(Interim) Change & Commercial Management | Agile | Coaching | Systemic Work

Responsible for the Management, Strategy and Execution of Sales and Account Management activities within EMEA. In addition overseeing the overall (people) management and decisions relevant to the EMEA Team and office for the Partner Success & other (Technical) Teams.

In my role as Breadth Manager I was both sales & people responsible for our team of 10 Partner Development Managers for the EMEA region that support our 30k partners globally in positioning our product portfolio.

In my core job as Benelux Channel Manager, I focused on Recruitment, Growth, and Coaching of local Solution Partners who had a strategic role in supporting Atlassians growth in the Enterprise space.Developing the Benelux region with >40% YoY growth for over 3 consecutive years required a non-traditional hands-on approach in helping Solution Partners grow along with Atlassian and scale up rapidly.

The Atlassian Foundation was created with the vision of helping make the world a better place. As a company, we contribute 1% of annual profits, 1% of employee time, and 1% of company equity to the Foundation. In my role as the Foundation Lead for the EMEA region we focus on the execution of our Global Goals based on the following 3 pillars;Educate - From an education perspective I built external relationships/sponsorships to mentor those in need such as Hack Your Future, Scapino, SKC, Refugee Startforce, Google Comp Sci Kids ProgramEnlist - With ongoing the highest performing region in terms of Giving Back through our $ a Day program which benefits the Room to Read program, primarily in Cambodia.Energize - Best performing region with over 75% engagement of staff in all sorts of activities throughout the year such as Cooking for the Homeless, Stichting Jarige Job, Taking elderly to the Zoo.

Loyalty Advocacy is Atlassian's way to manage the maintenance renewals on its products. With a diverse team representing a variety of cultures, language skills and backgrounds we pushed for unseen renewal rates and upsell.Throughout this maternity cover, my focus was on the people and their individual development. Provocatively coaching them to become the best version of themselves and drive a sales mindset, both direct and indirect leveraging our Channel Partners.

Maternity cover for the Nordics and Baltics region. A region similarly sized as the Benelux yet with different cultural dynamics and an early adaptor mindset.

Tradeshift is all about transforming the way B2B financial or Purchase to Pay transactions are handled. Moving from digitalisation of invoices at Kofax to a Fin-tech startup where I was responsible for making an impact in the Benelux & Nordics region. Apart from driving Sales at Strategic Accounts, this role involved building new external partnerships to create more awareness around our offering as well as representing Tradeshift at tradeshows.

Returning to Kofax where I built on my previous successes. Repaired damaged relationships with its Business Partners, and support great global wins within key enterprise accounts. Products added to the Portfolio meant moving from solely Mailroom automation to overall process automation and even robotics. Overachieving set targets yet again and winning the Quota Masters Club to show for it.

OnGuard, at that moment, was the Credit Management Specialist in Europe. Shortening our clients’ order to cash cycle made them more effective and profitable.I was responsible for one of their internationally operating sales teams which meant we focussed on (Local) Government, Media & Telecommunications companies as well as Professional & Financial Services companies throughout the EMEA Market.

Sales Account Manager responsible for a set of accounts and Partners within the Large & Medium Enterprise sector comprising of companies that have 750 to 4000 seats. Set in an Indirect Model using 60+ partners (value- add as well as fulfillment) and direct touch at customers to secure timely business. Main focus on generating new business via leads, cold calling & marketing campaigns.

Strategically moving to a smaller company that back then was transforming from a hardware distribution company to an actual software company. I was able to guide them through that change by rebuilding their Dutch ecosystem of Business Partners and jointly drove growth within the Enterprise Market.Positioning and selling Digitalisation solutions was the ultimate goal in leveraging Optical Character Recognition (OCR) technology that Kofax was known for. Whether it was creating a paperless stream for invoice management or completely transforming an overall mailroom.I successfully positioned these changes in the Public, Industry and Transport & Logistics sector which led to great strategic wins and overachieving set targets.

Being part of the IBM Top Talent program meant I got to experience all aspects of the organisation in a short period of time. Selling high-end services in a software sales environment is what brought me to this role.This role entailed selling and engaging with clients cross-sector on IBM’s Consultancy, Education and Premium Support offerings. Being the Team Lead of a team of 5 Salespeople and a Sales Trainee meant I got to focus on sales whilst coaching others to grow within their role.With a quota of around €7 mln per annum, we had a strong team and ditto execution in terms of delivery. Working closely with SalesOps on spotting other opportunities for us to work on driving unseen growth.

As a result of being a highly effective and successful Team Lead for the Bid Management unit, I was asked to become part of the System x Sales Team. Leading various clients (eg. ABN Amro, ASML, ING, Philips, Rabobank, Shell) through their customer journey meant I learned a lot about how to bring all (channel) partners together and drive higher growth and quicker turnaround. Being my first quota carrying job (+- €16 mln per annum) I learned quickly the idea of overachieving targets which I did successfully and got me to join the IBM 100% Club twice.

The DealHub, as it was called, was set up to centralise all sales supporting tasks for the hardware division unit. My task was to lead a team of professionals to guide them in the best possible way to support all bid-related documents (RfI, RfP, RfQ) as well support the high volume of special bids that was requested on a day-to-day basis for the Intel/AMD based hardware products called System x.The indirect sales model created my passion for the channel. Interacting with both Business Partners, Distributors and end users showed the complexity of this business and the necessity to drive long-lasting relationships in the industry.

Being hired to bring British Telecom (BT) Bid Management experience to this BT and Dutch National Railways (NS) joint-venture. Even though the business proposition was different, we focused on responding to all tender (RfI, RfP, RfQ, Proactive proposals and contract renewals) in the same professional manner.Bringing value to the team by introducing items such as; boilerplate text, bid register, Target Account Selling (TAS) principles, Legal Quick Scans, and many more things made it possible to bring this to the next level prior to the acquisition by KPN.

In my role as Resource Management Manager, I was able to bring key information in a centralised and organised manner to the entire organisation. Setting up the Central Match Process meant having an actual overview of demand and supply of labor within the IBM organisation. This made it possible to cross match >500 people and generate an overall saving of over €1,9m in 2004 alone.In addition, by levering local PR & Comms teams, we were able to create a so-called “Vacancy of the Week”. By putting a difficult to fulfill vacancy in the spotlight meant driving quicker turn around in fulfilling them.

What started as a job placement was where my real passion for sales ignited. Within a mature team of 9 Bid Managers, I was able to solely lead large bids from the get-go. Guiding senior account teams through their bid journey in a proactive, engaged and focused manner meant we seized opportunities up to £300m within the UK financial sector (i.e. Barclays, Lloyds TSB, Visa International, ING).Adding my personal touch to both client and internal teams resulted in high win rates and ditto customer care ratings.