Kim Ejby Lorentzen Email & Phone Number

Brøndby Municipality, Capital Region Of Denmark, Denmark

Commercial & Technical Presales Expert, providing a great customer experience and driving the project sales of the full Palo Alto Networks product portfolio (Network Security, AI-Driven Security Operations and Code-to-Cloud Platforms) as well as Conscia value-added services by translating technology into great business value, Architecting, designing and sizing compelling Cybersecurity solutions including 3rd party integrations like highly secure, end-to-end Zero Trust solutions, Microsegmentation, SD-WAN, SASE, SSE and much more, that meets and exceeds the customer’s business and security compliance objectives within their budget.* Works as a Trusted Advisor for the customer, anchoring all business and technical objectives during the different phases securing all goals are met so we end up with a succesful project• Actively identify and hunt business and pursue new opportunities within the customer’s organization, end user visits etc.• Actively support the sales team and provide presales support of the full Palo Alto Networks portfolio• Analyze and provide support to deals in the Opportunities Pipeline • Expert skills in RFI, RFP and Tender Responses • Develop relationships with relevant stakeholders, C-level etc• Prepare and deliver technical proposals, presentations and workshops to all levels in the customer's organization where needed• Ensure high knowledge and technical competences on key third-party vendors and technology partners

Copenhagen Area, Denmark

Commercial & Technical Presales Expert, providing a great customer experience and driving the project sales of the full product portfolio's by translating technology into business value, architecting, designing and sizing compelling Networking & Cyber Security solutions including 3rd party integrations like highly secure, end-to-end Zero Trust solutions, Campus & Datacenter, Microsegmentation, SD-WAN, SD-Branch, SASE, SSE and much more, that meets and exceeds the customer’s business and security compliance objectives within their budget* Works as a Trusted Advisor for the customer, anchoring all business and technical objectives during the different phases securing all goals are met so we end up with a succesful project implementation• Drives all phases during the project from the initial customer contact to the customer signoff • Provide presales support of the full HPE Aruba Networking Security First, AI Powered Network Platform as well as the Palo Alto Networks Precision AI Security Platform• Expert skills in RFI, RFP and Tender Responses • Develop relationships with relevant stakeholders, C-level etc• Prepare and deliver technical proposals, presentations and workshops to all levels in the customer's organization• Analyze and provide support to deals in the Opportunities Pipeline where needed• Ensure high knowledge and technical competences on key third-party vendors and technology partners

Copenhagen Area, Denmark

• Develop, market, provide presales support and sell HP Enterprise Group products (Server, Storage, Networking, Software and Services) with a special focus on Converged Infrastructure for the Mid-market and SMB segments.• Develop relationships with relevant stakeholders, nominated Partners, HP and across the internal organization.• Prepare and deliver technical proposals, presentations and workshops of HP Enterprise Solutions to all levels of a client’s organization• Analyze and provide support to deals in the Opportunities Pipeline where needed• Be in close dialogue with a wide range of resellers throughout the whole sales process and provide knowledge, advice, guidance, end user visit/support until opportunity is won• Provide technical knowledge with exceptional levels of support to Azlan’s and Tech Data's resellers• Best Practice sharing with Solutions Architects and Business Development Managers throughout the Tech Data / Azlan EMEA organisation• Ensure continuously high understanding of important regional market factors such as competition, market trends, customer behaviour’s, etc• Ensure high knowledge and technical competences on key third-party vendors and technology partners• Lifting the Business unit's activities in collaboration with colleagues

• Commercially and technically responsible for the overall Solution sales of the Ethernet, Security and Mobility product lines into the SB and SME market places• Account Management responsibility for the largest ZyXEL Solution partners in Denmark• Managing the Danish and Swedish Project Pipeline • Actively identify and hunt business and pursue new opportunities within the customer’s organization, end user visits etc.• Actively support the sales team in the Nordics with solution advices, proposals, technical backup • Serve as the primary technical contact window for Clients, third-party vendors, technology partners and internal project stakeholders• Prepare and deliver technical proposals, presentations and workshops to all levels of a client’s organization• Analyze and provide support to deals in the pipeline where needed• Technical lead in projects, RFP and Tender responses• Project Management role in larger projects – securing resource allocation, milestones, on-time delivery• Coordination of key customer issue handling and escalation into HQ Business Units• Ensure continuously high understanding of important regional market factors such as competition, market trends, customer behaviours, etc• Ensure high knowledge and technical competences on key third-party vendors and technology partners

