Steeve DESMIDT

Experience

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  EPLED

  Sept 2008 - Jan 2009

  R&D service

  - Development, design and production, installation and maintenance of electronic control systems manage lighting.- Methodical development of electronic solutions (solutions microcontroller), development in C,prototyping, customer relations.

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  IBM

  Jan 2010 - Jan 2023

  IBM Watson Health Senior Sales Manager covering EMEA.o Managing Business and Personal development of 8 Sales reps and 2 CSMs.o Defining Strategic direction to ensure constant growth of our mission and our clients.o Committing to monthly, quarterly and annual targets forecasted, sales achievementso Defining and deploying Digital Sales & Marketing strategieso Working on a specific on-boarding and learning journey to address Watson Health specific requirements and accelerate new hires ramp-up.o Setting-up strategic partnership with business partners Key achievements• Overachieving SaaS signing targets by 142% over a 12 months period• Achieving $1.5M per Qtr in renewals.• Acquisition of new logos Qtr across Europe and APAC regions• Talents attraction and retention Lihat lebih sedikit As a Project Executive I am responsible for the business relationship between my clients (5 Key accounts) and IBM - This role includes the following responsibilities:o Manage overall client satisfactiono Being the owner of the contract P&L o Manage and coordinate the account team (Financial Analyst ,Services Manager, Delivery Specialist, Contract Manager) towards the delivery and management of our outsourced contracts.o Build and maintain a strong relationship with customers (mostly C levels)o Provide forecast against monthly, quarterly and annual targets (Revenue & Gross Profit)o Grow IBM revenue by identifying and closing new opportunities through consultative approach Lihat lebih sedikit Led a team of 11 Business Development Consultants across France, Benelux, and Nordic countries, assisting clients in optimizing their IT infrastructure.- Led a team of over 10 Business Development Representatives.- Played a key role in transforming the initial TOR mission into a successful Business Development team as part of the management team.- Demonstrated a consistent track record of meeting and exceeding pipeline creation and revenue targets.- Managed the recruitment, onboarding, retention, and development of talent, successfully hiring and nurturing six professionals. Provided individual coaching and training plans.- Fostered a positive work environment that boosted business performance, innovation, and personal growth. Achievements included producing multiple top performers and earning recognition such as the 2H 2016 Transformation Hero Award and Europe Power Champion.- Established and maintained a robust management and collaboration system among key stakeholders, including Marketing, Channel, Brand, and Coverage leaders across various markets. Lihat lebih sedikit Led a team of 15 Business Development Consultants covering France, Italy, Spain & Portugal who helped clients find solutions to make the most of their IT infrastructure.• Part of the management team which led the transformation of the initial TOR mission into a successful Business Development team.• Proven track record of consistent achievements against pipeline creation and revenue objectives.• Led a team of 10+ Business Development Representatives.• Responsible for attracting, on-boarding, retaining & developing talents (6 professionals hired) as well as guiding on individual coaching & training plans.• Developed a positive working environment enhancing business performance, innovation & personal development (multiple top-performers, 2H 2016 Transformation Hero Award winner, Europe Power Champion).• Implemented and maintained a strong management & interlock system between the mission main stakeholders: Marketing, Channel, Brand & Coverage leaders for each market. Lihat lebih sedikit • Responsible for the end to end sales process for the clients across my territory (North of France & Paris)• Providing both Digital Sales and face to face coverage to my clients.• Managing Large and complex deals : <1M• Consulting and advising clients of IBM’s Technical Support Solutions for IBM and NON-IBM Hardware and Software services.• Territory planning & Prospection in collaboration with Business Partners, IBM Delivery team and Field Sellers.• Pipeline progression and forecasting through weekly cadence, Lihat lebih sedikit In charge of the maintenance contract KITS France, as a Junior Project Manager.- Head of Operational Contract (implementation of corrective maintenance process and proactive compliance, internal resources, outsourcing).- Financial management of the contract (revenue, billing, profitability, penalties).- Privileged interlocutor of the client (Relational, reporting, consulting, entertainment monthly steering committee). Final Project Study:- Develop a Quality Action Plan to improve the quality of service (delivery) under a contract of multi-vendor maintenance. Adapt and / or improve existing processes based on malfunctions encountered.- Set up dashboards and financial indicators to assess the profitability of a contract of multi-vendor maintenance. Lihat lebih sedikit

  • Digital Sales France Market leader

    Jan 2023 - Jan 2023

  • Senior Digital Sales Manager- IBM Cloud & Cognitive & France

    Mar 2022 - Jun 2023

  • Watson Health Leader EMEA, Digital sales

    Mar 2021 - Jul 2022

  • Client Partner Executive

    Apr 2018 - Mar 2021

  • Sales Manager - Business Development Team - France/Benelux/Nordics

    Jan 2017 - Mar 2018

  • Sales Manager - Business Development Team - France/Italy/Spain/Portugal

    Jan 2016 - Jan 2016

  • IT Infrastructure Sales Manager - IBM Systems Hardware @IBM Digital Business Group

    Jan 2015 - Jan 2015

  • Maintenance & Support - Team Leader position – French Market @IBM Digital Business Group

    Feb 2014 - Jan 2015

  • Maintenance & Support - Sales Specialist – French Market @IBM Digital Business Group

    Sept 2011 - Jan 2015

  • Junior Project Manager

    Jan 2010 - Sept 2011
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  Apptio, an IBM Company

  Jan 2023 - now

  EMEA Commercial Sales Leader

  - Responsible for Commercial new client acquisition strategy across EMEA, achieving [specific %] growth in new business revenue.- Built and led a high-performing commercial sales team composed of Account Executives, Presales Specialists & SDRs.- Designed and executed scalable sales processes, driving pipeline generation and accelerating deal closure.- Fostered executive alignment by supporting representatives in engaging C-level stakeholders, leading to faster deal closures and stronger partnerships. Lihat lebih sedikit