Head of Global Sales

• Oct 2022 - Present

VP of Sales

• Jun 2017 - Present

Strategize and deliver solution to clients to promote growth and address the evolving needs of their businesses. Enhance competitive positioning, customer relationships, and core functions by innovating and improving processes and experiences; implementing tools, new offerings, and innovative operating models. Strategize and deliver solution to clients to promote growth and address the evolving needs of their businesses. Enhance competitive positioning, customer relationships, and core functions by innovating and improving processes and experiences; implementing tools, new offerings, and innovative operating models.

Account Director - Southern Europe

• Oct 2021 - Feb 2023

Executive Sales Director

• Dec 2020 - Sep 2021

Primary relationship owner for top tier client accounts with responsibility for retention and growth. Ensuring clients obtain maximum value from services offered. Work closely with clients to identify needs and pain points. Prepare and deliver effective client presentations, including stakeholders at all levels of the organization. Identify new opportunities from within existing accounts. Ensure a deep understanding of clients' individual experiences to head off potential issues before they become problems. Drive client retention, renewals, upsells and client satisfaction. Focus on ensuring superior customer service levels. Maintain a quality and accurate forecast of opportunities in CRM. Show less

Senior Sales Executive

• Oct 2018 - May 2020

Responsibilities: • Work with assigned Account Manager, Sales Managers, and/or Client Solutions to develop and deliver custom solutions that provide and deliver ROI to customers • Proactively develop relationships with clients and provide Product Marketing/Management team with customer feedback on product improvements • Work with Sales VP to strategize and execute territory management plans • Effectively manage assigned territory and establish self-directed sales coverage with manager's assistance • Assists the Sales VP with the overall department management operations (forecasting, budgeting, etc) • Provide direction and support in deal negotiations, contract development, due diligence, and other business development or alliance development projects • Create and deliver sales presentations to key stakeholders and C-Level executives. • Manage key customer and channel partner relationships. • Introduce sales discipline through playbooks and qualification tools. • Developing and executing sales methodology, playbooks and processes for the remote working business model. • Maintain relationships with clients by providing support, information, and guidance; researching and recommending new opportunities. • Mentor and coach of new hired • Top Performer Award 2018/2019/2020 Achievements: • Overachieved Q4 2018 by 110% • Overachieved Annual Target: 2019 by 125% • Overachieved Target Q1 2020 115% • Developed and introduced sales discipline through playbooks and qualification tools • Developed and rolled out sales methodology, playbooks and processes for the remote working business model • Led business development strategies and the improvement of collaboration and relationships with Key Accounts Show less

Senior Executive Sales and Pursuit Coach, Pursuits and Relationships

• Oct 2015 - Jul 2018

Responsibilities: • Work closely with the business key stakeholders - Executive Firm Partners • Assist in a senior capacity with all aspects of the strategy and execution of major sales pursuits, including “must win” opportunities • Work as part of the sales team, coaching and overseeing the entire delivery of a major sales pursuit o including qualifying opportunities to reach go/no go decisions o win strategy, negotiation tactics o messaging, value proposition development Achievements: • Developed and rolled out Sales Methodology Framework and Proposal Development guides Show less

APJ Demand Management Senior Program Manager (Strategic Programs)

• Apr 2015 - Sep 2015

Responsibilities:• Regional Demand Management Program Manager • Senior member of the APJ Demand Management Team• Work closely with the business stakeholders from Market Units and Lines of Business, to drive and execute SAP Key and Strategic programs• APJ Services Demand Management Lead, partnering with the APJ Services Business Development Lead to drive towards the attainment of SAP pipeline KPIs• Facilitate Strategy Sessions, lead and facilitate Sales and Services Pipeline reviewAchievements:• Developed and rolled out the APJ Sales Plays, adoption and Execution Program, becoming the SAP APJ Sales Plays Lead Show less

SAP – Regional Sales Manager, ANZ Pursuit and Bid Management Team

• Aug 2014 - Apr 2015

Responsibilities:• Lead the ANZ Pursuit and Bid Team • Responsible for qualification of opportunities, requests for engagement, assignment of staff and resources across ANZ• Coaching Pursuit Teams on development of robust Value Proposition, Facilitation of Strategic Planning sessions• Coordinate sales teams, solution advisors, and executive management to support the SAP sales pursuit processAchievements:• Successfully shifted from Volume Centre to Bid to Win. Increased efficiency and success. Repaired, built and fostered stronger relationships across the organization with executive management and subject matter experts, restoring a positive image of the Pursuit and Bid Team in ANZ• Development and roll out of an enhanced Bid Management Process; formalised engagement structure, qualification and responsibility matrices Show less