• Responsible for the overall Product Management of Enterprise Ethernet, Carrier Ethernet and Pro Wireless products in EU• Member of the global Ethernet and Pro Wireless Product Development Teams aligned with senior management to secure on-time product development, go to market strategies, addressing current and future market demands, global marketing initiatives and product introductions, product segmentation into vertical market opportunities. • Lead technical support for MDM / Branches / Partners• Support for branches in projects, RFP, Tender response detail• Project Management support for technical part of a sales process• Owner of feature and roadmap enhancement and collation• Co-ordinator of Key customer CSO escalation and issues into HQ BU• Key driver of the Go-to-Market process aligning and securing consistent marketing messaging of the three product lines throughout the territory• Ensure continuously high understanding of important regional market factors such as competition, market trends, customer behaviours, etc. • Ensure end-to-end product lifecycle management of the products, i.e. positioning, pricing, promotion etc• Ensure high internal and external competence on the products and marketing activities

• Member of the global Ethernet Product Development Team working together with product division top management to secure on-time product development, go to market strategies, addressing current and future market demands, global marketing initiatives and product introductions, product segmentation into vertical market opportunities. • Ensure continuously high understanding for important market factors such as competition, market trends, customer behaviour, etc.• Ensure product management of the products, i.e. positioning, pricing, promotion, logistics, budgeting etc.• Ensure high internal and external competence on the products and marketing activities• Take high responsibility for the planning processes and implementation• Work closely with customer units on development of strategies ZyXEL Global Award: Best performing ZyXEL Ethernet Product Manager Globally 2007. ( Largest global Year over Year Growth and highest end-to-end margin)

Azlan / Tech Data Denmark (World's second largest IT distributor)First three years in Tech Data responsible for the HP Server / HP Storage / HP Network product lines, then 100% dedicated to the ProCurve Networking by HP product line.Responsible for all areas of business: Budgeting, reporting, marketing, sales, technical support, e-commerce, project management, consulting, design, logistics, forecasting. Winner of the HP ProCurve Network Champions League EMEA 2004.Selected as best distributor between 60 distributors in 17 countries by HP ProCurve EMEA, based on the following criteria's:• Largest Gigabit growth based on revenue • Recruitment of new resellers (new business)• Pre- and after sales support and education of resellers• Most creative and best implemented product line marketing• Definition, implementing and promotion of sales programs

Managed the following areas: Internet Business Solutions, Knowledge Management and Enterprise Management (Computer Associates Unicenter TNG). Worked highly focused on adding value and innovation to the customers business. Operated internally as a “translator” between the account managers and the technical consultants, making sure that the projects was well defined, well understood (both customer and internal) and the appropriate technologies was used.Secured a huge CA Unicenter TNG order to a Danish enterprise customer. Was involved in all parts of the sales process.

Tampa/St. Petersburg, Florida Area

Subsidiary located in Clearwater Florida, USAEstablished primarily to increase earnings due to cost price optimization. Negotiated and received credit terms directly with Merisel President (Top 3 distributor in the US at that time). Information flow increases dramatically (This was before the Internet was to any use). Support and Order function to Key Account customers in Denmark with business hours expanded from 8 to 16 hours.

Copenhagen Area, Denmark

Headquarter located in Copenhagen, DenmarkIncreasing turnover and earnings every year. Business Development with the use of newest technologies to optimize the company, both in terms of keeping the operation expenses down, and to be as competitive as possible in the mail order market, with regards to marketing, price and service. Specialized concept with high focus on solution selling. Very high customer satisfaction. Negotiated and won Framework Agreement with Denmarks largest company (Maersk Olie & Gas owned by the A.P.Moller Group). 11 Employees.

Copenhagen

Turned “Perform or Close” store into the company’s most successful in 3 months. Techniques used: Re-decorating of store, focus on products with high earnings, always be better than the competition, highly service oriented.

Copenhagen

Commercial education, becoming a talented sales representative.Very tough "old school" manager that taught me a lot about working hard, working smart, have a high customer service level, customer is king. How to benefit from having an in-depth technical knowledge that can be used to built a high trust level towards the customer thus helping closing the sales.

Expert, Aruba Certified Design Expert V8 (Acdx # 1089), Expert

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Master, Hewlett Packard Enterprise Master Accredited Solutions Expert - Flexnetwork Solutions V2, Master

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