Eric Bufquin

In today’s hyper-competitive tech landscape, success isn’t just about having a great solution: it’s about getting it into the right markets, at the right time, with flawless execution. The rules have changed: scaling from local to global is no longer a gradual process. Winning teams build a global GTM strategy from day one: aligning product, sales, marketing, and partnerships to move fast, adapt faster, and capture opportunities before the competition. I founded ACE to help ambitious tech companies master this challenge. My mission: design and execute high-impact Go-to-Market strategies — from market positioning to partner recruitment, from sales acceleration to event optimisation — so you can turn innovation into revenue, faster. Through a mix of strategic insight and hands-on operational support, I help you: * Define a GTM plan that resonates with your target markets. * Build and enable high-performing sales & partner teams. * Identify and secure strategic partnerships. * Maximise visibility at industry-defining events. Your solution deserves more than a launch — it deserves market adoption and long-term growth. Let’s make it happen.

Austria headquartered Authentic Vision was founded by experts in the field of authentication and now is a leader in the fight against counterfeiting. Its unique, patented technology enables cost-effective and secure consumer authentication via a simple smartphone app — no special equipment required. But the value goes far beyond authentication: the solution provides brands with powerful data insights to combat grey markets, ensure royalty accuracy, detect unauthorized production, and optimize their global operations. Authentic Vision serves brands seeking excellence in brand protection, supply chain transparency, and personalized consumer engagement. Through a mix of direct sales and strategic partnerships, the company aims to set new standards in the authentication space. Based in Paris, the Senior Sales Director for EMEA & ASPAC works closely with international teams to open new markets, grow existing accounts, and drive strategic growth in key regions.

Edgyn (formerly Arjo Solutions) is a global leader in authentication and traceability solutions, dedicated to fighting counterfeiting, parallel markets, and illicit trade across industries. For decades, Edgyn has been a trusted partner for governments and private companies alike, recognized as a key player in brand protection, tax security, and identity document protection. Driven by a team of engineers and innovators, Edgyn delivers customized solutions, tailored to meet the unique challenges of each client and market. The company serves a wide range of industries — including Perfume and Cosmetics, Pharmaceuticals, Chemicals, Wines and Spirits, and Automotive — always pushing the boundaries of innovation. In this dynamic environment, the Sales Manager for Europe, Middle East, and Africa plays a critical role in driving growth through direct sales and strategic partnerships. Operating at the crossroads of engineering, innovation, and commerce, the Sales Manager is more than a dealmaker — he is a trailblazer, solving complex challenges and creating unexpected synergies across diverse industries. As the permanent bridge between Edgyn and its customers, the Sales Manager brings deep business insight, enabling new opportunities where others see only barriers.

OpSec Security is a global leader in anti-counterfeiting and brand protection, serving hundreds of brands worldwide. With cutting-edge technology, the company safeguards billions of dollars' worth of branded goods by tackling counterfeiting, grey market diversion, IP infringement, unauthorized e-commerce, and digital piracy. As the only provider offering fully integrated physical and digital brand protection, OpSec empowers brands to authenticate products, secure their supply chains, monitor the Internet, and combat piracy. In 2013, the Country Sales Manager launched operations in France — treating every brand owner as a potential partner. Initial focus areas included Fashion & Apparel, Luxury, Automotive, and Consumer Electronics. In this pioneering role, the Country Sales Manager confronted entrenched competitors and rising self-service tools, all while representing the company at the highest level in front of key business decision-makers. With support from international teams, he orchestrated strategic initiatives combining direct and partner sales, marketing ownership, and territory planning aligned with corporate growth objectives. More than a sales function, this role required entrepreneurial spirit, cross-cultural coordination, and a deep understanding of customer needs — to deliver complex, high-impact brand protection projects across sectors.

Winshuttle is the ERP usability company, providing software that allows business users to interact directly with SAP through familiar tools like Excel, SharePoint, and web forms — without the need for programming. By dramatically streamlining SAP user transactions, Winshuttle helps customers save and redirect millions of dollars every day. As Country Sales Manager, I was responsible for both new business development and customer success, with a strategic focus on the French market. In this role, I: Led sales and marketing initiatives aligned with growth targets Recruited, managed, and motivated a high-performing sales team Oversaw CRM reporting, internal communications, and brand positioning Represented the company in high-stakes engagements with key enterprise clients With a strong focus on execution, I consistently opened an average of 3 new accounts per month, including industry leaders such as Schneider Electric, Picard, GDF-Suez, SFR, EDF, Aélia, Norauto, and L'Oréal. These wins contributed to: * Doubling the revenue in France * Quadrupling the average deal value

