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Sales - Account Business Development

Work Experience

Sales Manager OEM (Contractor), Covigo Inc., Maidenhead, Berks, UK (10/02 to Present)
European responsibility of managing all aspects of the sales cycle incl. Prospecting, building customer relations, marketing programs, and implementation of account plans focused on partnerships with OEM partners and strategic system integrators.

Key Accomplishments
· Sold service creation platform software, to enable operators and enterprises to develop and deploy web, mobile, and portal based applications. (e-business and m-commerce solutions)
· Designed and implemented a successful partnership with a PDA manufacturer, to work on joint product development applications.
· Roll-out of a new joint strategic marketing program with key technology partner.


Global Account Business Development Manager, Glenayre Inc., Hoofddorp, NL (02/97 to 09/02)
Responsible for all Global sales channel activities for several OEM mobile infrastructure manufactures (i.e. Nokia, Nortel, Motorola, LogicaCMG), incl. strategic key account planning, product integration, joint product development, product marketing, acquisition, and implementation. Selling Glenayre’s solutions directly and indirectly to major worldwide carriers. Managed regional sales account teams globally.
Key Accomplishments
· Sold enhanced messaging solutions, incl. Voice, Data (SMS,MMS,Unified Messaging), and PrePaid & Location Based platforms.
· Signed strategic technology alliances with key communication infrastructure providers.
· Sold major US$2m+ solutions to Carriers in Poland, Greece, US, and the Philippines
· Productized several joint developed messaging solutions, i.e. VoiceSMS.
· Achieved preferred vendor status with Nokia Networks.
· Designed and executed Marketing programs for key channel partners.
· Received the Presidents Club membership status for exceptional sales achievement; exceeded
· Completed several Training / Workshops;
o Target Account Selling (Siebel), Time Management, Nokia GSM Technical Training.
· 130% above quota; Ranked the number one sales person in the EMEA region.



Technical Sales Manager, Cabletron Systems/ Enterasys, Woerden, NL (02/96 to 02/97)
Responsible for market positioning, and selling Enterprise Management software solutions through Value Added Resellers in the Benelux region.
Key Accomplishments
· Sold enterprise management software, Cabletron’s Spectrum, in the Benelux region through VAR
· Successfully sold and implemented, in co-operation with the VARs enterprise solutions to Goodyear HQ in Luxemburg, KPN Telecom, NL.
· Organised Product Marketing workshops.
· Negotiated and signed VAR agreement with local system integrator.
· Achieved to gain knowledge on Enterprise Management solutions, and Cabletron’s hard and software product solutions.


European Technical Sales Engineer, Syntellect Europe, Amsterdam, NL (08/95 to 01/96)
Provided technical sales engineering support to all European distributors, and developed Interactive Voice Response (IVR) programs.
Key Accomplishments
· Established new distribution channels in Sweden, and Germany.
· Learned IVR based technologies.






Network Supervisor, AT&T Solutions, Amsterdam, NL (06/93 to 07/95)
Managed a group of network controllers, and responsible for network design, network implementation for outsourced managed data communication networks.
Key Accomplishments
· Build a new Global Network Management Centre (Outsourcing services) from scratch
· Designed and deployed network infrastructure for managing two major accounts; Fluke and NCM.
· Gained in-depth knowledge about HP OpenView, Cisco Internetworking Solutions (Switches, Routers, LAN/WAN Protocols i.e. Frame Relay, ATM, SNA, IP, IPX, etc.

Network Controller, SITA, Amsterdam, NL (11/89 to 05/93)
Controlling SITA’s regional data network

Education

Graduated, Middle Economics and Business Administration (1987)
MEAO Midden Utrecht, NL
Higher Economics and Business Administration (1988)
Hogere School Utrecht, Utrecht, NL

Skills

PROFFESIONAL BACKGROUND
· Goal-oriented international sales and business development professional with successful track record selling mobile messaging, voice and data solutions.
· Background in sales, strategic planning, business development, contract negotiations, product marketing, and technical networking design
· Proven ability to create loyalty beyond the sales relationships.
· International Network within Telecom Manufacturers and Carriers
o Nokia, LogicaCMG, Nortel, Motorola, Ericsson, Cisco,
o Vodafone, T-Mobile, Orange, KPN, TIM, Telefonica, Centertel (Poland), Cosmote (Greece), etc.
· Experienced in the management of sales account teams.
· High user expertise in Office Applications, and several CRM (Siebel, Edify, Salesforce) tools.
· Leading Product Management teams running joint development programs
· Strong technology skill set of Data, Mobile and Voice technologies
o LAN/WAN Internetworking solutions, based on Frame Relay, MPLS, ATM, SNA, TCP/IP, IPX, SNMP, etc.
o Mobile Wireless Technologies:
§ GSM/GPRS, EDGE, UMTS/3G, CMDA, WCDMA, I-Mode, WiFi, Bluetooth.
§ Intelligent Network Technology (SSP,SSP,SMP,SCE,CS1)
§ Network elements i.e: BSSs, MSCs, HLRs,VLRs,SMSCs,MMSCs
o Mobile Messaging & Services incl. Protocols
§ SMS, EMS, MMS, WAP, USSD, Unified Messaging (UM), Voice Messaging (VM), Fax Messaging, E-mail, Location Based Services (LBS), PrePaid.
§ SMTP, HTML, HDML, SS7
o Voice Technologies
§ Voice over IP (VoIP)
§ Speech-to-Text
§ Text-to-Speech
§ VoiceXML


PERSONAL PROFILE
· Effective team player with strong interpersonal, communication, and presentation skills.
· Able to simplify complex ideas and present them effectively at the highest executive level.
· Adept in building trust and turning around troubled client relationships.
· Creative mind setting; selling solutions instead of boxes.
· Self-motivated, self-starter and flexible.
· Strong customer focus.
· Hard-working, detail-oriented professional with a common-sense approach to problem solving.

Languages

Dutch, English, German, French

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