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Work experience

Apr 2010Present

Nuance Communications

2011-2012    Regional Manager Eastern Mediterranean                                   

2010-2011    Country Manager Turkey         

  • In 20 countries, managed Medical, Imaging, Contact Center, and Embedded/Mobile lines of business
  • Sold first large deals in the region in banks, telcos, and government
  • Launched 6 new strategic partnerships
  • Managed integration of 4 acquisitions and mergers in the region
  • Opened new markets in 5 countries
  • Launched retail products for first time in the region
Sep 1996Apr 2010

Genesys Telecom Labs

2007-2010    Country Manager Turkey

2006-2007    Key Account Business Development Manager

2000-2006    Senior Sales Engineer

1998-2000    Senior Consultant

1997-1998    Consultant

1996-1997    Field Operations Technician

  • Awarded Sales Performer of the Year award 2009
  • Awarded Sales Engineer of the Year award twice.
  • Achieved President’s Club award 9 out of 10 years for exceeding sales targets.
  • Successfully worked with more than 100 contact centers around the world to achieve sales and technical development goals.
19941996

Teletech Teleservices

1994-1996    CTI/Unix Administrator                    

1994               Help Desk Technician              

Rose quickly from the role of a help desk technician to an Unix Administrator, programmer, and contact center applications expert within the R&D group

Education

Fort Lewis College

Portfolio

Overview

“The complete package” in solution sales for software companies entering emerging markets.

From my 12 years of experience in sales, both as an account manager and as a presale engineer,  I am able to understand the full end to end sales process and provide value where needed. Whether it be in choosing partners, tracking down the executive sponsors and decision makers, preparing sales forecasts, answering RFP’s, or preparing in depth proposals and ROI models, I am comfortable in a wide range of roles.

Because of my engineering and technical consulting origins and 18 years of experience in software companies, I am able to understand your products in depth. I will be able to present, demonstrate, and use them proficiently. I understand the foundations and underpinnings of complex software products and can explain them in non-technical language. These skills also allow me to accurately feed customer requirements back into the product development cycle. My technical consulting history allows for a deep knowledge of what makes a successful project.

My 12 years of experience bringing enterprise software products to Central/Eastern Europe, the Middle East, and Africa gives me a strong professional network of thousands of key people in customers and partners in the region. My in depth account management experience in more than 20 countries in the region gives me a unique perspective on the differences between markets, and the ability to define a successful strategy for entry into them.

Because of experience owning and investing in small businesses and starting up new sales regions for large organizations, I am able to create compelling and accurate market maps, P&L projections, and business models.

Representative Clients

Banking:

  • HSBC, Russia
  • Yapi Kredi, Turkey
  • ABSA, South Africa
  • Isbank, Turkey
  • Telecom:

  • Vodafone ZA, TR, EG, GR, RO
  • Polkomtel, Poland
  • Turkcell, Turkey
  • Kazakh Telecom, Kazakhstan
  • Government / Utility:

  • SARS, South Africa
  • Idgas, Turkey
  • World Blind Union Africa
  • ISKI, Turkey
  • Interests

  • Skiing
  • Mountain Biking
  • Swimming
  • Bass Guitar
  • Keyboard
  • Travel
  • Motorsport
  • Languages

    English:   Fluent

    Czech:     Intermediate

    Spanish:  Intermediate

    Russian:  Familiar

    Achievement Highlights

    As Regional Manager Eastern Mediterranean for Nuance

    (2011-2012)

    Managed integration of 4 major acquisitions and expanded into new markets in 20 countries

    • Sold first deployment of voice biometrics in the banking sector in the region
    • Established 6 more new partnerships including the first partnerships in Egypt and the Balkans, and new imaging and retail partnerships in Greece and the Gulf
    • Integrated 4 new acquisitions in the speech, imaging, and biometrics spaces
    • Completed strategic account selling course
    • Consolidated more than 10 new partners added during the acquisitions into the existing region and channel strategy and trimmed down organizational and channel duplication and underperformers.
    • Sold largest imaging deal ever in the Middle East

    As Country Manager of Turkey for Nuance

     (2010-2011)

    Established new lines of business and partnerships as first dedicated employee for this region

    • Took first $1m project in the region from pilot to final sale
    • Doubled size of existing customers’ deployments
    • Launched retail products onto Turkish market into all major online and brick and mortar stores
    • Established 3 new distributors in the region

    As Country Manager of Turkey for Genesys

    (2007-2010)

    Earned repeated commendations for leadership and consistently exceeded targets.

