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Product & business manager

Work Experience

Professional experience

Company: SUN Microsystems (after the StorageTek acquisition)

02/2005 – 08/2009: Business Manager Storage Solutions, Northern Europe & Russia

Driving the Disk (HW focus) and Solutions (software focus) business. Managing pipeline, forecast, recovery plans. Revenue targets over 100M USD. Ensuring implementation of sales and marketing campaigns, participating in large tenders, customer visits, OEM relations, defining route-to-market (field enablement on positioning and competition, promotions, solution campaigns, incentives).
Achievements:
- I made the region number 1 in storage management software solutions.
- For disk solutions I have put the region in the top 4 worldwide.
- Defined 2 successful programs for volume products that made Northern Europe the number 1 in Europe.

Company: StorageTek

04/2004 – 02/2005: Director Product Marketing, EAME

Leading the European product marketing and sales support organization with the focus on Sales tools & content development. Developing several product-positioning strategies within the Solutions (ILMS) portfolio for corporate HQ.
Achievements:
- Changed and defined the virtual tape strategy for Europe which enabled the sales force to keep the competition out at our large accounts in Europe, and so protecting several ten’s of millions of revenue.
- Set up a professional services competence center on an international level.
- Led successfully several international tenders, e.g. I won an important tender in Finland (a large service provider). Loosing the deal would have closed the StorageTek office in Finland.

06/2000 – 03/2004: Pre-sales manager, BeLux

Started as Technical Account Manager at several Large Accounts (Belgacom, Dexia) in which winning of large Enterprise tenders and establishing relationships on a long-term base were important. I have lead multi-million deals and have won all large tenders except one. After two years I promoted to pre-sales manager. Leading a team of 8 pre-sales people and 4 PS people.
Achievement: I setup the framework for project and bid management to save time and increase quality.

Company: KBC Bank

1996 – 2000: Storage Manager in the Data Center, Belgium

After one year of support to the Dealing room applications I got a promotion as manager of the Storage Management department Open Systems, leading 6 system engineers. The job was highly project based with strong technical expertise needed. Setup of this group from scratch.
Some key projects in which I took the lead, focus was on cost savings and better efficiency:
- Project “Storage Consolidation and Optimization” in the Data center, also during the merger KB/Cera.
- Project 'New Dealing Room for KBC' in which I supervised the storage solutions part. I managed to reduce the initial cost by 20%
- Project ‘Reorganization of first and second line support for Storage in which I lead the reorganization of the helpdesk (1st and 2nd line). Results were better service levels to the business, integration of the helpdesk of both companies, integration in change and risk management procedures

Education

Bachelor mathematics at K.U.Leuven University (1984)
Master in marketing management at VLEKHO (2004)
Several courses on Prince2, ITIL, Consultative selling, Advanced solutions selling, Crucial Conversations

Skills

Sales en product marketing, business management, operations en services management, pre-sales management

Languages

English, French, Dutch

Other

- Make things happen – Lead by example
- Work experience both as a customer and a vendor
- Analytical - Committed - Convincing
- Strong negotiation and listening skills

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