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Sales & Business Development Manager

Werkervaring interimmanager

ITPERFORM B.V. : September 2009 – January 2010
Sales Director Benelux

Responsible for Business Development of dynaTrace Application Performance Management software.

Achievements :
• Developed Sales & Marketing plan Business plan
• Launched BPM event 2009
• Introduced dynaTrace to major Java/.Net Channel partner in Belgium
• Positioned dynaTrace at Top 100 in Benelux
• Developed CRM system for planning & forecasting
• Increased software licenses at Rijkswaterstaat


PROGRESS SOFTWARE : January 2009 – September 2009
Sales Manager Corporate Accounts : Shell, ABN, Rabobank, Philips, KLM, Defense

Responsible for Business Development of Progress Software Enterprise Accounts in Benelux.

Achievements :
• Developed Global Account Strategy with Shell NL, UK, Houston
• Launched campaign to align with Shell suppliers: EDS, IBM, Accenture, T-Systems
• Mapped strategic & tactical project opportunities : CIO Office, Shell Global Solutions, Shell Trading (STASCO), Shell Asset Management
• Positioned Shell key business needs against Progress solutions
• Create 360 world map and SWOT analysis for strategic account plan
• Initiated interest in value proposition for Shell’s Smart Fields program manager for Real-time transaction management and Data integration for common data model
• Initiated up-sell for Shell FieldWare business solutions.
• Built relationship with Shell CIO Office

INTEL CORPORATION : August 2005 – August 2008
Regional Manager Benelux IT Consulting Services &
Global Account Director ABN & Philips

Responsible for start-up of Intel’s consulting BU in Benelux, hiring Sr Consultant and $5m indirect revenue pa at ABN & Philips.

Achievements :
• Led the Benelux start-up of Intel’s Consulting business unit and developed the sales and marketing strategy which enabled Intel to influence the IT strategy of corporate accounts which resulted in revenue growth from €500k in 2005 to €5m in 2007.
• At a major Retail increased revenue by 200 %.
• Developed early adopter customers to adopt new Intel technologies.
• Negotiated critical business partnerships to support growth strategy.
• From scratch built a trusted relationship with Philips business units including CIO.
• To a government organization provided a strategic IT infrastructure assessment by a team of EMEA consultants which resulted in savings of €25m capital investment
• Initiated trusted relationships with multiple Intel Partners (SAP, BEA, CAP, KPN, ATOS, Dell, HP, IBM)
• Launched multiple Sales events - growing professional consulting BU.
• Personally developed the ABN, NXP and Philips accounts.

MERIDEA FINANCIAL SOFTWARE : January 2004 – August 2005
VP Sales Benelux/CEE Mobile Banking solutions

Responsible for market readiness & development of newly developed Meridea mobile Smart Client banking applications in Europe.

Achievements :
• Executed European business plan in Benelux region and defined local sales and marketing strategy.
• Positioning mobile banking applications at strategic Banks throughout Europe : ABN, ING, Rabobank, Erste Bank, KBC, BNP Paribas, Banques Populaires, Commerzbank, Bank BPH.
• Extensively worked together with the two major VC’s Nokia & Accenture to deliver proposals for mobile application banking.
• Created a network for growth with VP Marketing, VP Distribution Channels, VP ePayments, VP Business Applications.
• Negotiated critical business partnerships to support growth strategy: Siemens & Nokia in Croatia, Accenture NL, HP, Deloitte.
• Influenced Top 25 EMEA banks during two European Banking Forums
• Developed the ABN, Erste Croatia and Rabobank accounts.

VIGNETTE SOFTWARE CORPORATION : December 2000 – January 2004
Sales Manager Banking & Insurance market

Responsible for Sales of Web Content Management & Portal software licenses & services to Banking & Insurance companies in Benelux.

Achievements :
• Developed strategic business plan and led the Benelux start-up of selling into Financial Services companies in Benelux.
• Managed pipeline and grew annual revenue for Vignette from $0 to € 2m.
• Developed the marketing strategy to address Financial customers.
• Negotiated critical business partnerships including negotiating Partner business plans to support growth strategy in Financial Services industry.
• Resource Management of utilizing multiple Consultants at local projects.
• Built a trusted relationship with numerous CxO’s for Executive Sponsorship.
• Built strategic Partners agreements with BEA, Capgemini, LostBoys, NetEffect.
• Launched multiple Sales events - growing software deals

VERITAS SOFTWARE INC : July 1999 – December 2000
Senior Account Executive Benelux

Responsible for Sales of Enterprise Backup/Recovery Solutions to Banking & Insurance companies in Benelux.

Achievements :
• Developed strategic business plan and led the Benelux start-up of selling into Financial Services companies in Benelux.
• Managed pipeline and grew annual revenue for Veritas from $0 to €1.5m.
• Developed the marketing strategy to address Financial customers.
• Negotiated critical business partnerships including negotiating Partner business plans to support growth strategy in Financial Services industry.
• Built strategic Partners agreements with SUN, StorageTek, ISIT, Roccade, Getronics, InterAccess.

LEGATO SOFTWARE INC : December 1998 – June 1999
Senior Account Executive Benelux

Responsible for Sales of Enterprise Backup Software to Banking & Insurance companies in Benelux.

Achievements :
• Developed the marketing strategy to address Benelux customers.
• Negotiated critical business partnerships including negotiating Partner business plans to support growth strategy in Financial Services industry.

DECISION SYSTEMS INTERNATIONAL : April 1987 – December 1998
Sr. Account Executive

Responsible for sales of IBM midrange systems, networking, server & storage technologies.

Achievements :
• Grew sales revenues to € 750K pa.
• Developed new business into 20-30 major customers in the Netherlands.
• Sold IBM midrange AS/400 & RS/6000 systems including upgrades.
• Positioned Financial Services offerings for leasing of IT equipment.
• Introduced Client Server computing at clients.
• Introduced remote access and LAN solutions at clients.
• Sold Building cabling and wiring solutions.
• 11 years of successful IT sales

Opleiding interimmanager

Havo
NIMA-B
AMBI
Assuratie-B

Consultancy interimmanagement a.i. kerncompetenties

Business Development, Sales Account Management, Consultancy Manager, Sales Manager, Global Account Manager, VP sales

Talenkennis interimmanager

Nederlands, Engels, Duits

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