Michalis Nearchou Email & Phone Number

Nicosia, Cy

Eastern Central Europe, Cis, Central Asia, Turkey, Middle East, And Africa

Leading Oracle HCM SaaS Business Development and Strategy for East Central Europe, CIS, Central Asia, Middle East, and Africa into the Oracle Transformation to Cloud / SaaS organisation.Among the pioneers in the region on SaaS and Digital Transformation acting as a Change Agent in the Oracle Transformation to Cloud Company.- Develop the Business Plan, Go-To-Market Strategy, Sales Plays, outlining business case, revenue potential, training programs, marketing programs, revenue objectives and sales generation activities.- Monitor progress towards achieving the objectives and policies and undertaking corrective actions.- Present and work with CxOs and manage Objection Handling-Providing C-level sponsorship to field sales- Track tier-1 sales activities in the sales pipeline, conducting regular pipeline reviews with field sales .- Work closely with Oracle, partner Sales Management, and Field Sales personnel to fast track and optimize engagement between the sales forces.- Collaborate closely with Product Development, Field Sales, Alliances and Channels, and Marketing teams to develop the necessary packaging and collateral to effectively support the sales efforts and deliver sales training for sales field teams.- Evangelise value Digital Transformation to Customers, Oracle sales and Sales Consulting force, and Partners.- Extensive travelling across CEE, CIS, Saudi, Levant & North Africa regions for business development and driving key opportunity opportunities-Engaged and driver in top multimillion ARR deals. - Keynote speaker in third party and Oracle conferences

Moscow, Moscow City, Russia

For a Fiscal year, I was the interim Sales Director for Oracle Russia Business Applications managing the entire Russia applications sales team ( first line managers and Sales reps). Responsible for the country's Business Applications sales target (SaaS and OnPrem) - Achieved three digit SaaS growth and over achieved Sales budget, pipeline growth, hiring, etc.

Ecemea

• Leading the SaaS partner recruitment, enablement, and demand generation activities in EECIS• Coordinate the NNA program on behalf of the ECEMEA A&C • Deep understanding of the Oracle SaaS and On-premise offerings• Proactively prospect, identify and prioritize potential strategic partners.• Leading the Fusion Apps and SaaS initiatives within A&C Apps Easter Central Europe Middle East and Africa (ECEMEA) team• Assess the long term viability and potential success of each partnership before making meaningful investments in every potential partner.• Develop business plan for each major partnership, outlining business case, revenue potential, training programs, marketing programs, revenue objectives and sales generation activities.• Track tier-1 partner sales activities in the sales pipeline, conducting regular pipeline reviews partner sales personnel.• Work with Oracle & partner Sales Management and Field Sales personnel to fast track and optimize engagement between the sales forces.• Collaborate with product development, Sales, and marketing teams to develop the necessary packaging and collateral to effectively support the partners’ sales efforts and deliver sales training for partner sales field teams.• Evangelize value of partnership within Oracle and throughout Partner organization.• Facilitate regular account targeting meetings as well as specific account strategy calls in early stages of a sales cycle.• Provide accurate forecasting/pipeline information to management coupled with tight management of key performance metrics.

Cyprus

• Experience of selling into CxO level• Winning new Oracle Technology license sales revenue in a number of dedicated accounts within the Public and Semi-Public Sector• Managing Technology revenue growth• Developing strategy plan to address the designated TABD sector• Developing profiles of targeted accounts within the TABD sector• Defining appropriate Enterprise Sales Industry Value Propositions• Establish and maintain contractual agreements between Oracle and the Customers• Driving the implementation of sales and marketing campaigns• Marshalling internal and Partner resources to conduct campaigns• Identifying and working with the appropriate people in Oracle and the Customer• Working with, and influencing the activities of Oracle Partners as appropriate• Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the customers.• Maintaining an awareness of Oracle's current and future application/technology products and services• Maintaining an understanding of competitive activity relevant to industry/Sector• Coordinate with other Line of Business (LOB) efforts and presales• Generate and manage bids teams• Attended PS, Telco, and Utilities forums.• Signed multimillion SW License contracts. Key customers: Cyprus Government, Cyprus Telecommunications Authority (CYTA), Electricity Authority of Cyprus (EAC), Health Insurance Organization (HIO), Cyprus Airways, University of Cyprus, Cyprus University of Technology, Cyprus Tourism Organization, and others.

Cyprus And Greece

Leading the IBM GBS Presales cycle from opportunity identification to solution design and contracting. Acting as Business Development leader, Solution Designer, Architect, and commercial leader.Sample Projects leaded this period• University of Cyprus e-University IT Strategy: Member of the Consulting team that drafted the University of Cyprus eUniversity Strategy and Roadmap. Tools applied :Porter’s Strategic Tools, Strategic Information Architecture, Value Chain, SWOT, CSFs, ROI, Information Systems Lifecycle, Risk Management, etc• Ministry of Education Computerization Strategy. Member of the Consulting team engaged for drafting the strategy towards to a School Management System. • Cyprus Hospitals Computerization System (tens of millions USDs): Lead Applications Architect. Integrated solution consisting of System Integration of SAP ERP, Siemens Medico//s, Technidata TDLab, IBM Middleware, Oracle DB, RAC. Carried also the Infrastructure design (HA, DR, etc ) based on IBM pSeries HW.• Cyprus Postal Offices: Designed the SAP ERP solution implemented for the Cyprus Postal Offices. (Applications, modules, and infrastructure design) • Ministry of Education: Project Manager of the MoEd Educational Digital Content development • Cyprus University of Technology: Designed the SAP ERP Solution implemented for the Cyprus University of Technology. (Applications, modules, and infrastructure design)

SAP BW, ABAP programming, leading the IBM Cyprus ABAP programmers team

Patras, Western Greece, Greece

Mba, Strategic Management

Acquired as a part of the IBM Executive MBA program.

Phd - Not Acquired, See Note Below, Computer Science

Michalis was awarded a full tuition scholarship and a Research Assistanship scholarship for PhD studies at the University of Maryland.

Msc, Advanced Computer Science, 9.3/10 Excellent

Meng, Computer Engineering & Informatics, 8.21/10