Thierry MARULIER

Experience

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  LTA Solutions

  Sept 1984 - Apr 1986

  Small & Medium Business Sales Representative

  Sales of complete professional solutions (hardware, software, training, maintenance hiring...) to small & medium companies in the Paris area.

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  Zenith Data Systems

  May 1986 - Oct 1996

  ISTA Partnership - creation & development :• Definition, implementation and follow up of commercial & marketing plans ISTA/ZENITH.Annual MKG budget: 2,4 MF. Kick off. Incentives (Zenith au portant, Arizona dream). End-users events.• ISTA Headquarter relationship management : Commercial, Marketing, Communication, Logistics, Finance.• Direct animation: 16 Parisian agencies ; Indirect animation : 30 regional agencies with 9 sales representatives. January 93 : partnership launch. Revenue 95 = 146 MF (22,25 M€) mainly new business. Show less • Sep 89 - Mar 90 : Large Accounts Country ManagerIndirect sales to Large Accounts of public & private sectors. Team of 4 people (3 sales rep + 1 assistant)Annual objective : 90 MF (13,7 M€), including 60 MF (9,1 M€) as new customers. • Jan 88 - Aug 89 : Large Accounts Sector ManagerDirect or indirect sales to Large Accounts of public & private sectors :Army, Interior, Foreign Office; EDF-GDF, France Telecom; Electricity, Mechanics, Means of transport,...Direct sales : Obj 88 = 21 MF - Rev 88 = 25 MF ; Obj 89 = 22 MF - Rev 89 = 35 MF• May 86 - Dec 87 : Large Accounts Sales RepresentativeDirect sales to the large accounts of the following sectors :Electricity, Mechanics, Construction industry, Means of transport, Distribution.1987 : Objective = 18 MF (2,7 M€) - Revenue = 21 MF (3,2 M€) Show less

  • Corporate Reseller Country Manager

    Jan 1993 - Oct 1996

  • Partners Account Manager

    Apr 1990 - Dec 1992

  • Large Accounts Country Manager

    May 1986 - Mar 1990
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  NEC

  Nov 1996 - Apr 2014

  • Apr 10 - Mar 14 : Business Continuity solutions Fault Tolerant servers, Storage systems (DAS, NAS, SAN), Tape Libraries, Enterprise software. HydraStor range launch : backup/restore & archiving solution with deduplication & encryption.• Jul 09 - Mar 10 : Unified communications solutions Full (hard, soft, services) IP solution design with PR and announcement on IP Convergence in Oct 2009. Development of a flexible solution with hardware, software (OCS 2007) & services to fit SMB expectations.• Sep 08 - Jun 09 : ERP & SMB solutions ERP : Establishing a partnership with SAP to propose a comprehensive ERP solution 'Business in a Box' to SMEs. SMB : Promoting “FlexPower”, a complete infrastructure solution integrating servers, SAN, switch & management. Show less Perimeter : NEC (France North, Spain, Portugal, Italy, Maghreb, Brazil, South Africa) + OEM BULL. 2007 : Objective = 23 M€ ; Revenue = 25,4 M€• Targeted markets to develop : SMB Market in France, Bull OEM activity.• Business Strategy & Plans : participate in the formulation of the business strategy & business plans.• Business Development Programs Implementation & Coordination : - Development, implementation and follow up of Marketing & lead generation Programs. - Development of Joint Certification with Technology partners. i.e : Computer Associates.• Partners Recruitment : Identify and recruit new Business Partners.• Sales Training and Webcasts for Internal, Partners and end-users.• Bid Support : Coordinate & support large bids through technical specification & bid P&L management.• Business Planning : Business Tracking & Opportunities “Dashboards”, Forecast & Demand Supply. Show less Apr 01 - Sep 04 : Server & Storage productsNov 96 - Mar 01 : Server & Services products• Technological survey, product recommendations and pricing definition.• Prospective analysis of the market and position of NEC; with definition and implementation of a marketing plan. Systems (10 launches / year). New offers : Solutions (11/1997). Services (04/1998), Storage (09/2001).Contractual conditions with partners, Proposals of objectives and Incentive for Sales & Pre-Sales,...• Development, implementation and follow up programs of sales development of the product line : Charter Server-Storage, Programs (SMB, VAR), Partnerships (APC, SONY,…), Promotional Actions, Communication...• Definition & implementation of the sales tools : Competitive analysis, Argumentation, Intranet/Internet...• Animation & Training of the internal & external sales forces : Bull, Distributors (3), Resellers (48)...• Sales support : response to tender, bid support & customers visits• Market relationships : Editors, Press, Customers...During this period, NEC server's market share increased from 3,5% to 7%. (IDC) Show less

  • End of NEC employment contract due to collective dismissal for economic reasons

    Apr 2014 - Apr 2014

  • EMEA Product & Business Manager - Enterprise Computing Division

    Sept 2008 - Mar 2014

  • EMEA Business Development Senior Manager - Enterprise Computing Division

    Oct 2004 - Aug 2008

  • France Enterprise Products Marketing Manager

    Nov 1996 - Sept 2004
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  Lenovo

  Jan 2016 - Aug 2016

  Workstation Business Development Manager

  Driving Workstation business acquisition for Large Accounts in France.

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  Varonis

  Jan 2019 - Jun 2022

  Territory Development Representative

  Varonis offers a security software platform to let organizations track, visualize, analyze, audit and protect their unstructured data (e-mail, files, etc.). Varonis performs User Behavior Analytics (UBA) to identify abnormal behavior and defend enterprise data from cyberattacks. Our software extracts metadata from an enterprise’s IT infrastructure and uses this information to map relationships among employees, data objects, content, and usage - giving organizations more visibility into their data, and protecting their critical and sensitive information. Show less