1. My life at IBM
IBM Server Solutions Market Segment Manager, IBM CEE
April 2013 - present
RunRate Marketing Manager, IBM CEE
May 2011 – April 2013
Responsibilities:
• EnsureServerSolutionsmarketingsupportsthebusinesstoachieveFullYearandsecureYoYgrowth
by delivering the required levels of validated and win opportunities
• Enable performance and growth in Server Solutions business across CEE by focusing on strategic
priorities, providing on-going clarity and removing obstacles in case team is facing those
• Ensure that STG MSMs in CEE are planning, executing and measuring Server Solutions activities,
which need to be aligned to the basic marketing priorities:
- Secure installed base and reach out to Mid Market and white space customers
- Work on the effective relationship with IBM’s channel, utilizing possibility of co-marketing
- Drive channel marketing that enable partners to articulate and sell IBM’s Server Solutions
- Ensure marketing is responding to business needs by improving the quality of its actions when needed
- Support expansion into new markets
• Increase marketing’s impact on business results
• Execute innovative marketing campaigns to help gain STG CEE market share in Server Solutions
• Drive Marketing contribution to achieving Business results
• Drive STG CEE internal/external communication at regional and country level
• Increase focus on external STG client and BPs references
• Drive Server Solutions product announcements
• Interlock and advise CEE Server Solution sales team to achieve the yearly targets;
be aTrusted Advisor with an“up-to-date”Market Insights background
• Interlock withWW and Europe IOT on bi-weekly team calls and program planning cycles;
Establish and communicate the regional priority focus areas for marketing investment
• Develop an integrated program plan (which includes a 360-plan of demand generation,
channel enablement, channel marketing) and prioritization of the Server Solutions offerings.
What I am proud of:
CEE Power Club (June 2013 – July 2014): an unique program “invented” specially for CEE Power
Business Partners, giving them a possibility for education, participation, recognition, visibility and
cooperation with IBM, a mixture of different elements where IBM’s BPs are put to be first.
CEEMainframe50“CakeCampaign”(April7th,2014):asweetsurprisetooverCEE100clientsand
STGteammembersfortheanniversaryofMainframe,greatfeedback–bothexternallyandinternally.
CEE “Power8 is here”internal campaign (April 28th , 2014): promotion of the launch of POWER
8 technology (personalized “number 8”walking in the IBM offices, sharing the messages about the
announcement. Great reactions from the co-workers, fun and fully successful internal awareness.
Education
September 2010
The Chartered Institute of Marketing,
Marketing Academy of Budapest
Professional Diploma in Marketing
September 2000 – June 2001
ATALANTA School - Budapest, Hungary
Marketing manager diploma
May 1996
Tourist guide diploma - course organized by the
Szeged University
September 1992 – June 1996
József Attila University - Szeged, Hungary
Master’s Degree (German language studies)
1988 – 1992
Secondary School,Veljko Petrovic
Sombor, Serbia
Lidia Jurisich
Curriculum Vitae
M: +36 70 376 6112
E: lidia_jurisich@hu.ibm.com
Responsibilities:
• Interlock with RunRate sales to ensure alignment between marketing and sales execution
• Interlock withWW on bi-weekly team calls and program planning cycles; establish and
communicate the regional priority focus areas for marketing investment
• Develop an integrated program plan (which includes a 360-plan of demand generation, channel
enablement, channel marketing) and prioritization of the System x and Storage offerings
• Secure funding and execute the appropriate campaigns supporting mix of tactics (web, electronic
interactive, direct mail, event, telemarketing, co-marketing, social media and new/emerging
vehicles) in order to deliver needs based messages to the market:
- Manage agencies/vendors in planning and execution;
- Collaborate with marketing peers (GB, BPO, Sys x, SWG, GTS, IGF, MI, Communications, Brand System) in order to
ensure proper timing and alignment of all marketing efforts
- Adhere to the marketing process, business controls, and proper application and usage of the marketing tools
• ProvideWW with quarterly updates on execution plan reviews and program performance and
additional help/content required to achieve business objectives.
• Maintain flexibility to respond to business stresses and gaps while keeping program execution on
course
• ReviewandsupportusageofdemandgenerationfundsbasedonjointlydevelopedPartner/IBMplan.
