Keira Holland

Summary

Highly experienced technology executive with extensive global experience in Enterprise Information Management, from capture to archival storage (360-degree information lifecycle), mostly in sales and business development  roles.  Ideally suited for an international role where network, language skills and industry expertise can be optimally leveraged.

Work History

Work History
Nov 2011 - Present

Managing Director

Frog & Mouse sprl (Belgium)

Short and long-term sales and business development for clients in:

  • Data center optimization ( IoT HW/SaaS SW) 
  • Enterprise storage (archival; unified hyperscale)
  • Digital Marketing (SaaS SW)
Feb 2005 - May 2008

EMEA Business Development Director

DICOM (now Kofax) EMEA (Belgium)
  • Led EMEA BizDev: 7 person team (mixed sales/technical) managing partnerships and strategic (marquee, multi-country and/or high-value) opportunities
  • Senior Management - Contributed to strategy and implementation of 1-3-5 year plans and projects, including:
    • change from local country to regional model
    • Project Management Task Force (EMEA standardization)
    • Solution Sales Team Transformation - Key contributor to new solution sales-based process: "Winning Complex Sales" ; BizDev team led rollout
    • EMEA signatory/contributor to global ISV strategy (annual plan), as well as GTM plans for new solutions
  • Consistently exceeded KPIs
Jul 2003 - May 2005

Business Development Manager

DICOM / Kofax (Belgium)
  • Established Business Development function within Kofax/DICOM, grew to 3 person team.
  • Successfully led initiative to validate market for "new core" solutions
    • Specific solutions included automated payables processing and digital mailroom, both now core to the Kofax portfolio
    • 1183% growth in 1st full year of sales to 1 mil €, driving an additional 4 € mil in pull-through revenue (SW, HW, services & maintenance )
  • Negotiated at senior mgmt level for Carrefour
    • Owned/managed sub-project for custom reports
    • Functional oversight of the project roll-out by professional services
  • Established, managed and grew ISV alliances: BasWare, SAP & Xerox
  • Consistenly exceeded KPI targets
    Sep 2001 - Jul 2003

    International Account & Partner Manager

    DICOM / Kofax (Belgium)
    • Responsible for EMEA solutions enabled through integration with 3rd party custom modules, and associated vendor relationships, e.g., Neurascript, ODT, Abbyy, SWT
      • Subject matter expert, trainer and evangelist for 17 EMEA country sales team, co-sold large deals
    • Co-developed sales enablement content for specific business process-based solutions:
      • Training/sales presentations, case studies, references, brochures, PR, competitive analyses, demos, ROI calculator, pricing, configurator tool, etc.
    • Regular speaker at events and conferences
    • Consistently exceeded KPI targets
    Sep 1999 - Aug 2001

    Pan-European Sales Manager

    OTG Software (now EMC) - Germany
    • Responsible for direct and indirect storage management software sales
    • Developed indirect channel, including 2 key pan-European distributorships (DICOM and ACAL/Headway)
    • Regular speaker, solution respresentative at trade show & events (German and English language)
    • Provided first-level support to partners during non-USA working hours
    • Tripled EMEA turnover in first 18 months ($500,000  --> $1,500,000) 
    • Overachieved comp plan each quarter
    Oct 1998 - Aug 1999

    Northern Europe Channel Sales Manager

    Smart Storage GmbH (now EMC) - Germany

    Responsible for CD-R & DVD-R and RW jukebox based storage management software sales to:

    • Distribution partners (primarily Headway/ACAL and DICOM/Kofax) 
    • Complementary hardware vendors (e.g., NSM, JVC, Pioneer, Plasmon)
    • API Toolkit (OEM) partners including GE Medical for PACS/medical imaging

    Provided back-up  technical support, including licensing.

    Jan 1997 - Sep 1998

    Northern European Sales Manager

    Mitsui Chemicals Europe GmbH (Germany)
    • Responsible for high end (professional market) recordable CD (CD-R) sales to NL, UK and Nordic regions
    • Key accounts included Ingram Micro distribution and OEM partners Sony, Siemens and Philips
    • Acquired and trained distribution partners, provided accurate forecasts, consistently met or exceeded targets
    • Represented product line at trade shows and partner events
    Feb 1996 - Dec 1996

    EMEA Inside Sales & Operations Assistant

    Mitsui Toatsu Chemicals GmbH (Germany)
    • German/English inside pre- and post-sales support for a mixed Japanese-German team
    • Responsible for European CD-R procurement and logistics (liase Japan Head Office, Burlington Air Express outsourced logistics
    • Coordinated the final step of manufacturing into final SKUs using 3rd party provider (approximately 30 unique products, including OEM), including forecasting demand and optimizing allocation of material based on field requirements.

    Education

    Education
    May 1994

    Bachelor of Arts

    Wellesley College, Massachusetts

    graduated magna cum laude (3.7/4.00 GPA)

    Major: Political Science / Minor: English (pre-law trajectory)

    Certifications

    Certifications

    Jan 2006 - Jan 2006

    Sales & Marketing

    DICOM Academy
    Harvard Business School ExecEd module taught by Prof. Das Narayandas
    Jan 2005 - Jan 2005

    Management & Leadership

    DICOM Academy
    Harvard Business School ExecEd module taught by Prof. Boris Groysberg

    Languages

    English: native ♦ German: fluent ♦ French/Dutch: strong ♦ Spanish/Portuguese: basic