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Sales Manager, Business Development Manager, Trainer/Coach,

Work Experience

2001 – present: Various Ad Interim (= on contract basis) Assignments

- 2004; Trainer / Coach Sales Trainingen
Conducted Solution Selling / Strategic Relationship Management trainings

- 2004; Consultant Executive Search, a.i. for a highly specialized Executive Search Company. The activities included acquiring new assignments, optimizing recruitment procedures and conducting recruitment cycles.

- 2004; Sales Manager, a.i. for a U.K. based Datacommunications / Telecommunications company, specialised in delivering (managed) Internet Access services, IP VPN’s and related services. The assignment included organisational activities regarding setting up a whole new team in The Netherlands; in this respect I worked on their Business Planning, Positioning, Competitive Analyses, Sales Entry strategies, Recruitment strategies, Induction Trainings etc.

- 2003: Sales Manager, a.i. for XB Networks BV
XB Networks is a supplier of fully managed IP VPN’s and broadband (ADSL/SDSL) for businesses. The Sales Manager of XB Networks needed to be replaced temporarily. As part of the Management Team I managed and coached the Sales Team, recruited new team members and took personal care of various Key Accounts (Kroymans Group, Retail Network Company) During this period I ensured the increase of the activity levels, the funnel and the revenues.

- 2002: Sales Manager, a.i. for NuView GmbH
Business Development activities related to the introduction of the NuView Storage Management software solutions (StorageX) targeted to midsize and large organisations. The activities include defining the partner strategy and rolling out a channel strategy for StorageX as well as introducing this innovative storage product to Fortune 1.000 companies..

- 2002: Business Development Manager, a.i. for IP Powerhouse BV
IP Powerhouse (IPP) was a service organization deploying a state-of-the-art Internet Data Center facility. The organization was highly specialized in ICT Outsourcing and Co-location. In the period I worked for IPP, the business of marviQ, an eBusiness Services provider, was acquired. As Business Development Manager I focused on: Develop the integrated Value Proposition of IPP / marviQ, Develop the Marketing Plan, Formulate IPP / marviQ partner strategy, Introduce IPP / marviQ to potential partners and/or corporate accounts, conduct marketing campaigns, initiate and execute marketing communications strategies and train the sales force.

- 2001: Sales & Marketing Director, a.i. for BigDog Solutions BV
BigDog™ Solutions was an innovative global vendor of Professional Services Automation software (PSA). BigDog™ Solutions offered Best-of-Breed Project Accounting software for the professional services industry. With venture capital of NPM Capital our task was to build up a market leading software company in the PSA-market. When I came on board the company consisted of 6 employees. We grew the team up to 30 people and during this period we opened offices in Belgium and in Germany. I was member of the Corporate Management Team. In this regard I had the overall responsibility of achieving the Sales & Marketing targets in the various countries we were active in. I established Business Partnerships with Lixus Consultancy, Value Boosters, CGEY, Bloem Adviesgroep, Van Dijk & Partners, Twinfield and Coda.

Prior to this period various permanent positions:
- Intapps, The Internet Applications Group, Sales Director
- Oracle, Global Account Manager ABN AMRO
- Platinum technology, Country Manager
- SAS Institute, Sales Manager
- IRI Software, Sales & Marketing Director
- Prime Computer, Account Manager / Parner Manager
- System Industries Network Storage, Sales Executive
- Ahrend, Account Manager
- ABN AMRO, Assistant Manager Estec-branch

Education

· NIBE Banking diploma’s (5x)
· HAVO, MAVO
· Various Sales trainings (a.o. Target Account Selling, Solution Selling)

Skills

· An experienced, all-round, Sales Professional with more than 17 years of experience in selling Business Solutions in the ICT.
· Experienced in Solution Selling at multiple levels including the Executive Board Room level; negotiated numerous large corporate deals at ‘C-level’
· Knowledge of and experience with selling Business Solutions based on software as well as on projects (consultancy services), hardware and network technology.
· Result driven: proven track record in achieving revenue targets set (invited to several ‘100% and Pro-clubs’)
· Professional experience in almost all vertical market segments, but specialized in:
o Financial Services
o Industry and Retail
o Government
· A relationship builder and –keeper (both a hunter as well as a farmer)
· Experience with both selling direct as well as with building up channels and/or business alliances
· Knows how to build business from scratch and from there on develop long term relationships with customers and partners based on trust. .
· Was challenged various times to redesign the value proposition of the organization in order to make it market compliant
· In management roles: A no-nonsense Sales Manager that coaches his sales and marketing teams by delegating what is necessary but at the same time goes hands-on himself

ICT-market experience
Selling Software Solutions:
· Business Intelligence & Data Warehousing
· CRM (Operational and Analytical)
· Vertical software: banking solutions
· ERP / Financial Applications
· eBusiness
· Infrastructure Management tools
· Application Development tools

Selling Consultancy Projects and other ICT Services
· Related to above mentioned software products:
· Implementation projects
· Support contracts
· Education Services
· ICT Outsourcing services, Managed Application Services (ASP)

Selling Hardware Solutions
· Mini- and Super-mini Computers (OS: Unix, Primos)
· Enterprise Storage
· Office Automation Solutions

Selling Datacommunication Solutions
· IP VPN’s
· Broadband (ADSL/SDSL), Leased Lines, Fibre

Languages

Dutch (++)
English (++)
German (+)
French (+)

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