Jérôme Delplanque

• Translation of business needs into Extreme Networks solutions and be able to position associated value add and business impact
• Anticipation of customer needs beyond existing scope of products and services to discover opportunities to position the total value of Extreme Networks
• Influence decision makers and gaining “insider status” with key stakeholders and senior/CxO profiles to influence the customer’s buying process
• Responsible for financial performance & forecast governance

KPI:

• 20 strategic accounts / 6 M$ revenue per year
• Value rfp: up to 15 M$
• Responsible for financial performance & forecast governance

Technology profile:

Campus and DC switching – Cloud Management – Edge solutions (Wifi and Access LAN) – SDLAN – SDWAN – Orchestration – Microsegmentation – Fabric IP – NAC – SASE – ZTNA – Firewall - Network Visibility - Multivendor Management - Automation

• Accountable for the revenue in France and BeLux
• Set-up a sustainable growth on the market and establish the brand “ECI” .
• Move business from Direct to Indirect, and develop new partnerships with key market integrators (SPIE ICS, Axians, Kapsch, OBS… )
• Segment the activities and allocate the right resources
• Bridge the local business with ECI HQ in Israel
• Enable partners and establish business development plan

KPI:

• Build a team (4 persons)
• Revenue evolution from 500 k$ to 2 M$
• New references in Utility market – frame agreement over 5 years for multi-million euros value
• New vertical partner signatures (SPIE, Schneider…)

Technology profile:

Carrier Ethernet Switch/Routers, Next Generation SDH/SONET MSPP networks, WDM/ROADM infrastructure, Metro Access MSPP devices, Network Management (NMS, EMS), Optimized Multi-Layer Transport , NFV, SDN, Cyber (FW, DPI, SBC, encryption…), SD WAN, Datacenter Connectivity (Private and Public cloud), Edge application virtualization.

• Value creation with the full portfolio of Huawei Solutions
• Customer executive lobbying (CxOs)
• Leader of a multinational team (french / chinese)
• Business development (2 years over 4)
• Market surveys to identify growth opportunities and vertical markets
• Strategic breakthrough (EDF, La Poste, Engie...)

KPI:

• Revenue development: from 0 to 1.5 M$
• 5 executive business trip in China (CxOs)

Technology Profile:

Transmission, Datacom, M2M, UC, Video communication, Storage, Server, Cloud…

• Account Strategy: Develops and executes comprehensive account strategies aligned with the client's business objectives and growth plans (EDF Group and Saint Gobain).
• Relationship Building: Establishes and maintains strong relationships with C-suite executives and key decision-makers within the client organization.
• Business Understanding: Gains a deep understanding of the client's industry, market dynamics, and competitive landscape.
• Value Proposition: Articulates the unique value proposition of Unify's solutions to the clients.
• Quota Achievement: Drives revenue growth and meets or exceeds sales quotas.
• Contract Negotiations: Negotiates complex contracts and pricing agreements.

Main achievements:

- Global International Managed Services contract over 5 years related to centralized unified communication (voice, contact center, UC...) for a value over 25 M€:

- Overachievement of targets over 6 years with a peak of orders of 20 Mio of Euro-

Technology profile:

Traditional voice applications, Unified Communications, data communications and IPCentrex (Cloud Telephony), and datacommunication including LAN campus& DC and security with 3rd party partners (Enterasys, Cisco, Fortinet, Audicode…)