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2. What I am proud of
Re-positioning of RunRate: Runrate marketing was in a bad shape when I got the role: there was
no marketing leader for almost a year, the budget was used for different brand activities and nobody
knew what Runrate business really means. I was extremely happy to organise the CEE enablement
roadshow, executed in major countries during the first few months at the position. I managed to
enable the marketing and sales teams, get full control over the RR budget and have a clear marketing
plan. My personal aim was to help and coach the RunRate marketing team across CEE as well, by
giving maximum support on planning, execution and follow-up activities as well as advising on their
carrier paths within IBM.
Responsible for marketing of System and Technology Group, which included a whole year planning,
executionandfollow-upofmarketingactivitiesforsixdifferentIBMHWbrands(Intelbased,Unixand
Mainframeservers,SystemStorage,RetailStoreSolutionandSystemSoftwareportfolio).Theaimwas
to help the brands generating leads and revenue, making awareness of new products and technology
and help gaining market share from the competition.
Main activities:
• Organization of different types of events with proper follow-up (360° campaigns)
• Planning and managing advertising campaigns: on-line, print, radio appearances, supported by
social media
• Planning and execution of Direct Marketing activities
• Handlingthead-hocsituationsandfillinginthepipelinegapswithdifferentcreativeandprovocative
solutions
• Handling the web appearance
• Strong participation in external and internal communication of STG successes
• Reporting towards Hungarian management and co-operation with other brands
• Reporting to CEE marketing and STG management on the local marketing and sales activities,
introducing the success stories
• Exchanging experiences with marketing colleagues across CEE region
• Helping and coaching the newcomers and marketing trainees in their daily businesses
• Cooperation with external vendors
What I am proud of:
Smarter City Conference (September9th,2010):oneofthemostsuccessfulevents(alsooneofthe
first ones in CEE) during a six-year long carrier of Hungarian STG marketing manager. The concept of
the event was highly creative: to introduce four European smarter cities with their reference stories
on a special IBM flight departuring from Budapest and leading the audience to Dublin, Eindhoven,
Malta and Palermo.
Great feedback, a lot of validated leads, happy customers, extensive press coverage.
“Summer Santa” (September-October, 2010): provocative DM and digital campaign targeting
competitive customers, with additional external media activities viaYoutube and Facebook.
Awards:
Top performer in year 2009 (CEMEEA“Wall of Fame”)
Excellent Racer, June 2009 (local award for the best co-worker of the month)
Member of BESTTEAM award, September 2009 (Smarter Planet group)
CREATIVE MIND 2009 (award given from IBM management team for the whole year contribution)
Marketing Academy of Budapest, 2010 (one year post-graduated education, Professional Diploma in
Marketing)
PBC rating for 2010 : top performer
Systems Marketing Manager, IBM Hungary
July 2006 - May 2011
Hungarian (mother tongue)
Serbian and Croatian (native speaker)
German (excellent written and spoken)
English (fluent, written and spoken)
Language skills
• LEADpro (Training for next IBM Leaders)
• CEE BTLTALENT
• CEE ELEVATE (Women Leadership team)
Additional awards/nominations

3. My tasks as IBM CEMAAS StorageVolume Channel Manager included:
• Achieving StorageVolume channel revenue targets
• Generating a Storage Channel Strategy for the Distributors, Resellers, Solution Providers, ISVs,
System Integrators within the CEMAAS region
• Developing and implementing enablement and training plans
• Cooperating with a team of local Storage Channel specialists(currently:8StorageChannelspecialists)
• Interacting with channel facing units (BPO, SMB) and other units (marketing) on channel activities
• Building relationships to all key Business Partners in the CEMAAS region.
As part of the IBM Storage team at the CEMA regional headquarters I was responsible for the price
andtheprofitmanagement;consultancyofthesalesrepresentativesinspecialbiddingsituations;the
support to the sales operations; conducting training sessions for the employees of the Sales
Productivity Centres across CEMA region
Awards:
Four year assignment in CEMA IBM HQ,Vienna
IBM CEMA award for outstanding performance
PBC rating in 2005: top performer
LocatedinBudapest,butworkingforCroatiaandSlovenia,Iwasresponsibleforhelpingandorganizing
all the pre and post sales activities needed in order to close the opportunities: CRA, financial release,
customer record, special bid, special bid schedule, proposal request, transmittal.
StorageVolume Channel Manager, IBM CEMAAS
January 2006 - July 2006
Storage Pricer, IBM CEMA
September 2002 – January 2006
Sales Productivity Center Specialist for Croatia and Slovenia, IBM Hungary
May 2000 – September 2002
Travelling and exploring new cultures
Learning foreign languages
Enablement sessions on Make-up and Style
Music, concerts
Interests and activies