SAP – Senior Executive Pursuit Coach

• May 2013 - Aug 2014

Responsibilities:• Facilitate, coach and support sales strategy planning sessions, qualification of opportunities and win theme sessions• Review customer solicitations and perform initial research including: identifying potential differentiators, value proposition, win themes and past/present relationship with prospect/customer including relevant background information• Build and maintain strong relationships across all business units, board area and SAP-wide to facilitate support and alignment. Serve as a representative of the APJ Pursuit Team• Act as a strategic partner to the sales teams, facilitate planning sessions and coach to identify effective customer messaging and sales strategies• Ensure adherence to required approval processes by working in conjunction and facilitating the communications with Legal, Sales and Services departments. Achievements:• Implemented a standardised end to end Pursuit process• Developed and rolled out the APJ Sales Enablement Program, to coach and assist SAP sales Pursuit teams in winning business by focusing on client needs, the program also included training in Facilitation of Win Theme sessions and the building of Value Proposition Show less

BusinessObjects ltd/SAP – Government and Enterprise - Key Accounts Sales Executive

• Oct 2007 - May 2013

Responsibilities: • Customer engagement• Orchestrate marketing campaigns and other activities identifying customer needs and develop opportunities • Territory Planning with Account Managers (Heath Maps – Propensity modelling) • Pipeline management• Forecasting • Support to the Partner Ecosystem (sales-readiness, training and competitive information)Achievements: • Overachieved my personal quota in Q4 2007 by 153% • Overachieved my personal quota in Q1 2008 by 110% • Successfully closed the biggest deal of the quarter (800K) for the EMEA Region, ensuring the company a revenue stream of 3 years • Mentor and coach of new hired• Successfully managed 2 quotas on 2 different pipelines over a period of 3 quarters • Working in a time zone with +8/10 hrs. time difference, I have developed my time management skills Show less

Corporate Express – Business Development and Inside Sales Team Manager

• May 2007 - Oct 2007

Responsibilities: • Responsible for the growth with Net new Logo and focus on nurturing and growing existing Accounts through up selling and cross selling • Role included cold calling, lead generation, prospecting and marketing, arranging and conducting interviews, processing client information • Responsible for Managing a Team of 6 Achievements: • Increased profit to 81.6% in August 2007 and Revenue by 54% • Won 34 net new customers in 3 months Responsibilities: • Responsible for the growth with Net new Logo and focus on nurturing and growing existing Accounts through up selling and cross selling • Role included cold calling, lead generation, prospecting and marketing, arranging and conducting interviews, processing client information • Responsible for Managing a Team of 6 Achievements: • Increased profit to 81.6% in August 2007 and Revenue by 54% • Won 34 net new customers in 3 months

Operation Officer

• Apr 2002 - Mar 2006

Responsibilities: • Plan and Execute for the Short/Medium and Long term Education strategy • Keep cost within the budget through optimization of People (Student/Professors), Processes, Technologies • Win new Tenders for Education Courses • Manage day to day operation – Sessions/Professor Achievements: • Contributed to the development of the company from 3 employee in 2002 to 13 in 2006 creating new business opportunities; • Increased the Revenue from € 80K in 2003 to € 2.1 Mil in 2006 – with a margin growth of 25% YoY • Contributed to the opening of 3 additional Training Centres • Successfully won 3 tenders totalling € 1.8 Mil Show less

Telesales Team leader

• Jan 2000 - Mar 2002

Responsibilities: • Selection of shortlisted candidates for telesales team • Team development, mentoring of individuals and performance reviews • Attend weekly forecast meetings • Maintain team morale and motivation while providing clear, strong direction • Promote and encourage good account management practices • Develop scripts and call sheets • Mentor New Starters Achievements: • My team of 8 met quarterly target over 8 consecutive quarters • Won the award for the best performance team in January 2001 (+34% net new accounts) across the region (EMEA) • Successfully On Boarded 4 new hired Show less

Assistant Manager

• Apr 1997 - Dec 1999

Responsibilities: Supervising day to day operations including: stock control, inventory, shift planning, payroll, cash management. Responsible of the visual merchandising. Achievements: • Trained 24 salespersons and kept them well motivated; • Contributed to increase the revenue of the company from £200.000 in 1997 to £1.5 million in 2000 Responsibilities: Supervising day to day operations including: stock control, inventory, shift planning, payroll, cash management. Responsible of the visual merchandising. Achievements: • Trained 24 salespersons and kept them well motivated; • Contributed to increase the revenue of the company from £200.000 in 1997 to £1.5 million in 2000