Bruno Castejon

Summary

I am a Marketing and business management expert who masters all facets of marketing and business inclusive of complex enterprise Solutions , Alliances and channels as well as Lifecycle product marketing. Throughout my international career in Senior Marketing and business management positions at a country, regional and worldwide levels, I have been instrumental in transforming Marketing and business organizations, yielding significant Productivity and efficiency gains. Recognized by the "Chasm Group" for the compellingness of the value propositions I designed, I am also a Marketing communication expert at ease with  web 2.0, social networking, Press and industry analysts relationship activities. I am also known by my peers as a Strategic thinker who brings the right balance of analytics and intuition, a driver with a very collaborative style.

Work History

Work History

Sales Director Vertical Industries

Unisys

Responsibilities include management of sales team covering the major French Financial Institutions like Societe Generale and Credit Commercial de France. Beyond constantly achieving quota, the most visible achievement is undoubtedly the first sale of the Unisys largest mainframe (A17) in the Finance area

Director product business unit- France

Unisys

Based in Unisys France Headquarters (Paris).Responsible for end to end business management of Unisys key Distributed computing product line.Scope ranged from Supply chain, pricing and profitability strategies, channel strategies, go to market and selling.Product line included Unix (U6000) servers, low-end, Mid-range and High-endResponsible to manage relationship with Sequent France Achievements include:Structured the program. Supply chain, pricing strategy, Customers segments, Solutions offering, and Sales strategySignificantly increased Unisys Sales and Channel enthusiasm

Penetrated large National banks (Credit Agricole) with UNIX as a mainframe alternative.  After less than 12 months in this position, elected Best Business Unit Director in Europe and offered the position of European Business Units Director for Europe and Africa

Jul 2007 - Present

Director Alliances Marketing and Strategy - worldwide

HP

Manage over 2500 ISV partners through a programmatic (Partner Portal) and human interface. Recruit, maintain, develop their relationship with HP in a cost effective way.

Manage Partner program Strategy for HP Technology Solutions Group (TSG) Alliances. Deliver data-driven, insightful recommendations. Support actionable strategic direction & Alliances prioritization. Analyze industry trends, Competitive threats, expansion opportunities amd internal performance. Drive competitive programs as well as Partners landscape analysis.Design and execute HP Total Partner Experience program (Partners satisfaction)

Designed a program (Recruit to win) that allows HP sales force to research and validate whether their customers application stacks are available on HP infrastructure solutions. Recruit to win includes an escalation process that triggers a partner engagement effort to recruit these applications vendors that might be missing to complete the stacks. Generated over $180M in incremental revenue through this program in 2008. 

Nov 2005 - Jul 2007

Director Alliances Marketing Communication and Strategy - Worldwide

HP

Responsible for  end to end Marketing mix with all HP ISV partners (+3500).

Rationalized all Marketing communications deliverables by partner tiers across all Marketing touch points.

Launched most successfull leads generation campaigns (55) with partners across 14 countries. These campaigns returned $178M for HP in incremental revenue and still counting.

Re-invented HP events strategy yielding $1.5M costs savings and increased productivity (leads)

Own HP Alliance partner model strategy and plan of records inclusive of structure, partner benefits, HP expectations, Cost and ROI.Benchamrk partner model against competition (SUN, IBM). Maintain strong understanding of partners landscape and emerging technologies, anticipate changes and provide recommendations.

Fully rationalized HP touch points with partners. Conceived a "ladder" relationship model from Web only to dedicated alliances teams. Mapped partners, HP value proposition, partner benefits and HP ROI expectations for each Partner levels (Tiers)

Jan 2003 - Nov 2005

Director Alliances and Partners Ecosystem - Worldwide

HP

Managed all HP partners in Business Intelligence, Content Management and Financial Services Industries.Generated a year over year revenue +$800M in Servers and Storage leverages revenue with BI and Content management partners.Achieved yearly revenue well over $200M in servers and storage leveraged revenue with Financial services partnersFirst HP partner portfolios to fully transitioned to Intel Itanium processors. All partners applications ported and released supporting HP transition from proprietary PA-RISC processors to Intel Itanium chip sets.Key contribution to launching the ISV, HP resellers alliance program in North America

