Jean-Charles PROVINCIO
Sales Leader - Sales Director - Senior Sales Manager
53 ans
Permis de conduire
Malaga (29000) Espagne
Situation professionnelle
En poste
Ouvert aux opportunités
Présentation
As Sales Leader have dedicated my last 18 years of IT experience to support named companies and Small Medium Business to transform and improve their IT environments. Digital or/and Data Transformation have been my main business projects working closely with my teams providing to prospects and customers a best of experience and support for their futures challenges.
IT productivity or Business productivity have been a common and essential topic during all these discussions with CEO, CIO, CMO or CFO around Southern of Europe in order to modernize their IT environment and Business without impacting their development and growth
IT productivity or Business productivity have been a common and essential topic during all these discussions with CEO, CIO, CMO or CFO around Southern of Europe in order to modernize their IT environment and Business without impacting their development and growth
Senior Sales Manager - PaaS/IaaS/ Cloud Platform - Southern Europe
Oracle
Depuis 2016
- Responsible for PaaS & IaaS business France & Italy and Managing Sales account managers
- Business Driven - Drive for results - Deliver growth revenue on Cloud PaaS and IaaS
- Continue success on Oracle Data Base and Middleware solutions - On Premise solution- Covering Enterprise business from 500m$ of revenue and Public Sector.
- Forecast review - Deals & pipe Review- Sales Coach : Sales efficiency, Solution presentation, Negotiation- Performance plan
- Individual Development Plan - Appraisals - Annual Review
- Hire and promote team members
FY18 - France & Italy Full Portfolio - Named Account - Enterprise 500m$ - Public Sector
FY17= 118% of achievement : France Enterprise Accounts and Public Sector accounts DataBase cloud, Middleware cloud, Oracle Management Cloud, CASB, Security Cloud, Data integration Cloud- Responsible for PaaS & IaaS business France & Italy and Managing Sales account managers
Senior Sales Manager Application Cloud Southern Europe
Oracle
Depuis mars 2013
CDI
Malaga
Espagne
- Responsible for SaaS business and Senior Sales Manager in charge of 20 account managers across Southern Europe for Oracle
- Host Manager of Application Team based in Malaga office. almost 25 -30 Account Managers
- Deliver growth revenue and continue success on Oracle Application Cloud Solution in WE South
- Covering named Accounts Market - All industries
- Forecast review - Deals & pipe Review - Demand Generation Events & Campaigns- Sales Coach : Sales efficiency, Solution presentation, Negotiation- Individual
- Development Plan - Appraisals - Annual Review- Hire and promote team members
FY15 = 103% and FY16 = 160% of achievement. Senior Sales Manager Customer Experience Cloud Application for France, Iberia, Italy - CRM Cloud, Marketing Cloud : Eloqua - DMP Bluekay, Rightnow, Social Relation Management.
FY14 = 100% achievement. Sales Manager Human Capital Management (HCM) Cloud Application for France, Iberia, Italy. Core HR, Taleo recruitment, Performance, Comp&Benefit, Learning plan- Responsible for SaaS business and Senior Sales Manager in charge of 20 account managers across Southern Europe for Oracle
Tech South Programs Leader - Sales Program Manager
Oracle
Depuis novembre 2011
CDI
Malaga
Espagne
- Demand Generation Manager for French named account
- Middleware & DataBase.- Manage and Coordinate Sales Program Managers for Technology dept France, Spain and Italy
- Align Marketing offer and Sales execution of Inside Sales Representant
- Create and Launch business campaign to generate business Pipeline : Events & outbound calls
- Follow up on sales execution and campaign results : # opps ; pipe ; Revenue- Gap analysis vs. Forecast and vs. Budget.
- Hire Sales Program Manager
FY12 : 125% achievement
FY13 : Half Year 100%- Demand Generation Manager for French named account
Sales Manager
DELL SA
Août 2007
à juin 2010
CDI
MONTPELLIER
France
- Apply and drive Business Strategy
- Forecast review and business review
- Team Manager of 15 sales account managers and Project Account Manager. Portfolio 3500 accounts - Budget 20M$/year.
