Custom

Reference Letter / To whom it may concern

Amsterdam, 24 June 2009

GETRONICS

Hervé CAMUS joined Getronics 4 years ago, in June 2005, as a Director in charge of a P&L for strategic international clients and partners. One year later he was promoted to Corporate Director in charge of running an international Profit & Loss structure responsible for creating, marketing and delivering secure collaboration solutions and services.  Hervé worked closely with the senior leadership team of the company, reporting successively to a Vice President, an Executive Vice President, and a Board Member.

Hervé contributed significantly to the turnaround of the company: As the head of a strategic P&L representing in 2006 approximately 13% of the total group revenue, Hervé led an international force of 340 to restore profitable growth of the unit, reaching $398 million.

In just under two years, Hervé and his team managed to turn a money-losing product-centric P&L into a profitable success as evidenced by 8 awards. This involved a deep business analysis followed by a drastic restructuring of the go-to-market strategies and the associated portfolio of offerings; using best practices, reallocating resources, cutting costs and refocusing the teams on more value-add and profitable markets, training and certifying experts on advanced technologies and managed services, rejuvenating marketing and sales not only inside his direct resource pool but also working collaboratively with other departments, driving quality project implementation and managing the satisfaction of demanding customers and partners.

Hervé is well regarded and highly appreciated both internally and by partners and customers alike, such as Cisco, Dell, Axa, Air France / KLM etc. 360° feedbacks highlight numerous critical qualities including: hard work, fast learner, adaptability, resilience, integrity, reliability, stress management, and an unassuming leadership style with effective communication.

Hervé’s analytic and execution skills being recognized by the Board of Management, he was given additional missions outside of his normal perimeter. For example, in under one quarter, he built and led an international task-force to resolve issues at a strategic account, restoring teamwork across borders, driving multifunctional teams to build a winning strategy, articulating a business value proposition that was recognized by the customer’s top management as truly best-in class.

The acquisition of our company by KPN triggered a major restructuring, resulting in the sale and the merge of many businesses. This downsizing implies that we no longer require Hervé’s services, especially since he does not speak Dutch. That is why we will have to let him go during the Summer 2009 along with numerous other talented individuals impacted by a social plan made necessary due not only to our restructuring, but also to a major economic crisis.

We warmly thank Hervé for his contribution to the company and wish him all the best. We have no doubt that his leadership skills and his business development expertise will be attractive to other companies needing proven cross-functional management. We are happy to be contacted by prospective employers to vouch for him.

Kind regards,

bm@getronics.com

 ________________________________________________________________________________

"Herve was certainly one of the best hiring decisions I made at Getronics. Herve is both a key team contributor and a valuable asset to help drive big international commercial programs. Herve is very persistent ''without being nasty'', very knowledgeable on IT ''without being nerdy'' and extremely sales driven ''without being too pushy''. Last but not least, a very nice person and extremely internationally oriented."

- Edze Hiemstra, former Corporate Vice President, Getronics  • Hiemstra@mastersearch.nl  • +31 65 47 10 826

 ________________________________________________________________________________

"Hervé is one of the few that provide a significant difference to global/international enterprises. I worked with Hervé on multiple board and C-level engagements within the partner-ecosystem. He is a professional and team player that can execute and deliver in complex and fast- paced technology organizations. His wealth of know-how, social skills, humor and "always positive" attitude is the recipe for a genuine acumen in the high-tech industry. Highly recommended without hesitation!"

- Haydar Cimen, Corporate Director, Getronics  • haydar@haydar.com  • +31 6 295 265 31

 ________________________________________________________________________________

"I had the opportunity to work closely with Herve at Getronics. Herve is an effective leader, articulate with strong communications skills, detail-oriented and a team player who collaborates well with fellow colleagues and also cross-functionally within an organization, as well as with customers and partners: Herve is an effective senior level manager and has demonstrated his success at developing and growing executive relationships. For example, Herve understood how to combine Cisco's and Microsoft's technologies and Getronics' services capabilities, then work with the global portfolio teams to develop new service offerings that gave Getronics competitive differentiation in the market. Further, Herve was effective in driving field engagement, leveraging the partner ecosystem to ignite pipeline and sales growth. I am available at any time to speak with potential hiring managers on Herve's behalf."

