Alice Guarinos
Account Executive Public Large Accounts - Government @Dell Technologies
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WORK HISTORY
Account Executive Public Large Accounts - Government @Dell Technologies
Ville de Paris, FR
Managing strategic relationships with: • Ministry for Ecological Transition and Territorial Cohesion • Ministry of Agriculture and Food Sovereignty • Ministry of Culture • Major State Institutions: National Assembly, Senate, Council of State, Constitutional Council, Grand Chancellery of the Legion of Honour • OECD Key Responsibilities- Orchestrate a cross-functional team of specialists (sales, pre-sales, services, support, and financial services) to drive strategic account growth and customer success- Develop new accounts and expand existing ones within an established geographic territory- Build strong customer relationships in the field while ensuring an exceptional customer experience- Connect with C-level executives to align business priorities with impactful technology strategies and drive measurable outcomes- Create business plans to capitalize on market trends and improve operational efficiency- Develop and execute strategic account plans using MEDDPICS and the 3 WHYs methodology- Present Account Growth Lab sessions to internal teams and management to foster alignment and accelerate customer value- Strengthen channel partnerships to enhance end-user satisfaction and generate meaningful sales- Collaborate with senior management on strategic initiatives and critical issues- Define product strategies tailored to Public Large Accounts- Conduct competitive assessments and analyze profit pool evolution.Core Competencies- Orchestrate cross-functional account teams for seamless collaboration and execution- Proven experience in selling Workplace and Data Center solutions- Strong ability to translate technology into business value- Excellent communication, negotiation, and presentation skills, with the ability to influence senior stakeholders- Solid understanding of contract interpretation (RFP), negotiation processes, and project management.
EDUCATION
NEOMA Business School
Double Degree - Master PGE & Master of Science in Digital Expertise
Classe préparatoire - CPGE A/L
Hypokhâgne / Khâgne, Saint-Germain-en-Laye
Lycée Jules Ferry
Baccalauréat ES - filière Economique & Social
ABOUT ALICE GUARINOS
Double Degree at NEOMA Business School - Master of Science (MSc) in Digital Expertise & Master Programme Grande Ecole International BusinessI am passionate about driving my customers\' growth through IT and innovation. With a strong academic background and hands-on experience, I specialize in leveraging digital tools and strategies to enhance business performance and achieve sustainable growth. My goal is to bridge the gap between technology and business, ensuring that innovative solutions are effectively implemented to meet customer needs and exceed expectations.
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