International Sales Manager
Certiadria
Total years of experience :28 years, 0 Months
Duties and responsibilities:
o Account/Territory Manager for Macedonia, Serbia, Bulgaria, Slovenia, Albania and Montenegro on the field of education and certification;
o Managing Key customers to develop major new opportunities: Governmental Institutions - Ministries for Education and Labor&Social Policy, Agencies for Employment, Institutes for Public Administration, Institutes for Vocational Education and Training, Academic Institutions - Universities, Colleges, High Schools and Training/Testing Centers;
o Managing of development of partner’s and customer’s network;
o Identify new sales opportunities within existing accounts to remain a client-account manager relationship by up-selling and cross-selling, focusing on growing and developing existing clients, together with generating new business;
o Coordinate and manage all sales activities including presentations and proposals;
o Manage and solve conflicts, problems and issues with clients;
o Responsible for the development and achievement of sales through the direct&indirect sales channel;
o Write business plans for all current and opportunity tender business;
o Monitoring and management of trends, movements and changes in ICT market;
o Deployment of current projects (Agency for Employment of Republic of Macedonia).
• Product and solution portfolio:
o Microsoft certification - MOS (Microsoft Office Specialist), MTA (Microsoft Technology Associate), MCE (Microsoft Certified Educator);
o Adobe certification - ACA (Adobe Certified Associate), ACE (Adobe Certified Expert);
o Autodesk certification - ACU (Autodesk Certified User), ACP (Autodesk Certified Professional);
• Partnering with:
o Certiport - Pearson VUE Business;
o Microsoft;
o Adobe;
o Autodesk;
o Logical Operations;
o Knowledge Point - Connect;
o …
Key Account Manager in Kabtel
Sector - IT & Services
Duties and responsibilities:
o Account Manager for Key accounts in Telecom, Banking, Retail and Public sector;
o Managing Key customers to develop major new opportunities;
o Coordinate and manage all sales activity including presentations and proposals;
o Identify new sales opportunities within existing accounts to remain a client-account manager relationship by up-selling and cross-selling;
o Manage and solve conflicts, problems and issues with clients;
o Play an integral role in new business pitches and hold responsibility for the effective on-boarding of new clients;
o Responsible for the development and achievement of sales through the direct sales channel;
o Focusing on growing and developing existing clients, together with generating new business;
o Write business plans for all current and opportunity tender business;
o Monitoring and management of movements and changes in ICT market;
o Monitoring of the market price changes and preparing of activities for appropriate feedback;
o Holding good and continually improvement of relationships with customers;
o Defining of strategy for project and Tender’s participation.
• Product and solution portfolio:
o LAN, WAN, FTTx, Optical and Copper infrastructure passive equipment - Nexans Cabling Solution, Nexans Interface, Nexans Opticable, Dureline, Lande
o IP PBX systems for SM and Enterprise markets - Alcatel-Lucent;
o SME&Enterprise Data solutions - Alcatel-Lucent
o Next Generation Firewalls, UTM (Unified Threat Management) - Cyberoam;
o IT Security Solution - Kaspersky Lab,
o Integrated front office, back office, central and web-based solutions for hospitality, retail, cruise and travel industries - Micros;
o Cable and antenna systems - RFS;
o All in one server to manage all network services such as Internet access, network security, resource sharing, network infrastructure or communications - Zentyal;
o BMS (Building Management Solution) and automation
o E-Municipality.
• Partnering with:
o Nexans Solution;
o Nexans Interface;
o Nexans Opticable;
o Dura-line;
o Lande;
o Alcatel-Lucent;
o Cyberoam;
o Zentyal;
o Micros;
o RFS;
o Honeywell;
o Sauter;
o …
Senior Account Manager in Login Systems
Sector - IT & Services
Duties and responsibilities:
o Account Manager for Key accounts in Telecom, Banking, Retail and Public sector;
o Managing Key customers to develop major new opportunities;
o Coordinate and manage all sales activity including presentations and proposals;
o Identify new sales opportunities within existing accounts to remain a client-account manager relationship by up-selling and cross-selling;
o Manage and solve conflicts, problems and issues with clients;
o Play an integral role in new business pitches and hold responsibility for the effective on-boarding of new clients;
o Responsible for the development and achievement of sales through the direct sales channel;
o Focusing on growing and developing existing clients, together with generating new business;
o Write business plans for all current and opportunity tender business;
o Monitoring and management of movements and changes in ICT market;
o Monitoring of the market price changes and preparing of activities for appropriate feedback;
o Holding good and continually improvement of relationships with customers;
o Defining of strategy for project and Tender’s participation.
