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Sales /Business Development Director

Sales /Business Development Director

Work Experience

03/2002- Sales Director D-A-Ch, CEE Duesseldorf/Immenstaad, Germany
SSH Communications Security Corporation
The company is regarded as one of the world leading Managed Security Middleware vendors and has developed the worldwide known Secure Shell protocol for secure remote access and tunnelling. SSH was also regarded until end of 2003 as the leading IPSEC toolkit vendor in the world. Unfortunately this business sector together with all VPN end-user products was sold to Safenet in November 2003.
Coverage: D-A-Ch and CEE
Team: 1 + 1 (technical presales consultant)
Main responsibilities:
- major account management (complex solution sales, sales cycle 6-8 months) to Fortune 500/National 100 companies (C-level or higher middle management)

- business development (establishing agreements with potential business partners)

- channel development and management (daily license sales)

- marketing (events, tradeshows, trainings (technical and sales) until 2003.

- localizing technical support

Achievements:
- developed the sales from the scratch to the second biggest regional market of SSH
- finished and on going projects with several large corporations
- channel active, motivated and educated
- technical support localized, outsourced and very efficient
- Best performer in Europe 2003.
Quotas:
- 2002 500 KEUR (achieved 120%)
- 2003 1000 KEUR (achieved 110%)
- 2004 6000 KEUR
Main products:
- SSH Tectia (Secure Shell)
- SSH Tectia (Management Software)
- SSH Tectia Certifier (PKI)
- SSH Sentinel (VPN) sold to Safenet
- SSH IPSEC Toolkit, sold to Safenet
Competitors (current):
SecSh
- openSSH (freeware)
- F-Secure SSH (OEM SSH)
- Van Dyke
PKI
- Entrust
- Baltimore
- RSA
Reporting: VP of Sales (USA) and Business Board (Finland)


01/2001-03/2002 Director Business Development Europe (UK excluded), VerticalNet Inc, London, UK.
VerticalNet, USA, (VN) is one of the leading e-business software companies offering both buy-side (e-procurement) and sell-side marketplace solutions to its customers (Global 2000 companies).
Coverage: Europe (UK and Ireland excluded)
Team: 1+ 1 (technical presales) + 1 (professional service) + 2 inside sales
Main responsibilities:
- Major account management (complex solution sales, sales cycle 8-12 months)
Achievements:
- developed the business from the scratch
- overachieved my quota with 350%
Quotas:
- 2001 2000 KUSD (achieved 100%)
- 2002 3000 KUSD (achieved 350%, 10MUSD)
Competitors:
- Ariba, Oracle etc.
Reporting: Managing Director EMEA (UK)

VerticalNet withdraw all their EMEA operations in 2002 and concentrated their business to the US market.


12/1999-01/2001 Sales Office Manager, Wick Hill GmbH, Hamburg, Germany
My responsibilities were to run the German HQs of the British distributor of security and access software/hardware, Wick Hill plc. The main task was to manage the sales force (6 people) and to develop the channel sales in Germany, especially for Watchguard firewalls. Furthermore I was responsible for selling managed enterprise solutions to the European 100 companies and ISPs. I reported to the managing director Europe. During my responsibility and mainly due to my personal work, the company developed to be the best European distributor for Watchguard with more than 400 value added resellers and a revenue growth rate of 60% per quarter.


08/1997-12/1999 Marketing Director, Exentia AB, Malmo, Sweden
As the marketing director for the public software company Exentia I was responsible for all marcom activities and furthermore for the sales team of 5 people (both indirect and direct sales). The company developed accounting software (out of the box) for SMEs. I reported directly to the managing director.


09/1994-08/1997 Managing Director, AOZ Merwest, OOO Stalker, OOO Best, OOO City Int,
St. Petersburg/Moscow, Russia.
As the managing director for 4 companies (3 trading companies, 1 ad-agency) of my own and a staff of 36 people placed both in Moscow and St. Petersburg, I was more or less involved in all activities including sales, sourcing, finance, human resources, legal matters etc. Due to close relationships with the government of Russia I was both successful and managed to sell my companies before the economical crash.


02/1992-09/1994 Project Manager, Mastermark Oy, Helsinki, Finland.
My main responsibility was to run a project with the Red Cross organization in Finland. In addition to this I participated in the daily sales activities in selling premiums to National 100 companies. As a result I was elected as the company’s best sales person 2 years in a row. I reported either directly to the managing director (project) or sales director (daily sales).


02/1990-02/1992 Marketing Director, Uusi Suomi Oy, Helsinki, Finland.
As marketing director for Iltalehti, the second biggest newspaper in Finland, I was responsible for both national and regional marketing campaigns. I reported to the sales director.


04/1987-02/1990 Sales Director, Citypress Oy, Helsinki, Finland.
As a co-founder of the lifestyle magazine “City” I was responsible for the advertisement and logistics sales managing around 60 sales reps. I reported directly to the managing director.
“City”, which has since then changed ownership several times, is now the biggest lifestyle magazine in Scandinavia with a monthly issue over 500.000 ex.


09/1984-04/1987 Sales Director, Dick de Rijk productions bv, Amsterdam, Netherlands.
As a sales director I was responsible for the company’s global project sales of premium exclusivity contracts. I reported directly to the managing director.


09/1983-09/1984 Finance Director, Menrad Oy, Helsinki, Finland.
The company was a subsidiary of Brillenfabrik Ferdinand Menrad GmbH, one of the biggest manufacturers of spectaculars in the world. I was responsible for finance, budgets and back-office and reported directly to the managing director.


02/1980-09/1983 IT Director, Bertmarks Förlag Ab, Malmo, Sweden/Helsinki, Finland.
My main responsibilities at this publishing company were to manage their IT department and to develop the first public databank in Scandinavia (1983) using IBM System 38. Furthermore my responsibilities included the management of the back-office in Finland.


Education

EDUCATION
1962-1975 Deutsche Schule, Helsinki
1975-1978 Uppsala University, Sweden, MBA


Skills

Change Management, Business and Sales Development/Management, Direct/Indirect/Big Ticket Sales, Marketing, extensive knowledge of D-A-Ch, CEE and Nordic countries

Languages

Fließend Englisch, Deutsch, Schwedisch u. Finnisch
Basis Französisch, Russisch u. Italienisch


Other

COURSES
Holden “Powerbase Selling” Base and Trainer Course, 2003/2004
Sales Performance International “Solution Selling” “, 2002


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