligations
Performance
tracking
Client Satisfaction / Order Entry / External revenues / Gross Margin /
Cost vs budget / SLA achievement

IT Manager depuis plus de 5 ansDIRECTEUR TECHNIQUE / IT MANAGER

 Encadrement d’une équipe de 25 personnes
 Responsabilité complète
 de la conduite des projets techniques
 des budgets IT France
 des infrastructures Réseaux, Systèmes et Serveurs
 du support utilisateur premier et deuxième niveau (1500 personnes)
 des structures et planning « Disaster Recovery » France
 des audits techniques et assurance qualité
 Elaboration de la stratégie de l’entreprise pour faire évoluer les technologies de l’information. Définition des évolutions techniques à moyen et long terme
 Rôle actif dans la définition des besoins des clients et à la rédaction des cahiers des charges maîtrise d’œuvre.
 S’assure de la rentabilité des projets et du retour sur investissement, afin de communiquer des reporting précis de l’activité du département technique.
 Environnement de travail international, anglais lu, parlé, écrit au quotidien

DIRECTEUR INFORMATIQUE (Membre du Comité de Direction)

(Membre du Comité de Direction)
Encadrement des équipes Systèmes, Réseaux, Messagerie, Bureautique et des prestataires
 Encadrement des équipes (9 personnes) Graphistes, Designers, Développeurs, WebMaster, Administrateur Réseaux et Systèmes, Administrateur BD
 Pilotage des projets techniques
 Expertise et veille technologique
 Rédaction des documentations techniques, processus techniques et fonctionnels
 Etablissement et suivi des budgets informatiques et des devis

DIRECTEUR de PROJETS

Encadrement et gestion du département Etude et Développement (11 personnes)
 Conception et suivi des budgets informatiques, des devis, des commandes et des prestataires
 Suivi des projets en coûts et délais
 Choix des solutions et architectures techniques
 Expertise et veille technologique
 Rédaction des processus techniques et fonctionnels
 Mise en place et maintenance de solutions GED
 Audit qualité et conformité

CHEF DE PROJET TECHNIQUE

STAGES

Réalisation d’une clé électronique à ouverture vocale.

CHEF DE PROJET SYSTEMES EXPERTS