- Brad Gleason, Global Service Director, Getronics • bradgleason@verizon.net  • +1 508 446-0484

 ________________________________________________________________________________

"It was a real pleasure working with Herve on international strategic clients and partners. He inspired our sales teams to work more collaboratively with global service delivery teams. He repeatedly demonstrated the ability to work under intense deadlines, managing all of the intricacies and multiple stakeholders of large multinational companies. He is results driven and the revenue and margin growth for Getronics during our time together proves it. Herve is a true professional in every sense of the word. He is an excellent strategic thinker and planner and his execution to the plan was flawless. This allowed us to optimize the business opportunities within strategic accounts. I could always count on him to deliver. Herve will be an asset to any employer and I recommend him for any endeavor that he chooses to pursue"

- John Kotula, former Director, Global Operations, Getronics • jkotula89@gmail.com  • +1 201 699 7291

 ________________________________________________________________________________

"Hervé has a very good ability to develop a business and to manage all its aspects. He is very structured in following up on actions and on contacts. He has proven that he can develop the contribution of a program. His international experience allows him to demonstrate flexibility and real engagement. I enjoyed having him in my team."

- Jean-Paul Adans, former EVP, Getronics • JeanPaul.Adans@skynet.be • +32 475 613 674

 ________________________________________________________________________________

"Hervé is a professional with an unmatched detailed and structured way of addressing a business plan and its subsequent action plan. In that sense, he is one of a kind you do not often run into in one professional environment."

- Alexandre Steiner, Corporate Vice President, Getronics • alexandre.steiner@getronics.com •+33 6 03 01 45 91

 ________________________________________________________________________________

STRATUS

"I worked closely with Herve during his tenure with Stratus Technologies as the Director for Southern EMEA Solutions Services Business Development. Herve demonstrated excellent business and strategic management skills in his successful repositioning of the Southern EMEA team from a product centric to a solutions centric business model.

Herve is a passionate, articulate and effective leader of multi-national and cross-functional teams. His professional demeanor was an asset with both customer and partner executive relationships. Herve demonstrated a solid understanding of technology and integration alternatives for customer solutions, and the financial implications of each. He leveraged this knowledge to lead his team in the successful growth of sales throughout the region. It was a pleasure to work with Herve and I am available to speak with potential hiring managers on Herve's behalf."

- Don Ziter, former Corporate Director, Stratus • don@ziter.com  • +1 978-973-9739

 ________________________________________________________________________________

"I worked with Herve in 2004-2005 while he was in charge of developing the service and solution business for Stratus in Europe-MEA while I was doing the same in Japan-APAC. I enjoyed working with Herve, initially in the taskforce responsible for designing the global business development strategy, and then working together on the global and local implementation, sharing best practices on change management, on diversification, on international account management etc.

I shared the leadership team's respect for Herve's innovative contributions to the company, and for his accomplishments. He demonstrated very valuable thought leadership, created excellent deliverables that were recognized as best practices to be implemented globally, and he worked collaboratively across departments and regions.

As a Japanese person, I also appreciated his strategic long-term approach for sustainable profitable growth, and his ability to bridge different cultures: East/West obviously, but also Product/Service etc. Additionally, his personality is another strength of him. He is positive and active under any circumstances, and it helped us overcome many difficulties that he and I encountered. I hope to have the opportunity to work again with Herve in the future. In the meantime, I am happy to serve as a reference."

- Tomoko Takeda, former business development lead, Stratus • ToTAKEDA@cisco.com  • +81 3 5324-4213

 ________________________________________________________________________________

"Herve's unstoppable tenacity coupled with his knowledge of the IT business was a great asset at Stratus. His command of English is perfect and enabled him to work effectively across Europe and the US. A great colleague and someone I will look forward to working with again in the future. Highly recommended."

