Stéphane W.

Cloudflare speeds up and protects millions of websites, APIs, SaaS services and more by delivering web performance, security and Zero Trust solutions.

• Owned a portfolio of major enterprise accounts, acting as the primary commercial and executive sponsor across renewal, upsell and expansion cycles.
• Positioned Cloudflare’s security and performance stack (WAF, DDoS, CDN, Zero Trust) to solve customers’ reliability and risk challenges, driving multicloud adoption.
• Coordinated cross-functional teams (solutions engineering, customer success, legal) to accelerate deal velocity and streamline procurement for complex enterprises.
• Developed account plans and technical value narratives tailored to engineering, security and executive stakeholders to increase product penetration across lines of business.
• Established renewal and expansion motions that improved account health and reduced churn risk.

Salesforce is a global cloud computing company that develops CRM solutions and provides business software on a subscription basis.

• Led EMEA strategic accounts for the nonprofit vertical, creating region-specific go-to-market plays and partner motions for donor and program management use cases.
• Built multi-stakeholder relationships with C-level, fundraising and program teams to align CRM transformation to organizational outcomes.
• Drove cross-cloud opportunities (Sales Cloud, Marketing, Service, Nonprofit Cloud) and managed complex procurement/RFP processes with public and private funders.
• Partnered with consulting and ISV ecosystem to create packaged solutions and accelerate deployment timelines for global NGOs.
• Defined KPI-driven success metrics (donor retention, fundraising efficiency) and translated them into executive-level business cases.
• Mentored regional account teams on solution selling and stakeholder mapping for long sales cycles.

Oracle offers a comprehensive and fully integrated stack of cloud applications and cloud platform services.

• Directed enterprise sales efforts across Oracle’s product portfolio, driving cloud migrations and application modernization initiatives.
• Developed and executed strategic account plans to win net-new logos and expand footprint in target industries.
• Partnered with technical and delivery teams to create solution architectures that combined SaaS, middleware and infrastructure components.
• Led complex negotiations and commercial structuring for multi-year deals, including consumption-based and reserved-capacity models.
• Worked with channel and alliance partners to extend reach and deliver integrated customer outcomes.

• Managed and coached a team of sales specialists covering Oracle’s full stack from applications to hardware, aligning team quotas to strategic account goals.
• Owned end-to-end opportunity cycles: discovery, technical validation, commercial negotiation and close.
• Orchestrated cross-sell motions across applications, middleware and systems hardware to maximize wallet share within assigned accounts.
• Enabled field teams with competitive positioning, battlecards and joint sales plays with presales and engineering.
• Implemented pipeline governance and forecasting discipline to improve accuracy and accelerate deal progression.

• Launched PeopleSoft activities in Suisse Romande: established a local office, recruited the initial sales footprint and set up local operations.
• Owned business development for new and existing customers, translating global product capabilities into regionally relevant value propositions.
• Built relationships with local IT decision-makers and partners to accelerate project wins and shorten sales cycles.
• Localized go-to-market materials and pricing approaches to address Swiss procurement and compliance requirements.
• Secured first regional contracts and set the foundation for sustained growth in the territory.

The wholly owned subsidiary of Liberty Global, Sunrise is Switzerland’s largest private telecommunications company offering mobile, internet, TV and fixed network services for private and business customers.

• Led a B2B sales organization focused on delivering Sunrise’s international connectivity and managed services (including BT portfolio) to multinational customers.
• Built and managed a team of sales professionals, setting target quotas, territory coverage and performance KPIs.
• Owned enterprise account relationships for international customers and coordinated service delivery across operations and partner networks.
• Introduced account-based approaches to win strategic international contracts and improve customer onboarding.
• Collaborated with product and partner teams to tailor bundled offerings for global customers (connectivity, security, managed services).

IBM is a leading provider of hybrid cloud and AI solutions plus consulting expertise, helping clients worldwide capitalize on data and streamline business processes.

• Served as EMEA account executive for a major CPG customer, orchestrating regional commercial strategy and contract renewals.
• Sold integrated IBM solutions (consulting, cloud, software) to align IT modernization with the customer’s supply chain and sales goals.
• Managed complex stakeholder ecosystems across markets—IT, operations, R&D and procurement—to accelerate project approvals.
• Led proposal development, commercial negotiations and SOW definition in coordination with delivery and consulting teams.
• Maintained strong account governance to drive delivery consistency and identify expansion opportunities across EMEA.

• Acted as Systems Engineer specializing in large systems (MVS, CICS) and application generator CSP; provided pre-sales technical leadership for large accounts.
• Assigned to IBM’s development center in North Carolina to work closely with product teams on customer-driven enhancements and application generator integration.
• Performed customer requirements analysis, produced technical proposals and delivered presentations and seminars to technical and executive audiences.
• Served as international account representative since 1992, developing cross-border projects for a key CPG client and coordinating multi-country implementations.
• Bridged engineering, product and customer teams to ensure solutions met performance, availability and integration requirements across legacy mainframe environments.