I am looking for a position as an Account Manager, preferably with ultimate commercial
responsibility for a named customer or client group. I am at my best when given the opportunity to
interpret the customer’s needs and translate these into a broad set of solutions. This enables me
to operate on the basis of consultative selling and deliver value to my customers.
I am a passionate salesman with over 15 years experience in the field of business ICT, who
particularly enjoys imparting knowledge and experience to customers and colleagues. I get a
great deal of satisfaction from achieving success in complex and long-term sales cycles in
competitive market areas. People with whom I have worked describe me as persevering,
passionate and both team and performance-oriented. My mission is to establish relationships
between my customers, relevant business partners, members of the account team, specialists
and management at various levels. The objective is to create customer intimacy and achieve
maximum customer satisfaction.
Management perceives me as a reliable and predictable employee thanks to accurate
forecasting, reporting and pipeline management. I am a trustworthy partner for my customers who
appreciate my mentality; do what you say and say what you do.

2014: Senior Account Manager
BPSolutions Netherlands
Senior Account Manager Infrastructure & Managed Services.

2001 to 2014: Enterprise Account Manager
Hewlett-Packard Nederland BV, Amstelveen
I was responsible for establishing, expanding and maintaining sustainable and profitable business
relations with a named client group. My primary objective is to acquire the highest possible share
of wallet of the IT budget. I was responsible for sales of all of HP Datacenter-related products,
software and services. I drove the internal organisation, including the Account Team and various
other departments of HP. In doing so, I achieved maximum revenue for all divisions of HP among
my accounts.
Professional experience
Personal data

My key account was the KLM group which includes transavia.com, Cygnific, Catering and
Equipment Services. Due to my focus, all divisions achieved higher revenues and sales of HP
products, rising from € 2 million to € 7 million.
I made a significant contribution towards winning a tender for an infrastructural outsourcing
project issued by Gasunie, with a total contract value of € 70 million for 7 years.
In the last year I was responsible for HP Cloud partner IT-Workz. I advised and sold the
implementation of a comprehensive Cloud environment based on HP’s Cloud System Matrix
Solution. This integrated infrastructure, software and metering solution enabled IT-Workz to
deliver IaaS and SaaS to the educational market at lower costs. Furthermore IT-Workz enhances
innovation and flexibility for their customers. After the implementation, IT-Workz rapidly started to
win more deals.

1999 to 2001: Corporate Account Manager
Compaq Computer Nederland BV, Utrecht
As Corporate Account Manager I was responsible for sales and business development of the
market segment Construction & Engineering. I identified the major end-customers and business
partners in this segment. I drew up a business plan, which enabled me to retain and increase the
market share of Compaq’s complete range of products and services in the segment. Due to my
focus and dedication, Compaq was awarded a number of major projects.
At Heerema Marine Contractors, I replaced the Dell server environment with Compaq Servers,
Storage and Services. The project value was € 2.5 million. Working in close operation with CAP
Gemini, I won a migration project at DHV with a contract value of € 6.3 million. On top of this,
Compaq was awarded a multiyear operational contract with a contract value of € 1.8 million.

1997 to 1999: Account Manager Workstations / ISV Partner Manager CAD, Finance
Digital Equipment Nederland BV, Utrecht
In this position, I was responsible for both direct and indirect sales of Alpha (UNIX) and Intel
Workstations for Large and New Accounts. I was responsible for the segments Industry (CAD)
and Finance. In the case of Large Accounts, I worked closely with the Large Account Manager. In
New Business, I operated autonomously and worked closely with Independent Software Vendors
(ISVs) and Business Partners. I was also Partner Account Manager for the leading ISVs in these
segments.
I managed to double the number of systems sold in the mentioned segments. The most
significant wins were projects at DAF, Philips and Rabobank. The average contract value of these
projects was € 3 million.

1995 to 1996: Sales Engineer Digital Workstations
Thijssen IT BV, Veenendaal
The position of Sales Engineer Workstations was new to Thijssen IT. I was therefore asked to
develop this role. My primary objectives were customer acquisition, sales and consultancy for the
Digital Workstation product range. I also organised Thijssen IT’s marketing and promotional
activities relating to this product. Another task was Business Development of Digital Content
Creation market, which was a new market to Digital at the time. In this context, I set up and
expanded successful partnerships with the leading ISVs in this segment.
The most important deal was designing and building a European-linked CAD network for Ahrend,
a new account that I had won for Thijssen. The contract value was € 750,000.

1995: Account Manager
Maxcom NV, Leusden
I was responsible for establishing, maintaining and expanding the reseller channel for Digital
Storage Works products. This was a new (high-end) product line for Maxcom at the time. The
knowledge I had previously acquired of these products and in the reseller channel enabled rapid
acceptance and growth. In addition, I also was responsible for the Major Accounts for the entire
Maxcom product range.
I comfortably exceeded my target for the year.
1992 to 1995: Business Administration Specialist

Digital Equipment BV, Utrecht
This position entailed responsibility for drawing up quotations and the acceptance and validation
of orders. I subsequently passed these orders on to Digital’s various production facilities. I
monitored the financial & logistical processes and deadlines. Also, I monitored the project
planning of engineers and third parties involved in installation and delivery. Furthermore, it was
my responsibility to invoice orders and completed projects.
I received a Performance Award for the conception, organisation and implementation of a new
successful logistics process together with Philips Medical Systems.
1987 to 1992: Sales Assistant

Dixons
I sold both audiovisual equipment, personal computers and peripheral equipment in the store.
This was a part-time job during my studies and national service.

1988 to 1989: National Service
Royal Netherlands Horse Artillery (KRA), Schaarsbergen
Unit commander in the KRA
1989 – 1993 : University of Applied Sciences Utrecht, Higher Business School course in
Commercial Economics (evening classes), successfully completed
1987 – 1989 : Higher Adult Education, pre-university education (VWO)
1986 – 1987 : Amsterdam University of Applied Sciences (HvA), Higher Business School
course in Economics & Law
1980 – 1986 : De Klop College, General Senior Secondary Education (HAVO), successfully
completed

Training courses and workshops:
Executive Whiteboarding (2012); Break Away Selling (2012);Understanding Financials (2011);
Pipeline Management for Sales Professionals (2010); Sales Training Strategic Outsourcing
(2006); Selling to Senior Executives (2002); Target Account Selling (2001); Adaptive Selling,
Enterprise Process Selling (2000); Power Based Selling (1999); Science of Selling (1997);
Strategic Account Management (1996)
Education and qualifications

I would be pleased to provide references on request
In the last two years, I have been intensively involved in the coaching of junior Account
Managers.

Zie CV

Zie CV

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