photo de profil d'un membre

Bernard BENAYA



Professional goal: move to an executive position of sales/marketing or corporate strategy - 20+year experience in international sales & management spent on IT and telecommunication sectors. - Successful record of exceeding objectives in high-competitive environment , while maintaining emphasis on customers satisfaction, forecasts and margins. - Has current experience in opening up new markets for Integrators & Outsourcers.

Expériences professionnelles

Ceo - dg


Ceo - dg


Depuis le 01 octobre 2010

My company has been created to provide start up companies in the IT sector with the benefit of the sales operations experience I have gained in particular from my last 2 senior positions in VMware & Sun Microsystems. In both cases significant business have been built from scratch with great success.
My "Company in a Box" tool provide sales, marketing, training, services and support expertise across all markets

Business solution consultant


De Mai 2009 à Octobre 2010

• Work closely with the Head of Sales to create a market penetration strategy
• Pro-active sales activities to convert suspects into prospects
• Primary owner of the Opportunity Management process (from initial prospecting till closure) for new business.
• Form peering relationships with client personnel at the VP/Director level, and working (non-peering) relationships with CXOs;
• Sourcing for additional business
• Following up with prospects so that it can lead to a proposal
• Working with the pre-sales functions to craft a suitable and compelling proposal for the client
• Showcase Organization Capabilities, Value, Relationships and Governance in all interactions
• Manage proposal pricing negotiations and closure process
• Taking Go-To-Market Solutions to the target market
• Running of defined marketing campaigns for the identified targets

Si manager south europe


De Février 2005 à Avril 2009

• Go-to-market strategy centred on virtual infrastructures solutions whilst leveraging solid relations with the major Sis throughout South Europe : Accenture, EDS, AtosOrigin, IBM-GS
• Developing a business model to focus on virtual practices
• Particular focus on Capgemini-Sogeti with a global responsibility throughout EMEA to develop SOA solution & develop common Pipeline
• Created C-level network with prominent individuals largely resident in Europe
• Major deals: Fonderia, AXA,FT, ENI, Schneider, Ministry of Defence (France & Spain)

Capgemini global account manager


De Janvier 1998 à Janvier 2005

• Act as a spokesperson regarding Sun's strategy and help CGEY France's sales rep. understand and articulate it to customers
• CEM/(Target)Foundation Accounts: Develop and implement sales plans around CEM, existing and target foundation accounts in conjunction with the Account Sales Manager to realize revenue goals, involving relevant partners in the key GTM initiatives.
• Average order Value : 400 K €
• Enterprise mid Market: Be the counterpart of the EMM Manager in the development of revenue generating demand creation activities around the Top 5 local solution/vertical opportunities in the locally selected target EMM market segments.
• Target: 30 M $ FY04 (25% growth ytd)
• Major deals: Gendarmerie, Cegetel, EDF, and Airbus

Team leader telco


De Octobre 1991 à Janvier 1998

• Team: 8 sales and technical staff
• Driving sales of Network products
• Successful in closing a significant deal, the first agreement of it’s kind between 3Com and France Telecom: 25 million French Francs the first year, with a total duration of 5 years

New market sales manager


De Janvier 1990 à Janvier 1998



Formation complémentaire


Institut national des Télécommunications - Telecommunications Technology

0000 à Aujourd'hui

Graduated with Honors in English


Officier de Réserve (Lieutenant-Colonel) Reserve O

Parcours officiels

Télécom SudParis – Ingénieur Télécom SudParis – 1989

Centres d'intérêt

  • Rugby Player at Antony Rugby Club