- Jim Loughran, former business development lead, Stratus  • jim.loughran@btopenworld.com  • +44 7825 250 205

________________________________________________________________________________

BULL

"I recruited Hervé Camus in 1993 to create and manage our major accounts programs and international large bid support. After 15 months, I decided to promote him to Head of the Asia-Pacific region for our new OEM and indirect sales business. In both roles, over 3 years, Hervé reported to me in this corporate role, while working collaboratively with the local managers.

He proved to be an innovative self-starter who didn't require much supervision, while welcoming and proactively seeking advice from a network of trusted advisors. Adding to this, good reporting made him easy to manage. Hervé learned quickly and rapidly gained the trust of his peers in global and local positions. Local management perceived him as a valuable resource and looked to him for innovative ideas, best practices and direction. Hervé proved to be apt at remote management and virtual team building.

As a result, he consistently met and most often exceeded his job requirements and the business objectives assigned to him. Our paths crossed again a few years later and we had the opportunity to collaborate on a couple of joint enterprise initiatives between Microsoft and Bull.

In a nutshell, I found Hervé to be a hard-working high-potential, not afraid to take risks, excelling at developing international business and at managing global accounts and partners. I would be happy to serve as a reference and would be delighted to work again with him should the right opportunity arise."

- Stephane DAUDIER, former Vice President, Bull  • Stephane@Daudier.net  • +33 6 1457 9199

________________________________________________________________________________

"I worked with Herve CAMUS as a prospect, and then as a client and as a partner between 1994 and 1996, just after he was promoted by Bull as head of OEM and indirect sales business development for the Asia/Pacific region, including Japan. At that time, I was heading the development project for Hitachi's enterprise server initiatives, looking for innovative solutions to build new offerings for our global customers. Herve designed a winning strategy and built a strong team to approach our organization, demonstrating innovative leadership and solid business skills.

My team and I were favorably impressed by Herve's efficient consultative approach, demonstrating both technical and business thought leadership despite heavy competition, while being sensitive to cultural differences especially for us Japanese, dealing effectively not only with our Japanese headquarters but also with our European and American teams. Thanks to effective global account management, Herve and his team successfully completed lengthy and complex negotiations spanning from R&D to manufacturing, including joint go-to-market initiatives.

In addition, Herve always demonstrated personal qualities important to us: a personable and polished professional, with honest influencing skills, a result-oriented team player working collaboratively, consensus-driven, committed to continuous improvement. Based on this experience, I believe that Herve would be an asset to any organization, and I can give him my wholehearted endorsement. I am happy to provide further reference information to any prospective employers, partners or customers."

- Koichi IKEDA, General Manager, Hitachi • koichi.ikeda.yg@hitachi.com  • +81-463-87-6788

________________________________________________________________________________

MICROSOFT

"I recruited Herve at NCR and he proved very rapidly a very talented salesman, balancing energy, creativity and tenacity with a real passion for the job and respect of the customers. Amazingly, he was equally good as a hunter or as a farmer.

Our path crossed again when he joined Microsoft France. I was at MS Europe and then MS Corporate during his stay and we happened to be in touch on several projects regarding the small and medium business market, as well as the datacenter initiative for large accounts. Herve had retained his original qualities, had developed his passion for challenges, but he also grown in maturity and developed his capability to work in a team, lead and inspire others, or be a powerful contributor. In all cases, it was a pleasure having him with us. J"

- Jacques BABLON, former Corporate Director, Microsoft • jbablon@hotmail.com •  

 ________________________________________________________________________________

"I have always appreciated Herve's work . He is very committed and hard working, likes to gain more & more knowledge about his work, partners, and to get into the details to make sure deals will be closed. As such he is quite keen on learning new stuff that will be useful for him, and listens to advice. I would recommend him for future employment."

