Heiko Oberman

Heiko Oberman

Work History

Work History

Sales Director EMEA


Responsible for new business development in Europe, Middle East and Africafor ARI’s software solutions and services.

Targeting Global outdoor power and power sports companies, such as Volvo, BMW, Ducati, Wolf Garten.

Sales target: $ 750,000

· Closed multi-year agreements;

· Developed a new European Sales Channel marketing strategy for the dealer sales group.

Aug 2005 - Feb 2007

Sales Director, Europe

Kenexa BrassRing

Responsible for new business development in Europe for BrassRing’s HR eRecruitment software and professional services, incl. Recruitment Process Outsourcing (RPO)

Targeting Global-1000 companies, such as Volvo, Philips, Novo Nordisk, Robert Bosch.

Sales target: $1,200,000

Working with a small local team implementing BrassRing’s ASP platform (“Software as a Service’) into prospects’ ERPplatform.


· Closed multi-year ASP services contracts with LogicaCMG Worldwide and with Novo Nordisk ( total value exceeding $2,000,000)

· Developed and implemented the European Sales Channel marketing strategy incl. New Business lead generation

Mar 2002 - Jul 2005



General management and Sales management responsibility of start-up US subsidiaries on behalf of European parentcompanies of ICT solutions. Customers include CTS North America, Inc. SeacBanche USA and Ortec International Inc.

Both CTS and Seac Banche are emerging high tech hardware manufacturing companies with a niche solution (image-scanning) for the financial institutions. Ortec International is a midsized software solutions company specialized in logisticsolutions.

Grew sales from start-up to $2,000,000 within 2 years.

Responsibilities at New World Ventures included: Set-up of legal entities of our customers in the US; VC financing; coordination of product management and production specifically for US market; recruitment of sales team; implementing Technical support team for the US; Marketing and Product Management. Account management of City Bank; Bank of America; Wells Fargo, and other leading US banks.


· Accomplished break-even within first 12 months.

· Signed-up 20+ strategic US partners (resellers) focussing on the financial markets.

· Developed and implemented the US Sales Channel marketing strategy incl. New Business lead generation

· Implemented Technical support team for the US.

Dec 2000 - Apr 2002

Sales Director, Benelux

Syntellect, Inc

Set-up efficient sales entity for the Benelux region within 4 months. Developed the sales strategy for the Benelux region

Established strategic partnership with Logica CMG, Accenture and other key Voice Response integrators. Pro-actively identified new business opportunities within both direct and indirect channels for speech enabled Voice Portal applications.

Developed and implemented the Benelux Sales Channel marketing strategy.

Mar 1996 - Dec 2000

Global Commercial Manager

AT&T / British Telecom

As Commercial Product Manager responsible for introducing new Concert Communication services to the European markets. Revenue grew from $400,000 to $22,500,000 in 2000.

In charge of set-up and execution of European marketing plans, sales support activities and portfolio strategies for BT’s partners in Europe. Focus on Concert Managed Data Services.

Sep 1985 - Mar 1996

Sales Manager


IBM Global Network, January 1994 – March 1996

Globally r esponsible for developing market strategies for network centric applications as well as Business Process Outsourcing (BPO). Global account management responsibilities for $ 1,000,000-plus BPO contracts for companies such as Johnson&Johnson.

IBM Account Sales Manager, May 1991 – January 1994

Responsible for 15 key accounts with a turnover of US$5 million. Average of 125% sales results. Managed account teams as well as several Business Process Outsourcing project groups. International responsibility for negotiations of terms and conditions. Global accounts included Interbrew (now InBev), Johnson&Johnson, and Mattel.

Organised and led the 1993 IBM Business trip to the U.S.A. Won President’s Award in 1993

IBM Marketing Program Manager, January 1990 – May 1991

Developed and implemented direct marketing campaigns. Organised successful road shows, seminars and conferences across Europe in several markets.

IBM Sales Representative, September 1985 – January 1990

Covered a territory in the south of The Netherlands responsible for 40 mid-range accounts. Coordinated account strategies with agents and dealers. Established a good track record of relationship building, with internal and external partners.

Qualified for 100% Club and won award for achieving performance of over 145% of target.


Aug 1982 - Mar 1985

Master of Arts

University of Wisconsin – Madison

Master of Arts degree, specializing in International Business and Advertising.

Organiser in the International Business Students Association

Jul 1981 - Jun 1982


University of Florida

Bachelor’s Degree in International Communication.

President of the International Communications Club

Aug 1975 - May 1979


HEAO Rotterdam Business School

Bachelors Degree in Business Administration. Won the annual Lintas Advertising Award for thesis on “Children in


Board Member of HEAO Student Union.





International sales leader specialized in high value IT services/solutions. Track record of managing complex, high tech, high value projects for a worldwide clientele. Industry segments: - computer hardware, - software, - services, incl. outsourcing (e.g. RPO) International background with fluency in English, German, Dutch. Good communication skills in French.



Soccer, tennis, bicycling, golf



Achieved National Wine Certificate: Master in Wine Tasting.

Achieved recognition as Fund raiser for the Multiple Sclerosis Association.


Dec 2005 - Dec 2005

Supply Chain Management (ISCM)

MIT Sloan School of Management
Aug 1979 - Dec 1980


Netherlands Marketing Institute