Stéphane Paulin

Critic
DISC Type : C

Partner Sales Director at Microsoft

Issy-les-Moulineaux, Île-de-France, France

Overview

Stéphane Paulin is a Senior Business Leader at Microsoft with over 25 years of experience in the SaaS ecosystem. Specializing in digital transformation and partner-led sales, he has a Master of Science from Centrale Lille and a proven track record of architecting high-growth, partner-sourced revenue engines.

He is passionate about developing talent and building high-performing team cultures founded on diversity, collaboration, and consistent execution. He actively mentors young professionals, such as coaching students who are passionate about cybersecurity, to help them launch their careers.

Unique fact: Stéphane is a Microsoft "Platinum Club Outstanding Achiever, " a premier award recognizing the highest level of performance and contribution to the companys success.

Personality Overview

Negotiator

ROI Driven

Precise

They prefer to do logical analysis and value evidence over emotions.  They enjoy working alone and do not rely on others very often. They are quite likely to negotiate on pricing or other key terms.

Topics They Care About

Partner Ecosystems
An expert in building partner-sourced sales engines that consistently deliver over 30% year-over-year growth by extending market reach beyond direct sales models.
AI & Copilot Adoption
Actively promotes partner enablement for Microsoft AI and Copilot, leveraging his Azure AI Fundamentals certification to drive sales and adoption within the partner community.
Mentoring Talent
Passionate about talent development, he personally coaches promising students in fields like cybersecurity to help them navigate their early career paths.

Media Appearances

Stéphane has no verified media appearances

Work History

7-2019
Partner Sales Director at Microsoft
10-2016 - 7-2019
Presales Manager at Microsoft
2-2014 - 10-2016
Practice Manager at Microsoft
10-2011 - 2-2014
Head of Resources Managers at Microsoft
4-2009 - 10-2011
Manager of Sales Operations at Microsoft

Education

1995 - 1998
Master of Science (MSc) from Centrale Lille

More Information

Social Presence :

Prographics :

Exp : 27 Location : Issy-les-Moulineaux, Île-de-France, France Job Level : Mid-senior Designation : Partner Sales Director at Microsoft
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Insights For Selling To Stéphane

During A Call Or A Meeting

DO's

  • Tell them what ROI they can expect
  • Don’t forget to mention how you compare to competition on both features and pricing
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Don’t rush them till they have clearly gotten all the necessary information
  • Make extra effort to not seem pushy or confrontational

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stéphane is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Stéphane

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Stéphane move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Stéphane take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Stéphane

Personality Compatibility


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