- Jean-Yves Grisi, former Director, Microsoft • jyGrisi@gmail.com • +33 6 14 18 75 78

 ________________________________________________________________________________

"Hervé managed to recruit me as a MS partner while I was at that time running a successful business with Lotus Software. Since then we built and maintained a trusted and efficient relationship. Hervé has the drive and the energy to setup sales efficient organizations by matching the offerings (software, services,..) to the customer potential benefits. He is reliable, energetic and has a wide cultural awareness of the it challenges and ecosytem. I would highly recommend him"

- Herve Timsit, former CEO, Peritek / Soft2You • herve.timsit@gmail.com  • +33 6 7486 5421

 ________________________________________________________________________________

"I had the pleasure to join Hervé's team at Microsoft in 1998. He is a great manager. His vitality and natural enthusiasm is self-evident, making him not only a pleasant but also a stimulating person to work with. He has a very good understanding of the IT ecosystem, and an ideal mix of high level competencies in marketing and sales. Highly recommended !"

- Frédéric Radigué, former Manager, Microsoft • fRadigue@hotmail.com • +33 6 30 09 84 01

 ________________________________________________________________________________

"Did a great job. I worked with Herve on EXchange marketing and Lotus recruitment. Nice work!"

- Rich TONG, former VP, Microsoft • rich@ignitionpartners.com

________________________________________________________________________________

Objective

General Manager or Head of Sales & Marketing - International

Summary

SENIOR-LEVEL MANAGEMENT: P&L • Sales & Marketing Operations • International

Results-oriented senior executive with 20 years of experience in international P&L management, sales, marketing and business development, increasing revenue and cutting costs by developing best practices and designing more efficient systems. Excel in both start-up and large, international environments. Stand out from peers in optimising relationships with the partner ecosystem and facilitating effective communication that enhances capabilities. Specialise in leading cross-functional teams to meet and exceed corporate expectations. Areas of expertise:

International Multifunctional Team Leadership • Strategic Planning • Best Practices Operational Streamlining • Portfolio Diversification • Partnerships • Effective Communication Problem Resolution • Complex Project Management • Market PenetrationSales & Marketing Campaigns • Profitable Revenue Growth • Cost Control • Customer Service

EMPLOYMENT SUMMARY

Consulting, Services & Solutions • Since 2009: SAP •  Senior Director, Channel Development, Alliances, Collaborative Sales – EMEA

                                    http://www.iteuropa.com/news/smb/sap-appoints-head-channel-development

• 2005-2009:  GETRONICS • Corporate BU Director, Strategic Clients, Alliances & Channels – Worldwide• 2004-2005:  STRATUS • Director, Solutions & Professional Services Business – EMEA• 2002-2004:  UNIACCESS-AIS • Director, Sales, Marketing & Partnerships – Europe

Software • 1999-2002: MICROSOFT • Manager, Strategic Enterprise Alliances and Sales• 1997-1999: MICROSOFT • Group Marketing Manager, Value-Added Channels Strategy & Development• 1996-1997: MICROSOFT • Manager, Multinational OEM Accounts – Europe

Technology • 1994-1996: BULL • Manager, OEM and Indirect Sales Business Development – Asia / Pacific• 1993-1994: BULL • Marketing Program Manager – Worldwide• 1990-1991: NCR - TERADATA  (AT&T GIS) • Account Manager

TO WHOM IT MAY CONCERN

Dear Sir/Dear Madam:

Having contributed to the revenue growth of established organisations and the financial security of start-up ventures by fostering profitable corporate partnerships, developing strategic marketing and sales plans, and creating new systems, I am now seeking to join your organisation in a senior-level position such as General Manager or Head of Sales & Marketing.

I have extensive knowledge of international markets and significant experience driving expansion and training top-performing teams. With a broad skill set and a demonstrated record of success, I am confident in my ability to shape and achieve the strategic goals of your company. Therefore, I am writing to inform you of my availability and have included my CV for your consideration.

My roles in the past ranged from Sales and Marketing Manager to Corporate Director in charge of a Strategic Business Unit. A sample of my highlights while serving in the above and additional positions includes:

• Turning around underperforming operations by driving strategic change, reshaping the culture, restructuring and repositioning the offerings portfolio, realigning objectives and go-to-market initiatives, reallocating resources, and rebalancing direct and indirect channels.