• Product and solution portfolio:
o IP PBX systems for SM and Enterprise markets - Ericsson/LG;
o Microsoft licensing;
o PC’c, laptops - Lenovo;
o Printers, copiers, MFD (multifunctional devices), plotters, cameras - Canon;
o Storages - QNAP;
o Networking solutions - Huawei;
o Networking solutions for SME market - ZyXEL;
o ERP - Microsoft Dynamics NAV;
o Web Architect - In-house solution;
o Microsoft CRM solution;
o Document Management System - SharPoint,
o E-Archive;
o E-Municipality.
• Partnering with:
o Microsoft;
o Canon;
o Ericsson/LG;
o Lenovo;
o QNAP;
o Huawei;
o ZyXEL;o …
Responsible for:
o Creation, preparation and definition of the business and sales strategy of the company;
o Creation, preparation and definition of annual sales budget;
o Responsible for business strategy for Wholesale and Business Key Account sector;
o Responsible for all accounts in Banking and the most important accounts in Wholesale sector;
o General monitoring and management of movements and changes on the telecommunication and IT market;
o Monitoring of the market price changes and preparing of activities for appropriate feedback;
o Holding good and continually improvement of relationships with customers (end users);
o Continually improvement of relationships with wholesale partners;
o Defining of strategy for project and Tender’s participation;
o Approving of orders to foreign and domestic suppliers&partners;
o Preparation and approval of internal documents;
o Preparation of Frame Agreements, Contracts and other external documents;
o Monitoring of implementation of ISO 9001 procedures.
• Service portfolio:
o Leased lines over SDH;
o Lambda 2, 5 G and 10 G;
o Global IP;
o Ethernet L2;
o MPLS VPLS;
o Wholesale VoIP;
o Collocation services;
o Hosting services;
o Local loop / dark fiber;
o Local loop / Ethernet / TDM;
o OTT / IPTV.
• Major achievements:
o 90% of local telecom operators are Telesmart Telekom customers&partners;
o For 1 year overcome the formal issues (with Agency for Electronic Communication) about starting of Wholesale VoIP service. The project is in final phase of implementation;
o In 1 year realized MPLS/VPLS projects for:
Custom administration of Republic of Macedonia with 14 locations;
TTK Banka with 28 locations:
HalkBank with 5 locations.
• Partnering with:
o Deutsche Telekom/Makedonski Telekom;
o Telekom Slovenije;
o VIP;
o Itenos, Interxion;
o DeCIX, VIX, AMSIX, LIX, …;
o Interoute;
o Pantel International;
o PCCW;
o GCN;
o Telia Sonera;
o Optima Telekom (Croatia);
o Odasiljaci Veza (Croatia);
o ….
Responsible for:
o Creation, preparation and definition of the business and sales strategy of the company;
o Creation, preparation and definition of annual sales budget;
o Creation, preparation and definition of OPEX, HR, marketing, legal and other budget;
o Responsible for business strategy for all sectors Finance (mainly Banking), Private, Telecom and Public Sector. The strategy has been built per sector and per customer, taking into consideration all factors and whole business environment;
o Responsible/Account Management for all customers in Banking and Telecom sector and for main accounts in Private sector;
o Managing of HR issues in terms of definition of needs, searching, hiring, contracts, etc;
o Managing of main finance issues, including preparation of monthly Cash Flow report, adjusting of budget forecast, etc;
o Reporting to Group Management for commit, upside and other opportunity projects;
o General monitoring and management of movements and changes on the IT and telecommunication market;
o Holding good and continually improvement of relationships with customers (end users);
o Continually improvement of relationships with partners;
o Defining of strategy for project and Tender’s participation;
o Approval of orders to foreign and domestic suppliers;
o Preparation and approval of internal documents;
o Preparation and approval of Frame Agreements, Contracts and other external documents;
o Monitoring of implementation of ISO 20000 procedures.
