Stephane Manca
Senior Enterprise Account Executive
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À propos
Seasoned Enterprise Account Executive with over 12+ years of experience in B2B SaaS solutions. Proactively embraces risks and thrives in challenging situations. Excelled in high-growth settings, mastering MEDDPICC sales methodologies. Expertise in forging strong partnerships and enhancing team collaboration. Proven success in complex software sales cycles and negotiations and renowned for driving substantial business value through demand creation.
Expérience
Narvar | Senior Enterprise Account Executive (2022 – Present)
Missions :
- Drive lead generation through marketing and SDRs prospecting efforts
- Develop my own territory plan and sales pipeline to fuel ongoing business growth, qualify new opportunities with MEDDPICC framework.
- Manage complex sales cycles, presenting the value proposition of Narvar to C-level executives (very) large organizations.
- Evangelize the Narvar vision and complete value proposition through customer meetings, product demonstrations, in-market events.
- Negotiate pricing and contractual terms as required to close the sale.
- Forecast sales activity and revenue achievement in Salesforce.com while creating satisfied and referenceable customers.
Cloudity | Salesforce Enterprise Account Executive (2012 – 2022)
Missions:
- Lead complex sales MEDDPICC processes, leveraging internal resources (Delivery, Pre-Sales, Legal) and partnering with Salesforce teams and ecosystem, to ensure sales success.
- Build and manage a sales pipeline, driving lead generation through marketing campaigns and events in collaboration with Salesforce.
- Drive revenue, optimize and align internal and external marketing, sales and customer success processes.
- Manage full customer experience (implementation to final customer testimonial), in order to upsell, cross-sell and build customer loyalty.
Formation
ESCP Business School, France (Completed in 2018)
Master of General Management Strategy - Finance - Corporate Business
Essec Business School, France (Completed in 2006)
Master of Business Administration Strategy, Sales & Marketing - Negotiation
Polytech Engineering School, France (Completed in 1999)
Master of Engineering Telecom & Information Systems
