Jonas Ostlund Email and Phone Number

Head of Global Sales Operations across the IFS Acquisitions unit leading:- Annual territory & account Planning exercises- Quota setting, and budget allocation processes- Quarterly & Annual Business Reviews- Weekly Forecast Calls, and End Races- Collaboration engagements with marketing to drive cross-sell, and up-sell strategy- Lead integration engagements of acquisitions into IFS systems- Identify, and lead the creation of sales enablement and training content

• Lead weekly forecast calls with each of the regional sales managers and drive ongoing programs with the sales leadership teams to ensure continuous pipeline generation, and development.• Contributing to the development of the company’s corporate strategy and lead strategy development in all aspects of organizational operations to ensure that the company achieves its short and long-term objectives. Translating strategy into actionable goals for performance and growth. • Manage the field operations process to support and develop the sales team’s productivity while proactively identifying and reducing obstacles to implement better measurement and execution.• Lead the field readiness/enablement initiatives that address weakness areas in solution, product and selling skills. Working with field managers, enforce consistent usage of Infor’s methodology while tracking and driving adoption.• Collaborate with marketing to enable sales while managing data to evaluate the effectiveness of our ongoing campaigns.• Develop and continuously monitor progress against the Go-To-Market and growth plans and create the Quarterly and Annual Business Reviews.

• Drive the weekly forecast calls with the Industry, Solutions and OEM management teams, with a key focus on sales team alignments across presales, industry AE, and solutions AE involvements. • Develop yearly, and ad hoc market overviews, covering among others market share , and account penetration along with reviews of the Account Executive participations across our sales organization within the region to review, and enhance the sales team effectiveness in maximizing our resource contribution.• Create and develop the Quarterly Business Review’s, following deep-dive reviews with our regional management teams of their yearly performance, forecasts, and milestone achievements against their strategic objectives for the year.• Develop the Go-To-Market and growth plan for the UAE & Oman region in coordination with the regional sales, marketing, pre-sales and strategy teams; and ensure each of the teams are executing upon the agreed strategic actions during the year.• Lead monthly Demand Generation calls with the Sales Management teams across the UAE & Oman, while driving accountability across the team on the delivery of agreed actions.• Manage the UAE & Oman account allocations, and quota letters for all Industry, Solutions, and Services AE’s.• Provide technical CRM & BI support and training to the local AE’s, and sales management teams as part of their onboarding process.

• Manage the regional sales controlling responsibilities, including budget reviews.• Develop commercial market reviews for MENA Market Directors, CFO, COO, and Country Managers to support go-to-market planning, and budgeting.• Draft and maintain models for forecasts and analyses.• Streamline, and automate recurring reporting requirement by developing a new business intelligence solution to be rolled out across sales leadership team in the MENA region.• Responsible for drafting and analyzing the Sales P&L for SAP MENA.• Advise management on financial decisions, related to campaigns, sales strategies, and cost controls to maximize ROI.

• Develop and enhance monthly balanced scorecards, market share reports, route analyses, and Quarterly and Yearly Business Reviews.• Business lead for a new consolidated Business Intelligence (BI) application replacing 23 legacy BI solutions across Commercial Operations.• Lead for the business requirements gathering, roll-out, and adoption processes across +5,000 users within Emirates for the BI application. Develop training courses and material, and establish a Data Governance Group (DGG) to manage business rules, and requirements, in addition to drive data definition consistency across the organization.• Establish and lead a new cross functional Business Intelligence and Sales Operations analytics team across multiple streams, including the roll-out of our Business Intelligence application, driving business change through automation, and analytical reporting.• Establish and manage business development forums across Global Sales, Commercial Sales, Revenue Optimization and Planning departments, focused on challenged routes and markets, increasing awareness across the organization, and driving cross-departmental efforts on new route and market sales strategies.

• Business Operations & Analytics supporting the senior leadership team of the Collaboration Technology Group (CTG), analyzing product sales and discount trends• Prepared Quarterly and Yearly Business Review’s in addition to Earning Release statements and commentary for the Collaboration product portfolio.• Supported Product Management with business and market intelligence to price and launch new products.• Lead from the CTG analytics team for Telepresence demand planning forecasts. Prepared quarterly and yearly forecast recommendations for Product Management, and Demand Forecast teams, and was actively involved on forecast planning calls.• Set up and led weekly sales calls with business development and sales strategy teams to connect them with account management teams on large and/or strategic opportunities to drive value added selling.• Led the development of a new business analytics tool, tailored to the needs of the Collaboration Senior Leadership team.

• Provided Theater based sales performance analysis for revenue, bookings and margin and monitored pipeline creation and quota attainments for the Regional Directors, Theater Presidents, and Global Management.• Prepared and consolidated weekly theater based sales forecasts for Global Sales and Finance Management.• Prepared recommendations of Quarterly and Yearly quota and territory assignments at the regional and sales rep levels.• Provided sales trending analyses, and prepared scorecards and leadership boards, in addition to Quarterly and Yearly Business Reviews for Regional Directors, SVP's and our Theater President. • Managed and developed tools as Systems Administrator for Salesforce.com (SFDC) CRM and member of the global development team for Oracle Business Intelligence- Provide support and training for Salesforce.com to all departments including Sales for pipeline management and forecasting, Marketing for Campaigns and Leads ROI and KPI reporting; and the Logistics & Operations department for production forecasting • Managed the theaters commission’s allocations process and data for compensation payroll• Developed and managed compensation plans for Account Managers.• Lead for the sales operations integration from Tandberg to Cisco system’s after the acquisition in April 2010 for the America’s theater, and part of the global sales training team for the Cisco on-boarding to the new sales systems and processes.

• Lead for the logistics team within the Americas, each responsible for managing partner accounts.

• Managed partner accounts in the Northeast and Pacific Region’s of the USA by providing pre- through post-sales support.