IDS-Scheer (now Scheer) is recognized as a pioneer and global leader in Business Process Management (BPM). With a dominant market share in Europe and a strong presence in the US — supported by key partnerships with Microsoft, SAP, HP, Oracle, IBM, and TIBCO — the company has been consistently praised by Gartner, Forrester, and AMR Research for its innovation and performance. As Senior Account Manager, I was responsible for driving growth in the Utilities sector, both nationally and internationally. I managed the full sales cycle for strategic accounts, including: * Identifying and engaging new prospects * Nurturing relationships with existing users * Structuring high-value, complex deals in alignment with customer needs and business strategy During my time with Scheer, I successfully acquired major accounts such as Areva, Total, GDF-Suez, and EDF, with deal values ranging from €300K to €1.2M.

Born from the best practices of top-tier corporate procurement teams, this venture was designed to empower Small and Medium Businesses with enterprise-grade IT strategies — helping them compete on equal footing with much larger players. The company brought together seasoned negotiators, IT specialists, and a decentralized network of partners to deliver cost-effective, high-performance solutions to SMEs. At the heart of the project was a bold and innovative business model, tested and refined by the founder himself. He structured and formalized partnerships with: Value-Added Resellers (VARs) Local tech shops and independent consultants Nonprofits and public sector representatives This unique ecosystem allowed the company to deliver scalable, vendor-agnostic IT services, tailored to the realities of smaller organizations — while leveraging the power of collective intelligence and local agility.

Hewlett-Packard (HP), one of the world’s largest technology companies, provides hardware, software, and services to consumers, SMBs, and large enterprises across the globe. With deep expertise in computing, data storage, and networking — as well as a strong consulting arm — HP is a longstanding leader in enterprise IT solutions. As Storage Sales Specialist, I was responsible for growing the storage business across a large and diverse territory, combining: * Hardware sales (disk arrays, tape libraries, drives) * Software solutions (virtualization, backup, archiving) * Professional services and support offerings In this high-stakes environment, success meant navigating complex priorities, coordinating internal resources, and orchestrating joint efforts with my ESSN colleagues to deliver comprehensive and competitive solutions. With annual achievements exceeding $20M, I contributed to numerous wins and built strong relationships with both enterprise customers and strategic partners.

Atempo, Inc., founded in Paris in 1992, is a global provider of data management software focused on the preservation and protection of corporate digital assets. With dual headquarters in Palo Alto and Paris and 13 offices across North America, Europe, and Asia, the company combines a strong international presence with deep technical expertise. As Account Manager, I was responsible for opening and developing strategic enterprise accounts. My mission: engage and convert three high-priority targets — LVMH, Pinault Printemps Redoute (now Kering), and Accor — through direct sales of integrated solutions (proprietary software, OEM hardware, and services). All three targets were successfully onboarded, along with additional accounts in the same industry vertical — contributing to the company’s early growth in the enterprise segment.

Mobius Management Systems, Inc. was a global leader in enterprise archiving and records management, offering a comprehensive software suite designed to unify content across disparate systems, ensure regulatory compliance, and automate critical business processes. Recognized for its powerful capabilities — including support for a wide range of content formats and high-volume performance — Mobius served over 60% of the Fortune 100, across industries as diverse as banking, insurance, manufacturing, and retail. Headquartered in Rye, New York, the company had a global footprint, with offices in North America, Europe, Asia, and Latin America. As Account Manager, I was responsible for selling complex archiving and content management solutions to large enterprises operating OS/390 mainframe systems. Working in a highly technical and compliance-sensitive environment, I successfully closed deals with major accounts including Renault and EuroDisney, both of which reported a strong return on investment thanks to Mobius’ robust and scalable platform.

ICL-Fujitsu was born from the merger of UK-based ICL and Japanese tech giant Fujitsu. In 1993, the company entered the highly competitive business PC market with a bold move: embracing direct sales for the first time in its history. Joining as an Inside Sales Representative, I was tasked with building a customer base from scratch — with no existing portfolio and a fiercely price-driven market. The role required intensive cold calling, lead qualification, and most importantly, the ability to differentiate through value and technical insight, rather than price. Despite the challenge, I quickly opened key accounts such as VAG Group and AutoDistribution, by positioning PCs as tailored solutions to business needs — leveraging my technical knowledge to build trust and deliver real value. This first experience laid the foundation for a career focused on solution-oriented selling, strategic account development, and long-term customer relationships.