• Solution and product portfolio:
FSI - BANKING
o Delivery, installation and maintenance of ATM’s - partner NCR;
o Delivery, installation and maintenance of POS terminals - partner Verifone;
o Terminal Management System (TMS) - Printec In-house solution;
o Delivery, installation and maintenance of TCR’s (Teller Cash Recycler) - partner DeLaRue (Talaris);
o Delivery, installation and maintenance of Financial kiosks, APT’s (Automated Payment Terminal)/Bill Payment Terminals - partner DeLaRue, Printec In-house solution;
o Money safes, bank note sorters, Bank note&coin counters - partner Talaris &DeLaRue
o EMV certification of ATM’s, POS terminals and all unattended payment terminals;
o Financial smart cards - magstripe, Chip-SDA, DDA - partner Oberthur;
o Perso solution - partner Oberthur;
o Loyalty solution - partner Welcome Real Time;
o Cash Management - partner Transoft;
o Fraud Detection System - partner Alaric;
o AML (Anti Money Londering) - partner Tonbeller;
o Managed services - ATM’s, POS terminals, TCR’s, APT’s, Disaster Recovery Center
o ...
TELECOM solutions:
o Traffic Management, Web&Video Optimization - partner Allot&Flash Networks;
o Mobile Backhauling - partner RAD Communications;
o CPE Management - partner Friendly Technologies;
o Customer Communication Management (CCM) - partner iDOCS;
o Mobile Payment - partner Oberthur, Verifone.
INFOSEC solutions for all verticals:
o Intrusion Detection and Prevention System IDS/IPS - partner Radware, Allot;
o Data Leackage Prevention (DLP) - partner Websense;
o Security Information and Event Management (SIEM) - partner ArcSight;
o Web Content filtering - Websense.
• Major achievements:
o The company in 2007 started with 1 account in Banking Sector, in year 2012 the company is present in 9 banks, from total 16;
o The company is preferred partner for POS terminals in UNI Banka, Stopanska Banka, Sparkasse Banka and Centralna Kooperativna Banka. With POS terminals present in Komercijalna Banka, Ziraat Banka and Alpha Banka;
o ATM’s installed for UNI Banka, Stopanska Banka, Centralna Kooperativna Banka, Sparkasse Banka and Capital Banka;
o First project with recycling technology with TCR’s (Teller Cash Recycler) in Republic of Macedonia for ProCredit Banka;
o Printec, in 2008 year, realized one of the most complex projects in IT industry, outsourcing of DRC, for the needs of Alpha Banka;
o Achieving of ISO 20000-1: 2005 certificate in 2010.
Responsible for:
o Defining of the sales strategy in the company;
o Defining and creating of annual, semi and quarterly sales plans;
o Preparing of annual, semi, quarterly, monthly and weekly sales reports;
o General monitoring and management of movements and changes on the IT and telecommunication market;
o Monitoring of the price’s changes of competition companies and preparing of necessary activities for appropriate feedback;
o Continually improvement of relationships with partners;
o Holding good and continually improvement of relationships with customers (end users);
o Defining of strategy for project and Tender’s participation;
o Approving of orders to foreign and domestic suppliers;
o Preparation of bidding forms and other tender documentation;
o Defining of new products and solutions designed for market needs coordinated with suppliers’ product portfolio;
o Preparing of internal documents related with Sales Department;
o Preparation of Frame Agreement, Contracts and other external documents;
o Coordination regarding human resources, especially sales forces and needed technical support.
• Solution and product portfolio
o TDM&IP PBX - Alcatel (OXO&OXE);
o LAN&WAN passive equipment - racks, cables (Cat.5e, Cat.6, Cat.6a, Cat.7), patch panels, patch cords, FO cables (MM&SM), FO patch panels, pigtails, FO adaptors, FO patch cords, FO splice trays, FO enclosures, … - Nexans Cabling Solution, Nexans Interface;
o Kaspersky Antivirus solutions - Internet security;
o IT equipment - IBM.
• Major achievements & projects:
o The revenue of the company is increased for 100% in year 2006 comparing with year 2004 and 2005;
o First Enterprise VoIP solution in Republic of Macedonia for 14 locations/branches of Macedonian Post. Project realized over corporate MPLS IP VPN network with Alcatel OXE (at HQ) & OXO systems (branches). One very important part of the project was Call Center;
o Strategic Frame Agreement as supplier in Makedonski Telekom for Nexans and Alcatel PBX’s (OXE&OXO) products and solution portfolio;
o Implemented first Cat.6a (10 G) LAN Network for MPM (Media Print Macedonia), member of WAZ Media Group (Germany);
o Strong partner network including all strongest system integrators (Pexim/Asseco, Neocom, S&T Macedonia, ECS).