- Lead & Review Bid management Opportunities – Business Approach & Development
- Manage IDP and Performance Plan - Appraisals
- Customer Experience and Order Quality Control.
- Marketing Leader for marcom strategy - product offer & events – VAR & Direct - e shot campaign
- Hiring Manager
- Apply and drive Business Strategy
Sales Productivity Manager
DELL SA
Août 2004
à août 2007
CDI
MONTPELLIER
France
- Manage Individual Competencies and develop capacities skills : sales coach
- Sales developpment account manager – reviewing business pipe
- Drive & analyse KPI ( Performance indicators Metrix)
- Marketing action for market strategy product, marcom, pricing and competitive position. Product delivery
- Cross sell & up sell arguments
- Manage and coordinate EMEA Projects for process improvement: methods and tools.
- Partnership with Learning and Development Manager
- Manage Individual Competencies and develop capacities skills : sales coach
Account Manager - Larges Opportunities
DELL SA
Août 1999
à juillet 2004
CDI
MONTPELLIER
France
- Insure Business revenue & margin growth
- Developed enterprise & services revenue for VAR & direct Clients
- Coordinate with team to build trust and improvement transfers of large opportunities deals - up to 75k€
- Developed incremental business to fulfill large big deal opportunities revenue to project manager
- Give feedback and mentor team on business process and business approach.
- Focused on reduction of sales errors
- missing and wrong damages
- Insure Business revenue & margin growth
Sales Representant
RENAULT
Septembre 1998
à août 1999
Contrat de professionnalisation
Montpellier
France
- Cars vendor for particular and professional
- Field account and prospection and Show room
- Cars delivery
- Financing DIAC : Leasing and LBO
Linear Departement Manager
Carrefour
Mars 1998
à septembre 1998
CDI
Montpellier
France
- Sales Representant in Retail
- Linear management product
- Storage management
- Orders, purchases, reception of delivery
- Inventory shop
- Sales Management : BtoB : Named & Enterprise & Public Sector
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Team Leadership
Expert
-
Maintain a Forecast accuracy
Expert
-
Developp Sales with Management of proximity and Sales Coaching
Expert
-
Hire best profile
Avancé
-
Promote Best Performance and behavior
Bon niveau
-
Portfolio Management : Revenue, Strategy, Planning
Avancé
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Pipeline creation and deals review
Expert
-
Forecast Review : Achievment and pipe progression
Expert
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Setting Targets - KPI Follow up
Avancé
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Attache Rate: Products, Solution or/and Financing
Avancé
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Deals qualification and Sales Productivity
Expert
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Customers visits : Customer experience oriented
Expert
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Business orientation : solution presentation
Expert
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Negotiation and Closing
Expert
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Relationship with Partners - Channel VAR & VAD
Expert
- Creation and offers analytics, Bundles, discount - Campaign
- ROI - Margin - Revenue
- Product training: Features - Advantages and Benefitss
- Consulting Website - design - Referral
- Campaign in/out and Follow up
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Customer activities, Strategy approach
Expert
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Inbound & Oubound management skill
Expert
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Insides sales Management
Expert
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ITIL - Hotline - Escalation
Bon niveau
-
French: Native
Expert
-
Spanish Native
Expert
-
Anglais : Fluent
Avancé
IT Services Management
Procoach - Licence to Coach
Prosell - People Performance Improvement
Septembre 2006
à septembre 2007
Coaching Technics - Coach Approach - Professional development
BACHELOR DEGREE - BUSINESS ECONOMICS Marketing Management
University of west of Scotland
Septembre 1996
à juillet 1997
Managerial and Decision Economics, Marketing Management : Principles and controls
- Tennis
- Golf
- Padel Tennis