Jun 2000 - Jan 2003

Director Marketing Enterprise Solutions - Worldwide

HP

Generated $3.6B in HP leveraged revenue by end of FY02

Re-invented the Solutions process for HP Enterprise Computing including solutions identification, creation, marketing, selling and delivery cycles.Strategized and managed HP offerings in in BI, CRM, E-commerce, Call centers yielding well over $1.2B in HP leveraged revenue.Defined and aligned HP cross-functional value chains. Strategized and executed WW go to market activities.Built the solutions context around HP high end servers (Superdome).Built and delivered ww solutions learning capabilities to facilitate HP transition to solution selling.Successfully designed and rolled out the concept of Software Reference Architectures (SRA) for HP high end servers

Sep 1998 - Jun 2000

Director Marketing and Communications - Worldwide

HP

Managed entire marcom process for Business Critical computing Business unit including product and solution launches, PR, Industry Analyst briefings, Field and Indirect channel training, advertising, customer events & all other outbound communication activities.

Co-designed and co-managed the most successful "Mission Critical Computing' customers events series as well as the most notorious "an evening with Picasso" Venture capitalists event.Developed marcom from simply an “execution service” into a pro-active value-add marketing function within BCC which provides input into messaging and content development.Increased creativity, aggressiveness & boldness of BCC communication.Developed the teamwork & relationship with Regional Marketing centers to an all time high.Constructed complete value-chain messaging for key programsRe-designed all value propositions with the customer at their core.Drove the most successful and visible launches for BCC (V-Class, Superdome, Datacenter consolidation, Internet start up)Hired a quality Marcom team & managed to highest levels of productivityPut the Web at the center of BCC communication strategy

Apr 1996 - Sep 1998

Director Marketing Enterprise Solutions - Europe

HP

Managed newly formed HP Enterprise Solutions portfolio Led a team of 11 senior solutionsProgram Managers.Created incremental market pull for Enterprise servers by defining the solutions context.Owned end to end Solutions process from opportunity identification, content creation, partners and HP cross-functional alignment, go to market planning, inbound and outbound awareness.Built European learning capabilities to support the solution selling effort.Built Solutions revenue and ROI tracking capabilities.Structured and standardized the Identification, design, market and sell processesStrengthen the value proposition of each program by introducing methodology (Crossing the chasm) and adopting a customer problem view.Dramatically improve the teamwork and working relationship HP Countries by deploying a collaborative process Contributed to maturing the overall Solution selling readiness for HP enterprise Systems

Sep 1993 - Apr 1996

Director Product Business units Europe

Unisys

Responsible for end to end business management of Unisys key Distributed computing product lines.Responsibilities ranged from Supply chain to pricing & profitability strategies, go to market and selling.Product lines, Unix (U6000), CTOS (B20’s), Industry Standard servers totaling revenue of $300M (HW, SW).Managed a team of 6 senior product managers and 3 product benchmarks technical marketing managers Managed (dotted line) all Country based business units managers in Europe.Over my tenure, EMEA consistently achieved yearly quota both in terms of revenue and profitabilityElevated my product lines to Nb 1 revenue contributor and second only to Unisys Mainframes in terms of profit. Introduced and implemented “Specialized sales team” throughout Europe with product lines quota.Designed and launch the European Distributed Computing benchmark center to support customers’ engagements Designed and Launched the Industry Standard Servers program

Education

Education

BA

Institut Superieur du Commerce de Paris

MBA

Institut Superieur du Commerce de Paris

Skills

Skills

Leads Generation/Marketing Campaigns

My HP team designed and led Worldwide Marketing campaigns supported by a transformational model. Most recent returned over $170M in revenue

Marketing Communications

Director Marketing and Communications at HP for Product lines and Alliances. Led several of the most successful product launches. At ease with Industry Analysts communication and PR

Enterprise Solutions Marketing

Re-designed HP Enterprise Solutions model from Solutions discovery, Solutions content development, Solutions routes to market, Solutions selling and delivery

Alliances Marketing

Director Alliances Strategy and Marketing at HP

Virtual trade shows/events

My team at HP implemented HP's Virtual events Central. A on-line virtual experience that provides most of the benefits of a physical event delivered through an online 2D application allowing attendees to self navigate through multiple exhibit booths, keynote speeches,  presentations, chat sessions and social networking activities.

Web marketing

Managed 2500 partners through a Partner portal interface.