• Partnering with:
o Nexans Cabling Solution;
o Nexans Cablilng;
o Nexans Interface;
o Nexans Power Cables;
o Alcatel - Enterprise Division;
o Kaspersky Lab;
o ….
Responsible for:
o Coordinating activities with Sales Department about requirements of Customer Premises Equipment - CPE that include PBX switches, data equipment (routers; switches) and appropriate software according to customer requirements;
o Organizing and preparation of technical solutions, technical offers and project documentation for CPE according to customers’ needs and requirements. Scope of activities: technical solutions for PBXs, WAN/LAN networking, video surveillance, video broadcast, etc;
o Preparation of bidding forms and other tender documentation;
o Coordinating activities with other organizational unit and giving technical support to the Project Management&Service Delivery Unit;
o Design of new services in order to fulfil special customer requirements;
o Analysing the weaknesses in MT’s telecommunication infrastructure and submitting proposals in order to make appropriate improvements;
o Generating success report about the proposed solutions. Coordination with the Product Development Department to make necessary changes in the price lists according to the intelligence information from the market. Initiate and propose new services (from technical point of view);
o Coordinating the investment plan area with huge project’s technical requirements.
• Solution and product portfolio
Telecommunication services:
o PSTN, ISDN BRI & ISDN PRI access, mainly voice;
o ADSL & HDSL broadband access;
o Internet symmetrical access with HDSL modems;
o Local, National and International leased lines, nx64 kbps, nxE1 up to STM-1;
o WAN solutions - MPLS IP VPN (nx64 kbps up to nx2 Mbps), MetroEthernet (from 10 Mbps up to 1 Gbps), X.25, Frame Relay.
CPE equipment:
o TDM&IP PBX - Panasonic, Siemens (HiPath series), Tenovis (I5&I55), Avaya (IP Office systems), Alcatel (OXO&OXE);
o LAN&WAN Data equipment - switches, routers (Cisco, 3Com, Linksys, …);
o LAN&WAN passive equipment - racks, cables (Cat.5e, Cat.6, Cat.6a, Cat.7), patch panels, patch cords, FO cables (MM&SM), FO patch panels, pigtails, FO adaptors, FO patch cords, FO splice trays, FO enclosures, … - Nexans Cabling Solution, Panduit&Belden, Reichle&De-Massari;
o IT equipment - PC’s, servers, printers-HP, IBM, Dell;
o Video surveillance equipment;
o Video broadcast, etc.
• Major achievements & projects:
o Manage the complete customer negotiations and define customer needs through full design, definition of complete specification of equipment and telecommunication services and supervise implementation of first Enterprise MetroEthernet project with 4 location for MPM (Media Print Macedonia), member of WAZ Media Group (Germany). The project included replacement of Siemens HiPath PBX systems with Avaya IP Office systems enabling VoIP over MetroEthernet network;
o Designing of solution for LAN&WAN solution with installation of complete passive and active equipment with 35 km FO cable aimed for management of conveyor belt (for transport of ferronickel mineral);
o Design of one of most modern Call Center&IVR for NPC (National Payment Card), later rebranded to CaSys (Card System) with Tenovis Integral 55 PBX system;
o Full design of LAN network with 400 points with Fibre to the Desk for metallurgy company Makstil;
o Preparation of 6-7 business case related with implementation of enterprise VoIP solution including VoIP solution (Cisco Call Server&routers, Avaya&Alcatel voice systems with routers);
o Definition of major procedures for Planning and Sales Support Unit regarding ISO 9001 certification.