• Cutting costs by millions by spending only on marketing campaigns and delivery models with definite ROI, instituting best practices for pre-sales, sales cycles and bid-review procedures and eliminating riskiest investments.

• Exceeding projected growth plan, generating $398 million in revenue, a 30% jump in advanced solution sales, while managing customer and partner satisfaction to secure recurrent and more profitable business streams.

The above briefly summarises my strengths in senior-level management of business divisions. For a more detailed presentation of my skills and background, please review the enclosed CV and feel free to contact me at your earliest convenience. Thank you for your consideration.

Sincerely, Hervé CAMUS

Work History

Work History
Sep 2009 - Present

Senior Director

SAP

SAP· Paris, France · Since September 2009

World leader in collaborative business software. Annual revenue of €12.4 billion.

Senior Director, Channel Development, Alliances, Collaborative Sales – EMEA (since 2010): Lead 14 clusters across the region to refocus on fast growth markets, realign and re-energize resources to leverage the ecosystem as a force multiplier to restore growth and expand margin with innovative offerings.

  • Achieved 125% growth to €64m (€28m in 2009 crisis, €38m in 2008). Gross margin: +1.6 to 70.5%.
  • Launched transformational initiatives, enabling the targeted ecosystem to grow 9% to €828m.

Senior Director, SMB Channel Development – Europe, Middle East & Africa (Q4 2009):

Oct 2002 - Sep 2009

Corporate Director - Global Business

GETRONICS

GETRONICS / KPN • Paris, France & Amsterdam, Netherlands • 2005-PresentICT firm specialising in consulting, infrastructure and outsourcing solutions. Annual revenue of $3.1 billion.

Corporate Director - Global Strategic Business Unit: Lead an international team encompassing 340 people and generating 13% of company’s revenue, focusing on strategic clients, alliances & channels, worldwide. Develop and market highly effective workspace management solutions. Ensure revenue growth by directing company resources to a services-based platform, as opposed to primarily product-based. Ensure corporate viability by penetrating new markets. Maintain and develop executive relationships with strategic partners and customers such as Cisco, Axa, etc.

• Accomplished a 30% jump in revenue for advanced technologies and services by making better use of key partners to secure new customers. • Cut costs by millions by spending only on marketing campaigns with definite ROI; instituting best practices for pre-sales, sales cycles and bid-review procedures; and eliminating the riskiest investments.• Created more efficient and productive team, designing new systems and models, implementing best practices and restructuring business reviews.• Resolved problems with the corporate reporting systems, developing a more accurate tool. • Recognised for top-quality work with several awards linked to Managed Services innovation.• Drove 12% growth to $398 million by diversifying offerings, training and re-structuring staff, adding to service capabilities, and launching into new markets.

STRATUS • Paris, France • 2004-2005A $250 million provider of business continuity and security solutions and services with 900 employees. 

Director, Solutions & Professional Services Business – Europe, Middle East & Africa: Led international team of 50 sales and service specialists to embrace strategic shift. Oversaw company turnaround by diversifying offerings and adding services to core product line. Trained teams on new services and overall performance. • Raised overall efficiency by developing best practices for marketing and sales tools, and opportunity detection and project qualification, all of which were adopted company-wide.• Saved more than $2 million annually by cross-training direct and indirect sales team on products, services and solutions, reducing need for additional personnel during expansion.• Exceeded projected growth plan, generating $23 million in revenue and a 51% jump in consulting sales.

UNIACCESS-AIS • Paris, France • 2002-2004Software services, consulting and training start-up. 

Director, Sales, Marketing & Partnerships – Europe: Directed all operations for developing sales and marketing partnerships and initiatives. Prepared openings of offices throughout Europe. Augmented capabilities with addition of a marketing function and a best-in-class service offering.  Determined most profitable portfolio strategies. Drove sales by redirecting focus to more active prospecting for new customers. • Streamlined sales procedures by developing a commercial mapping and prospection system. • Personally acquired 2 new major accounts in first year, despite difficult market.• Produced 12%, $2.5 million, growth by redesigning sales approach and utilising high-profile partners, such as Microsoft, to attain services at no cost.

