Nicky Vandekerkhove Email & Phone Number

Mount Coolum, Qld, Au

Mount Coolum, Qld, Au

Australia

Advisory role to the CEO, globally dispersed and remote first team, and partners in creation of new business and defend/upsell on existing customer base on the large enterprise accounts across emerging technology and management consulting; resulting in securing blue chip customers including: Fortune 100 companies and Specialized UN Agencies.Key achievements and contributions:- Major contributions to commercial content and assisting with the relationship and business improvement processes between Business Partners - Creating business value propositions reducing risk and enhancing selection shortlist positions and POC activities. Assisting in developing pitch, strategic and tactical sales approaches- Advising leadership with: re-positioning the KINSPACE brand and solution offering, pricing and delivery methods- Identification of cross sell & up sell opportunities growing existing customer base in commercial space

Australia

Advising founders who are transitioning from corporate to start up, and founders with teams in growth phase. Key clients include start-ups and scale ups/B2B and B2C across Professional Services, Emerging Technology, Brand Strategy, Retail & Consumer Goods; locally within Australia and globally.Advising on:- Business value and unique differentiators playing key roles to a successful sales approach of their business and their competitive advantage – developing unique, winning value propositions - Identifying healthy business relationships, plan to action and upsell on existing customer base, with focus on achieving goals and staying true to branding of their business to achieve product-market-fit- Securing business partners to build a more competitive business that achieves more holistic/innovative solutions for existing and new potential customers.- Review of sales processes and financial KPI’s, making start-ups more effective and efficient in their daily processes via use of technology and innovation. Review of RFx, pricing and go to market strategy, branding, sales planning and reporting.- Review of pricing models against overall costs and envisioned profit margins, special offers and quoting mechanisms- Sales pitch, handle difficult sales conversations & communicate business value - Alignment of sales strategy and social media communication strategy, productivity and use of website and branding

Sydney, Australia

In joining IBM I focussed on a mix of large enterprise and government organisations delivering better outcomes through leveraging smarter collaboration solutions over the web and mobile – getting them to connect, innovate, and share internally and externally via IBM’s Exceptional Web Experience and Social Business & Unified Communications Software, be it on premise or in the cloud. Advise organisations on social business adoption strategies, bringing thought leadership on industry trends and assist them through business value assessments on unified collaboration and communication initiatives.Awarded for IBM Sales Eminence and IBM’s Hundred Percent Club in 2012. As a Senior Sales Executive over achieved sales targets within the first 18 months by 320% within IBM Social Workforce Solutions and related front office digitization covering diverse industry sectors e.g. State Government, financial services and utilities sector.

Awarded Oracle Fusion Middleware Top Sales Consultant in 2010. Contributed technically as Solution Architect and assisted in Sales tactics leading to successful sales of OFM solutions within large enterprise accounts (commercial and government) in NSW. NBNCo win at their start up - over 2 million AUD$ led to further additional OFM sales in FY11.

Sydney, Australia

Contributed technically as Solution Architect and assisted in Sales strategy leading to successful sales in different industry areas, e.g. in Fin services/ Insurance/BankingInternationally ING Asia Pacific - as Key lead responsible for Identity & Access Management (IAM) positioning/coordination between technical teams and winning RFP working together across regional teams over more than 10 countries in Asia-Pacific - securing the largest IAM deal in this region - multi-million $.Local - Genworth (Access Management and Web Services Security solution for B2B portal applications). QBE (IAM and federated identity management (SAML) for employee and business partner portal/application access. ING Australia (IAM) working closely with specialised partners on sales strategy, POC and Solution Architecture/ High Level Planning for IAM CA Consulting Business Unit.

Brussels, Brussels Capital Region, Belgium

Brussels, Brussels Capital Region, Belgium

Antwerpen, Flanders, Belgium

Bachelor Degree, Business Economics

Additional Postgraduate Management (1988-1989)

Certificate Iv, Entrepreneurship & Small Business Management