• Partnering with:
o Cisco&Linksys distributors&partners - Asseco, S&T, Ekonet;
o 3Com partners - Digit Computers, Neocom;
o HP partners - S&T;
o Panasonic distributor - K&K;
o Siemens partner - Promo;
o Alcatel - Enterprise Division&Business Systems partner - Kabtel;
o Avaya partner - Telit;
o Tenovis partner - Telenova;
o Nexans Cabling Solution - Kabtel;
o Panduit&Belden partner - Digit Comuters;
o Reichle&De-Massari partner - ECS
Responsible for:
o Coordinating and supervising activities for purchasing of switching systems and additional equipment in Makedonski Telekom;
o Taking part in working groups for specifying and defining of technical requirements for purchasing of switching systems;
o Coordination with Research and Development Department and Operation and Maintenance Department. Defining of level of utilization of the switching systems and future activities in purchasing of the equipment;
o Being member of team that created Investment budgets for years 1999, 2000 and 2001. The budget includes parts for: Switching Systems, Transmission Systems (SDH, PDH, Satellite system), Copper Networks, Fiber Optic networks (backbone, regional and local), Power Supply systems, etc. I was responsible for switching systems;
o Coordination activities in tendering processes;
o Taking part in negotiations with Vendors, major from technical and also from financial point of view;
o Coordination activities with Forwarding Department about delivery and transport of equipment, with Financial Department about financial obligations of the Contracts and coordination activities with Accounting Department;
o Final acceptance of the systems (public exchanges, remote sites) and other additional equipment on the company level and final acceptance of the systems in coordination with state commission.
• Major achievements & projects:
o Overall technical supervision of technical design and coordination in definition of specification and upgrade of Alcatel TDM public switches E10 in Macedonian towns of Bitola, Prilep, Ohrid, Struga, Skopje City switches Gjorce Petrov, Karpos and Cair with total capacity of 80.000 subscribers and Contract value of 9 mUSD, in year 2000;
o Overall technical supervision of technical design and coordination in definition of specification and upgrade of Siemens TDM public switches EWSD in Macedonian towns of Kumanovo, Stip, Kocani, Strumica, Tetovo and Gostivar with total capacity of 60.000 subscribers and Contract value of 6, 5 mUSD, in year 2000;
o Technical supervision of technical design and coordination in definition of specification and upgrade of Alcatel TDM public switches E10 in Macedonian towns of Prilep, Kicevo and Skopje City switches Cento and Lisice with total capacity of 40.000 subscribers and Contract value of 4 mUSD, in year 1999;
o Technical supervision of technical design and coordination in definition of specification and upgrade of Siemens TDM public switches EWSD in City Skopje, Centar 2 and Kisela Voda with total capacity of 30.000 subscribers and Contract value of 4, 5 mUSD, in year 1998;
o Overall technical supervision of technical design and coordination in definition of specification and upgrade of Siemens public switches EWSD in Macedonian towns of Kavadarci and Gevgelija with total capacity of 20.000 subscribers and Contract value of 2, 5 mUSD, in year 1998.
Responsible for:
o Coordinating and supervising activities between installation staff and administration. Organizing and coordinating of needed prerequisites for installation activities, in such cases installation site activities;
o Final acceptance of installation activities and proposals for corrections. Testing of functionality of the equipment, separately and as a system under Solaris (SunOS). Configuration and setting up of parameters according to customer documentation (customer - Makedonski Telekom);
o Final acceptance of the system (public exchanges, remote sites) in coordination with customer commission staff.
• Major achievements & project:
o Member of a team that has put into service main public switches in Karpos, Cair and Bitola, year 1996, Apr-Aug. Total capacity of 70.000 subscribers;
o Putting into service of 10 remote units in region of Prilep Sep&Oct 1996, total capacity of 15.000 subscribers;
o Project management and supervision (named as Project Manager) of installation of whole equipment and putting into service of main public switches in Debar and Ohrid, end of year 1996 and Q1 year 1997, total capacity of 25.000 subscribers. Both projects were officially finished with signing of Acceptance Report between Alcatel and Makedonski Telekom as customer;
o Member of team in some phase of installation and putting into service of switches Lisice-November 1996, Kicevo-May 1997;
o Installation of remote units of Gjorce Petrov and Kicevo switches. Total capacity of 20.000 subscribers.
ission staff.
1990-1997 Study towards Diploma of Electrical Engineering, Major: Electronics and Telecommunications Subsidiary subjects: Mathematics, English, Computer Programming, Physics. Honour subjects: Telecommunication Networks and Systems, Switching, Microwave Systems, Electromagnetic, Information Theory, Modulation Techniques, Electronics (Linear, Impulse, and Digital), Transmission Networks Graduating Dissertation: Pulse Radar
1986 - 1990 Secondary school USO "Rade Jovcevski - Korcagin" - Skopje Mathematics - Informatics major