Head of Sales Benelux
Atos
Total des années d'expérience :26 years, 1 Mois
Working with Government, Telcom, EU institutions to achieve Digital Transformation by building secured solutions including HPC, Business Computing, AI and Cloud platforms.
Covering all verticals and managing complex sales with practices and international experts.
Designing new solutions and campaigns.
Selected as Sales Manager after acquisition of leading media company Frontporch Digital by Oracle. Clients include government organizations and companies such as Al Jazeera, Dubai TV, Jordan TV and Orbit Showtime Network.
New client wins included Dubai TV Studio City, Jordan Independent News Station, the Royal Hashemite Court in Jordan, the UAE Government and others. Plus was building new business in Law Enforcement; storage virtualization middleware and big data with large vendors and providers.
Developed excellent relationships with regional media integrators, vendors, and systems integrators.
Captured 80% of the Digital Media Content storage market in the Middle-East. Typically Vendors have hired Stefan for struggling LOBs (eg. Storage or Systems) and/or for niche Sectors (Defense, Aviation, Education, Health, …)
Channel Management:
- New Product Introductions
- Sales Training
- Demand/Stock Management
Managed new product launches, product marketing, channel training, customer engagement and XLOB collaboration. Clients operated in diverse sectors including transportation, telecoms, education, government, oil & gas, defense and others.
Frequently spoke at Oracle’s Storage CxO Round Tables and third party events organized by IDC and SNIA. Spoke in South Africa, Nigeria, Kenya, Gabon, Morocco, Tunisia and Ivory Coast. Was also a Keynote Speaker at Avaya’s EMEA AFTsummit in Atlantis, Dubai.
- Solution Sales Responsibility for GULF and Saudi Arabia. Product Sales for Middle-East and Africa
- Responsible to create visibility of Oracle Solutions to Partners and Customers.
- Speaker at High visility Corporate, Partner and Customer events. (eg. Oracle Summits, IDC, SNIA, ...)
- Business Development, including building new solutions sets with ISV's
- Wide area of sectors and industries
- Customers: Consultative Engagement, Large deal follow-up and customer engagement.
- Partner Programs: Partner Sales training, Design of Partner incentive programs. (Volume Sales and Value Sales), ISV onboarding, ...
- Covering North Africa, Subsaharan Africa, Middle-East
Led new sales; research, introductions, development and closing. Clients were in Financial Services, Telecoms, Education, Government, Transportation, Security/Defense and Trading.
Significantly improved relationships with all existing system integrators and distributors across the region; provided them with viable portfolios, sales forecasts and incentives. Also, recruited new system integrators.
Recognized as consultative seller who was able to articulate the value of our solutions to the customer.
Business Development Manager/Sales Manager/Product Manager
Enterprise Storage Systems, Dubai
Covering Middle East ( Saudi Arabia, Gulf, Levant, Egypt)
Developed incremental business across the Middle East with clients in Telecoms, FSI and Education. Also handled strategic planning, media, product launches, sales & marketing, and internal / partner sales training.
Devised full training for new college hires (Technology, Market, Competition, Sales, ...)
Successfully introduced new major Storage solutions including sales training, incentives, partner onboarding, sales, forecasting and reporting.
Worked closely with distributors across the region on value and volume promotions.
Liaised with the Channel Division and regional system integrators in the Middle-East and India.
Spoke at major events and contributed to analyst publications (e.g. IDC)
As BDM. Led a team of Solution Sales Representatives and partnered with HP VADs, resellers and system integrators to sell HP Enterprise Information Solutions to large corporations in diverse sectors.
Built relationships with CEO’s, end-users and partners. Dealt with media and spoke at industry events.
Direct Sales in Key Accounts.
After the management buy-out of COMPAREX out of Siemens-BASF Group, was offered Specialized Sales-Key Account Manager role by HP. Sold systems and software including Blade Systems and Virtual Systems to both existing and new clients. Also sold solutions for SAP and Business Intelligence.
Worked closely with the Partner Division and system integrators.
Won business with new customers in Financial Services, Telecommunications, Industry, Government, ...
Primarily sold infrastructure solutions, services and consultancy to major accounts including BT, Belgium’s two largest retail banks, Worldline e-payment (ATOS), Mastercard and DHL.
Managed projects in e-business, infrastructure, systems management and services that involved enterprise application integration and business process re-engineering working closely with partners such as Accenture, IBM, HP, SUN, EMC and BEA Systems.
Successfully developed new partnership with HCL to offer outsourcing and NOC’s to telecoms operators.
Captured Multimillion Euro deals in FSI and Global Transportation. e.g. Total infrastructure sales (software, servers, storage and services).
Thesis: Strategic Human Resources Management in Eastern Europe.
Economic Studies with Language Major.