Hrvoje Kajzer

Sales & Business Development Expert looking for new professional challenges in Sales Management / Account Management

Location: Austria
Industry: Computer-Software

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Aktuell

Sales & Business Development Expert looking for new professional challenges bei Sales Management / Account Management

Früher

International Sales Manager bei OpenLink International / IRM
Sales Manager International Sales bei HERMES SoftLab / ComTrade
Sales Manager Software Engineering Outsourcing bei HERMES SoftLab - a ComTrade company

Sales Manager Professional Services bei HERMES SoftLab
International Business Development Manager bei TOPCALL International AG - now Kofax
Territory Manager Slovenia & Croatia / Key Account Manager Austria bei Getronics Information Solutions Austria
Communication Consultant bei Siemens
Software Engineer bei Siemens
Sales Engineer bei Apple Center NOVEL

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Ausbildung

Sveuèilište u Zagrebu
MIOC

Kontakte

455 Kontakte

Webseiten

Professional Experience:
- 20+ years of experience in different areas of IT sector.
- 14 years in different sales roles (Sales Manager International, International Business Development Manager, Territory Manager, Key Account Manager).
- 6 years as IT consultant and software professional.
- Working experience in both: medium enterprises and several multinational companies
- Professional network in DACH region (Germany, Austria, Switzerland), Italy and CEE/SEE

Personal goals:
- Interesting and challenging tasks
- Reaching personal and team targets
- Exceeding customer expectations
- Working in open-minded and respectful environment

Specialties:
- Selling software solutions (licenses and services)
- Energy Trading and Risk Management (ETRM) solutions
- Software solutions for financial industry
- Selling services (IT services, outsourcing, software engineering services, testing/QA services, nearshore/multi-site development)
- Building up and development of new markets and new customer base
- Key account acquisition & retention
- Strategic selling/solution selling methodologies (Miller Heiman, Winning Complex Sales)
- Leading of virtual teams
- Working in multicultural, multi-site environments

Sales & Business Development Expert looking for new professional challenges

Sales Management / Account Management

October 2012 – Present (9 months)

International Sales Manager

OpenLink International / IRM

Privately Held; 1001-5000 employees; Computer-Software industry

August 2011 – July 2012 (1 year) Vienna

COMPANY: Leading Energy Trading & Risk Management (ETRM) software solution provider with fully integrated multi-commodity solution for the energy industry.

ROLE: Sales of Energy Trading & Risk Management (ETRM) software solutions for energy sector in Italy and CEE/SEE.

CUSTOMERS: utilities, energy suppliers, energy sales and trading companies, energy intensive industries

Sales Manager International Sales

HERMES SoftLab / ComTrade

Public Company; 201-500 employees; IT und Services industry

July 2009 – December 2010 (1 year 6 months)

COMPANY: International IT Solutions and Software Engineering & Nearshore Outsourcing services provider.

ROLE: Sales of IT services, outsourcing, nearshore/offshore software engineering and software testing services as well as software licenses in DACH region (Germany, Austria, Switzerland).

INDUSTRIES: Gaming & sportsbetting industry, energy suppliers, utilities, telco & new media, medical industry, semiconductor industry, embedded systems industry.

Sales Manager Software Engineering Outsourcing

HERMES SoftLab - a ComTrade company

Privately Held; 501-1000 employees; Computer-Software industry

July 2006 – June 2009 (3 years)

COMPANY: International IT Solutions and Software Engineering & Nearshore Outsourcing services provider.

ROLE: Sales of IT services, software engineering outsourcing, near-shore, multi-site development, software testing and quality assurance services.

INDUSTRIES: Gaming & sportsbetting industry, telco & new media, medical industry, semiconductor industry, embedded systems industry.

Sales Manager Professional Services

HERMES SoftLab

Privately Held; 501-1000 employees; Computer-Software industry

December 2004 – June 2006 (1 year 7 months)

COMPANY: International IT Solutions and Software Engineering & Nearshore Outsourcing services provider.

ROLE: Sales of Consulting & Integration (C&I) services, professional services and IT solutions (HP, CITRIX, Siebel, EMC).

INDUSTRIES: Telco & new media, ISV, discrete manufacturing.

International Business Development Manager

TOPCALL International AG - now Kofax

2002 – 2003 (1 year)

COMPANY: Unified communications, enterprise communication integration, interaction management software vendor.

ROLE: Business development in enterprise segment for 9 European countries. Definition of market opportunities. Definition and development of international services portfolio. Developed strategic business cases showing competitive ROI. Multiplicity management - education of European subsidiaries. Cooperation with technology and business partners.

Territory Manager Slovenia & Croatia / Key Account Manager Austria

Getronics Information Solutions Austria

1999 – 2002 (3 years)

COMPANY: Vendor independent systems integrator - vertical business solutions, solutions integration, managed services, network infrastructure, network management.

ROLE SLOVENIA & CROATIA: Analysis of local markets, definition of market opportunities. Development of business and marketing plans. Regional sales activities with revenue responsibility. Channel partner management and business development. Leading of virtual project teams. M&A activities up to Due Dilligence phase.

ROLE AUSTRIA: Key Account Management for selected big service providers in Austria – sales of IT solutions & services (hardware, software, managed services, professional services), account planning.

Communication Consultant

Siemens

Public Company; 10,001+ employees; si; Elektro-/Elektronik-Herstellung industry

1995 – 1999 (4 years)

ROLE COVERAGE:
• Technical consulting in complex IT and communications projects
• Trusted advisor role for Siemens key account customers in strategic technological decisions
• Pre sales support (corporate networks, voice/data integration)
• Evaluation of customer’s needs and carrying out of technical analysis and feasibility studies
• Return on Investment (ROI) analysis
• Development of innovative customer solutions by using different products and applications
• Product embedding and customizing
• Sales of consulting and high value professional services

REGIONAL COVERAGE: Austria, Slovakia, Slovenia, Croatia, Bosnia and Herzegovina

CUSTOMERS: International corporations, utilities, telcos, banks & insurances

Software Engineer

Siemens

Public Company; 10,001+ employees; si; Elektro-/Elektronik-Herstellung industry

1993 – 1995 (2 years)

Sales Engineer

Apple Center NOVEL

1992 – 1993 (1 year)

English
(Full professional proficiency)
German
(Full professional proficiency)
Croatian
(Native or bilingual proficiency)
Slovenian
(Professional working proficiency)
Italian
(Elementary proficiency)

European Business Competence* License (EBC*L) Level B
- International Centre of EBC*L
- License Cert-No.: AUT-B-000772
Diploma Sales Manager
- WIFI Vienna
European Business Competence* License (EBC*L) Level A
- International Centre of EBC*L
- License Cert-No.: AUT-A-04401
Winning Complex Sales - Solution Selling (Miller Heiman)
- ITC International Training & Consulting / Infoteam AG