    • Won Sales Performer of the Year Award 2009
    • Built business from $1M in 2007 to $1.8M in 2008 to $2.3M in 2009, averaging 54% growth per year. The Turkish economy was in a recession of between 5 and 15% from q4 2008 until q1 2010.
    • Managed a $2M+ portfolio of accounts in Turkey and led all forecasting, market analytics and partner training/development programs.
    • Built the Genesys Voice Portal business from 0 to 8 customers in only 2 years, including 4 of the 5 largest banks in Turkey. Over 2500 ports sold.
    • Converted the first customer from traditional Avaya and Cisco PBXes to a Genesys soft PBX (Genesys’ largest banking soft switch reference accounts in the world), after it had been lost to Cisco in 2007.
    • Sold the first 2 Genesys Video IVR systems into the banking industry anywhere in the world.
    • More than tripled revenue from 2 existing but discouraged partners.
    • More than doubled the amount of trained engineers and salespeople at partners in the region.
    • Completed multiple targeted account selling and strategic selling courses
    • Demonstrated strong crisis management skills in preventing the threatened loss of $2M+ of business from 2 of the 4 largest banks due to lack of funding and focus prior to my assignment.
    • Took immediate, decisive steps that repaired damaged relationships, rebuilt trust and cemented loyal customer partnerships that have continued to the present day.

    As Key Accounts Business Development Manager for Genesys

    (2006-2007)

    As a transition to a dedicated account management role, started to take the lead in account management and business development in large accounts in the region.

    • Helped to grow business in strategic large named accounts in the region through in depth on-site workshops, trainings, and consulting.
    • Helped to increase revenues in the region by 50% during this period, from $25M to $37M.

    As Senior Sales Engineer for Genesys

    (2000-2006)

    As most senior SE, had lead responsibility for the majority of demos, sales presentations, partner trainings, and marketing event presentations in a region containing 30 countries.

    • Won Sales Engineer of the Year Award twice.
    • Achieved targets every year and helped to grow revenues from $3M to $25M during this time.
    • Took the lead on defining product sales strategy for all products in ECEMEA.
    • Helped to answer the majority of requests for proposals to prospective new clients.
    • Sized and architected more than 30 contact centers from end to end, including all hardware, software, and database.
    • Won Best Presenter award out of all SE’s at Demo2Win Training 2005.

    Objective

    I would like to join a company who wants help to successfully bring their software products to emerging markets in EMEA and who is ready to define and implement a go to market strategy from the ground up, if needed, to do so.

    Value Offered

    • Eighteen years of experience in enterprise software organizations on both technical and sales sides
    • Twelve years of experience in international sales roles
    • Have exceeded sales targets 10 of last 12 years
    • Helped to grow regional revenues more than 2000% in last 12 years
    • Specialized skills in voice, speech, contact center, imaging, biometrics, medical, and self-service technologies both on sales and technical ends
    • Strong  knowledge of local cultures and go to market strategies in many regions in Eastern Europe, Middle East, Africa, North and South America
    • Highly effective relationship builder, channel developer, negotiator and sales strategist. 

    Skills

    Sales (Expert)

    12 Years Experience 

    (Currently In Use)
  • Complex Negotiations & Sales Cycles
  • Business & Partner Development
  • Forecasting & Market Analytics
  • Sales Engineering and Support
  • Territory Startup & Turnaround
  • Enterprise Software Expert
  • Key Account Management
  • Management of Multimillion Dollar Pipelines
  • P&L
  •                                                                               Software (Rockstar) 18 Years Experience (Currently in use)

    Able to present, demonstrate, explain, and sell the following technologies, quick to skill up in new tech.

  • CRM�
  • Speech Recognition
  • �Training Management
  • Callback
  • OCR
  • Voice Biometrics
  • �Salesforce Automation
  • SaaS and Cloud
  • Business Intelligence
  • Text to Speech
  • Videoconferencing
  • Unified Communication
  • Video Contact Center
  • Voice Recording
  • Data Mining
  • Quality Monitoring
  • Computer Telephony
  • SIP PBX / Softswitch
  • Voice Portal / IVR 
  • Workflow / BPM
  • Proactive Notification
  • Speaker Analytics
  • TDM PBX/ACD
  • Knowledge Management
  • Web Self Service
  • Database
    International Business (Rockstar) 16 Years Experience (Currently in use)

    Have traveled extensively throughout the globe during the past 16 years, conducting business in:

  • Turkey
  • Slovakia
  • Peru
  • South Africa
  • Czech Republic
  • Japan
  • Kazakhstan
  • Ethiopia
  • Cyprus
  • UAE
  • Egypt
  • Germany
  • Brazil
  • Russia
  • Hungary
  • Macedonia
  • Greece
  • Israel
  • Ukraine
  • Serbia
  • Romania
  • Lebanon
  • References

    References available upon request for all customers, partners, and managers listed.