Aug 1996 - Oct 2002

Manager - Sales & Marketing

MICROSOFT

Manager, Strategic Enterprise Alliances and Sales (1999-2002): Led 15 people to develop the large account business by partnering with key consulting, service delivery and technology firms through initiatives such as a joint business and technical value proposition and a field-engagement assistance plan to enhance performance and extend contracts. Collaborated with other teams and partners to develop the ideal go-to-market strategies for new products and services. • Initiated expansion into field of mission-critical systems.• As a result of superior performance and demonstrated thought leadership, chosen to work directly with company executives to develop a high-profile pan-European alliance.• Expertly handled channel conflicts to generate $36 million in revenue, including multimillion-dollar service contracts.

Group Marketing Manager, Value-Added Channels Strategy & Development (1997-1999): Supervised 12 staff members and a 20-strong independent telesales team. Increased revenue in the SMB and mid-market areas by developing a new value-add channel. Selected and recruited optimal system vendors, software developers and service providers. • Established key partnerships through best-practice recruiting that reduced competitors’ capabilities. • Enhanced staff and channel performance by implementing a Sales Specialist certification. • Achieved revenue of $12 million in highly competitive market, minimising headcount and budget increases while maximising lead-generation, management functionality and go-to-market initiatives.

Manager, Multinational OEM Accounts – Europe (1996-1997): Led strategic development of new OEM businesses throughout EMEA. Oversaw relationships with international partners. • Improved efficiency by facilitating more effective inter-departmental and cross-affiliate communication. • Expanded viable markets with a new SMB business stream negotiated with HP headquarters.  • Significantly boosted sales by $3.6 million with successful OEM initiatives that allowed for low cost of sales and 96% gross margin.

Sep 1990 - Jul 1996

Sales, Business Development & Marketing Manager

NCR - BULL

BULL • Manager, OEM and Indirect Sales – Asia / Pacific • Paris, France / Tokyo, Japan • 1994-1996Successfully started businesses in OEM and indirect sales for APAC. Worked with local managers to overcome resistance to change and to successfully implement indirect sales and OEM initiatives. Recruited and trained new talent. Developed an Asia Competence Centre to facilitate support of marketing, sales and delivery. • Beat out major competitors to form two complex strategic partnerships.• Drove initial 2-year sales to $27 million and doubled gross margin via indirect sales.

BULL • Marketing Program Manager – Worldwide • Paris, France • 1993-1994Charged with launching a program to better address and bid large international projects as well as enhance follow-up with major accounts. Consistently analyzed win/loss ratio. Created processes and tools. Trained teams. Initiated marketing programs and monitored worldwide implementation by local personnel. • Launched a “won/lost” business analysis program to identify weaknesses and leverage best practices.• Increased win rate for large bids from 38% to 51%, generating $104 million.

CANEI / PRG • Product & Channel Marketing Manager – Worldwide • Geneva, Switzerland • 1991-1993Directed product and channel marketing for 22 countries, ensuring channel consistency and driving sales across additional channels. Held full budgetary authority and established key partnerships. Developed an executive dashboard and implemented more effective internal systems. • Supported the design and launch of new product lines dedicated to the unique needs of the Japanese and U.S. markets.• Recruited new distributors and established new channels, increasing sales by 14% to $24 million.

NCR - TERADATA (AT&T GIS) • Account Manager • 1990-1991Charged with managing and developing a portfolio of business with SMB and mid-market customers. Assisted in building vertical marketing positioning and solutions, aggressively hunting for new business with large customers.• Established relationships that secured access to the bid lists of 2 major global companies.• Generated $1.2 million in incremental sales.

GRAY CONSULTING • International Marketing • Philadelphia, USA • 1989

DIALOG COMPUTER • Sales Representative • Dijon, France • 1987-1988

Education

Education

Bachelor of Arts

University of Dijon
Sep 1988 - Jun 1990

Master of Science

EDC Graduate School of Management

Skills

Skills

Profitable Growth !