PHILIPPE CHAPEAUX

1180 Brussels, Belgium +32 23 74 03 04 (H) / +32 495 226 729 (M) philippe.chapeaux@skynet.be

TERRITORY ACCOUNT MANAGER ~ SALES EXPERT

Highly motivated sales leader with 20+ years of success exceeding sales plans and maximising profit margins for some of the largest IT/technology corporations in the world. Expert sales strategist with proven ability to build and expand multimillion-euro territories through highly effective account development/management, B2B/B2C sales strategies, and aggressive pursuit of new business opportunities. Tenacious in building new business and forging strong client relationships while positioning products/services to outperform the competition and win market share. Employ a motivating and empowering leadership technique to build high-performance teams committed to exceeding targets and establishing credibility with clients. Advanced communicator, negotiator, and cultivator of key relationships with all levels of personnel, clients, businesses, and executive managers.

Sales & Territory Management Key Account Management Business Development Marketing Negotiations & Presentations Team Leadership & Motivation Pre-Sales Engineering Channel Sales Cloud Computing & Data Management Solutions Relationship Building

PROFESSIONAL EXPERIENCE
DELL NV, Belgium & Luxembourg 2011-2012 Belgian subsidiary of Dell; 100 employees. Sales Engineer / Storage Sales Specialist Defined and directed sales and pre-sales of storage products and solutions targeting large enterprises in Belgium and Luxembourg. Developed and presented presentations and value propositions for potential partners, customers, and prospects. Utilised SalesForce to track and report sales progress. Key Successes: Defined and successfully launched a phased approach with disk-to-disk backup solution for multi-site call centre company in Brussels and Hasselt. Designed and sold tiered storage architecture solution to insurance industry client, combining modular primary storage, backup and archiving vision. Discovered and addressed blocking factor, proposing initial strategies and steps leading to final resolution. Noted for detecting and resolving numerous issues and inaccuracies in SalesForce information pertaining to major accounts. Employed Microsoft Lync Conferencing to communicate remote, saving time and cost. DIMENSION DATA, Belgium 2009-2011 Subsidiary of South Africa-based Dimension Data; 300 employees. Sales Expert, Data Centre Solutions Teamed with Belgium Client Managers in driving Data Centre Solutions sales to new heights. Developed and delivered high impact sales presentations, skilfully aligning product/service offerings with customer needs and requirements. Generated new business and established key account contacts, impacting corporate bottom line while expanding territories. Maintained top communication with account holders to ensure business retention and revenue growth. Continued

Philippe Chapeaux CV 22 May 2012

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DIMENSION DATA CONTINUED: Key Successes: Credited with successfully negotiating and closing multimillion-euro projects including: o Sale of 28 Nexus 1000V licenses to 3 different customers o Implementation of new data-centre infrastructure o Competitive replacement of NAS storage o Upgrade of dual high-end storage to major utility client o Installation of backup solution for European financial HQ of major international company o Groundbreaking installation of Dimension Datas 1st Cisco UCS Blade configuration in Belgium o Large-scale implementation of WAN Accelerator solution for a car distributor HEWLETT PACKARD, Belgium & Luxembourg 2001-2009 Global IT leader; $127 billion revenue; 300,000 employees. Sales Expert Provided decisive leadership and direction for Enterprise Server & Storage sales within expansive Belgium and Luxembourg territories. Mentored, coached, and trained 1 direct report. Established and executed sales and business development roadmaps for new and existing products. Forged long-term, productive alliances with Account Managers and 4 HP partners. Key Successes: Spearheaded sale of record 47 EVA data storage systems in 3 years. Differentiated HP offerings from closest contenders, fuelling $20 million revenue in 2006 and $23 million in 2007. Overachieved sales targets by 20% in 2007 and 2% in 2008. Organised and promoted high profile European Customer Event on ENSA@Work Copenhagen 2004 and Berlin Technology@Work 2005 and 2006; secured participation by 20+ major customers. Consistently exceeded sales and revenue goals, generating $71 million storage and UNIX server sales from 2003 to 2009. EARLIER CAREER HISTORY: Account Manager for EMC (1999-2001) Data Storage Sales Engineer for Compaq Computer Corporation (1998-1999) Progressive Sales Positions including Channel Manager / Product Marketing Manager / Sales Engineer for Digital Equipment Corporation (Prior to 1999) EDUCATION & CREDENTIALS Ingenieur in de Informatika met Grote Onderscheiding, Vrij Universiteit Brussel Ingnieur Civil Electricien avec Distinction, Universit Catholique de Louvain CERTIFICATIONS EMC Proven Professional Advanced Sales Accreditation EMC Proven Professional 2010 Sales Accreditation Maintenance APC Sales Data Centre 2010 Certification VMware VSP 4 Sales Professional HP Certified Selling HP Enterprise Solutions Dell Compellent Certified Sales Professional CommVault Simpana Sales Accreditation LANGUAGE SKILLS: French (Mother Tongue) English & Dutch (Fluent) German (Basic)

Philippe Chapeaux CV 22 May 2012

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