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Director/Manager Professional Services

Director/Manager Professional Services

Work Experience

SAS Institute, Professional Services Division, 2002-today, Director Professional Services
SAS is the largest independent software vendor and market leader in business analytics software. Within the Dutch subsidiary as management team member responsible for Professional Services including consulting, education and technical support. Major achievements:
· Realign services organization to support software sales and to grow software revenue by defining and implementing a new services strategy (“Perform an Expert Role”). The “Expert Role” strategy has been executed around 5 key initiatives:
1. Re-Align Skills & Competencies
2. Collaboration Sales & PSD
3. Revenue Growth, Margin & Profitability
4. Customer Care & Referenceability
5. Partnering
· Lead transition from a time hire consulting practice to an expert, project driven organization;
· Total services revenue growth of 15% and margin doubled;
· Restructured education
Turn around from an 18% negative margin in FY2002 to a positive 26% margin in FY2004.

Oracle Netherlands, Education, 1999-2002, Sales Manager
Oracle Education is responsible for selling and delivering complete training covering Oracle's total family of products and related areas. Specific responsibilities:
· Responsible to lead the country education sales team
· Achieved a margin growth from 26% in FY00 to 48% in FY01 and 37% in FY02, with corresponding revenues of €13.682k, €13.105k and €10.967 respectively. Restructured the sales organization with a sales headcount reduction from 23 FTE in FY00 to 12 in FY02.
Margin achievements were based on implementing efficiency improvements and a shift in the education product mix.
· Define and roll out a country adapted coverage model in coordinating all existing sales channels: web, own telesales, field sales, reseller and iSD
· Liaising and close relationship to the local key license sales, support and consulting management
· Full country revenue and margin responsibility and ability to forecast revenue & sales
· Intensive communication with delivery organization and finance
· Support and lead active change management
· Strategic business planning
· Participate and contribute to the country education management team
· Development and management of sales team structure, processes, procedures and sales plans
· Development and implementation of e-business sales strategy
· Responsibility for local development of education portfolio and pricing
· Initiating marketing initiatives and campaigns

Oracle Netherlands, License Sales, 1997-1999, European Account Manager
European account responsibility for Canon in the high technology industry. The programme includes the European roll out and delivery of Oracle applications and related technology within 15 subsidiaries in a time frame of 2 to 5 years. Annual revenue (license, consulting, education and support) achieved of more than €6.000k
Deal with senior executives, CEO/CIO/CFO and their direct reports, both within customer and Oracle. Manage the sales teams of the involved countries on a European level for implementing products and services, ensure alignment and manage a consistent delivery.

Oracle Netherlands, Consulting Services, 1994-1997,
Practice Director Distribution
In the role of Practice Director P&L responsible for Oracle’s consulting activities for the unit Distribution (Retail, Wholesale & Transport). Specific responsibilities for the production of solution focused proposals and management of the sales & implementation life cycle through appropriate project management and consulting resources. Worked in different organizational structures as a result of the overall growth of Consulting Services in this period from 150 to over 400 consultants.
· Responsible for achievement of unit revenue/margin target and supporting achievement of local target. Yearly unit target varied in this period from € 1.8 million to € 7.2 million and exceeded every year.
· Responsible for reviewing pipeline, evaluating and prioritizing opportunities. Review bids at all stages for strategy, budget and consistency with business practice.
· People Management
Coaching and mentoring team of consulting managers, project managers and consultants varying from 5-10 direct reports and over 70 indirect.
· Involved with recruitment for Consulting Services.
· Business planning
Development of business plans for the Distribution unit and supported integrated business planning process within Oracle.
· Major contract negotiations and contract management for engagements with a project budget in range from € 2 million to € 13 million. The projects include packaged solutions as well as bespoke development. Represented Oracle in project steering committees on board level.

Oracle Netherlands, Consulting Services, 1993, Project Manager Distribution
Worked as project manager for the unit Distribution. Responsible for proposal development, project start-up and managing the customer relation.

Oracle Netherlands, Consulting Services, 1990-1992, Consultant/Project Leader
Held a number of positions ranging from Oracle developer to project leader in a time frame of three years within the same assignment. Responsible for the development and deployment of a standard software solution for the local government market.

CMG Information Technology, software engineer, 1988-1989
Engagements included national and international projects. Worked with several software environments in range from the development of embedded software to administrative systems. Developed programming and operational standards for the Oracle special interest group.


Education

1984-1988, Haagse Hogeschool, section Technology, The Hague
Graduated Information Technology (H.I.O.)
1992-1993, Institute for Management Science (IBO), Zeist
Business Management


Skills

1. Building trust
2. Drive for result
3. Formulating and executing ideas, concepts, offerings and strategies


Languages

Dutch & English

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