Global Strategic Account Management, Coaching and Training

9/2010 – 7/2014

When company merged regions, chosen to lead and existing sales team of 10 sales professionals based throughout the region.

Built teams to manage new and existing relationships in the BENELUX region. Responsible for go-to-market strategy across all industries and product lines applicable to the region.

Situation: Promoted to develop a new organization to develop business in an entirely new region for SPS: including portfolio definition, industry focus, sales tool development and implantation and staff recruitment.
• Team is 130% of annual TCV quota for 2013 as of May 1, 2013 (€13 million)
• Team on track to be 200% of revenue target for 2013

Oracle JD Edwards EnterpriseOne

3/2007 – 7/2009

Director, EMEA Account Manager London, UK
Moody’s Analytics 2007 – 2009

Managed teams managing largest Banking/Insurance relationships in EMEA, 16% revenue growth
Situation: Brought in mid-sales year to lead a team in finding new revenue streams, particularly in the end-to-end Risk Solution created from amalgamated product sets
Demonstrated excellence in employing solution sales methodologies and closing team-based sales to buy/sell side of the financial market, created new revenue of $1.5 million

• Leveraged professional network to find Risk Solutions opportunity (Dutch Bank), extensive board-level experience made possible sale directly to Heads of Risk, Economic Capital, and Purchasing. Led team and negotiation to win of $1 million contract in only seven months
• Continuously adapted account management practices to rapidly penetrate top European accounts; doubling contract with a Belgian Bank within seven months of hire ($1.8 million), increasing revenue by 20% ($600k) with Top Scandinavian Bank, increasing spend of a UK Commercial Bank by over 20% ($750k)
• Exceeded annual quota in 1st year in nine months and achieved 80% of annual quota in Q1 of FY 2009

Oracle Siebel

7/1999 – 2/2007

Global Corporate Account Manager and I&C Corporate Account Manager Frankfurt, Germany
Siemens AG 1999 – 2007

Global Corporate Account Manager 2005 – 2007
Selected and built teams that engaged Siemens’ largest financial industry account globally, transforming transactional sales into multi-year outsourcing business of $350 mil.+
Situation: Due to superior performance in managing accounts for Siemens’ IT units, promoted to Corporate Account Manager for all Siemens business units. Position created to unify client engagement strategy
• Exceeded target by 17% through focused executive engagement ensuring appropriate access to the Siemens Executive Management Board and ground-breaking, consolidated company-wide approach to clients
• Renegotiated and drove continuous optimization in outsourcing operations, improving profit margins (gross profit up to 32% from 21%) while directing sales teams to increase share of wallet
• Directed engagement teams of 30+ people globally in exceeding new revenue Sales Targets every year

I&C Corporate Account Manager 1999 – 2005
Structured and led teams in Siemens’ IT units, revenue growth of $95 mil to $250 mil.
Situation: New IT unit created to address changing technological developments. Promoted into this organization after successfully managing Siemens German accounts in New York. Focus on increasing international sales.
Achieved unprecedented results by constructing coordinated global sales teams, working closely with product development and leading teams in moving the client to multi-year contracts, specifically:
• Recognized as ‘Outstanding Sales Leader’ every year with 120% average annual plan attainment
• Increased international sales by 86% in the first year and by 133% in final year
• Completed a $480 million, 22-month, 5-country, desktop outsourcing engagement
• Exceeded non-domestic Sales Target for FY 2005, €10 million on a sales goal of € 4 million

Account Executive New York, NY USA
Siemens Inc. 1999 – 2007

Generated business with German clients, exceeding targets by 11% over two years
Situation: Hired into the New York Office to manage New York-based German Accounts

Infor COM