1. Page 1
KEY SKILLS:
 Client account strategy planning and opportunity
management in large organisations across financial
sector, government, parastatals and mining.
 Relationship building in clients, industry players and
internal teams to achieve sales objectives
 Strong cognitive abilities, excellent communicator and
adept negotiator
 Comfortable and confident operating across all levels of
an organization
 Proven ability to lead and mentor, motivate groups and
effectively manage teams and multiple clients
 Integration and management of multiple parties in client
environments
 Able to identify and introduce innovative solutions and
structure deals
 Track record in client retention and revenue growth
 Troubleshooting and problem-solving
 Strong, well-developed organizational skills
Marina Juliana Terhaar
SENIOR SALES, BUSINESS DEVELOPMENT AND MARKETING EXECUTIVE
Uitsig Park, 10 Soetdoringdraai,
Eldoraigne X3, Centurion, Gauteng
Mobile: 083 441 0639
Email : marina.terhaar@gijima.com
PROFILE
My passion for taking great solutions to
market, developing relationships
between clients and peers to achieve
win-win results and achieving the highest levels of client satisfaction is my greatest strength. For the
past five years I have been engaged as an Account Manager in the financial sector for 3 of SA’s biggest
banks, Absa (Barclays Africa), Nedbank and First Rand Group.
The first 11 years of my career were in Operational & Administration management for an IT design and
manufacturing company which produced networking software and hardware solutions for the South
African and international market. Clients included SA Police, Eskom, Govnet, Liberty, SA Airways and a
number of blue chips. Responsibilities included the management of the administration team, sales /
production co-ordination, delivery liaison with clients, local and international procurement and
management of imports and exports, stock management, contracts negotiation and supplier
management. This experience honed my organisational skills, gave me a solid grounding in financial and
cost management and an understanding of key business-to-business commercial principles and quality
management. Working together with the marketing and sales teams gave me my first introduction to
Client Account Management, selling principles and marketing strategies.
In 1993 I was given the opportunity to transition into business development as a Client Relationship
Manager for a large third-party IT services company with the responsibility for relationship management
between the service teams and clients, delivery oversight and annuity revenue growth through sales of
new services and solutions. Clients included Liberty Life, Telkom, Govnet (now SITA) and Eskom among
others. This role was a natural fit for my high energy and adventurous spirit and for the past 20+
years I have been successfully marketing and selling high-value IT services and business solutions into
blue-chip corporates, the financial sector and government. I have become proficient in key aspects of
business development including client targeting and development strategy, solutions development,
crafting bid proposals and client governance. I have been directly responsible for million rand deal
contracts negotiation and management, service implementations, financial management and profit
sustainability; service level management and all facets of client and team management.
My experience spans working for companies large and small, start-up and mature and I am a best fit in
professional organisations which have a high energy and collaborative culture. While capable of
working independently and taking responsibility, I thrive in a team environment which allows innovation
and action.

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CHRONOLOGICAL WORK HISTORY
Gijima
1st December 2009 – current
Account Manager
 Relationship management across all levels of
Client’s organisation to ensure company brand
and services awareness, new product
positioning,
 Sales of IT Hardware Infrastructure, Software,
Business Intelligence, Mobility, Security and
Service solutions
 Strategic business planning and development
in named accounts
 Identification of new business opportunities in
Client base and collaborative work with
“Virtual Sales team” to close opportunities
 Engaging with solutions and product business
partners to develop Client specific solutions
and negotiate partnership agreements and
commercial terms
 Teaming with Solutions Architects, Sales team
and Technical Specialist to prepare Proposals,
RFP’s and presentations and solutions.
 Responsible for tracking markets, industry
trends and impact on Client environment as
well as competitor analysis
 Billing and debtors collection of deliverables.
 Contracts management
 Compliance and Governance management in
Client base.
 Accountable for transition management of the
Gijima team off Absa end-user computing
services of 40,000 end-users and seamless
handover of logistics, outstanding incidents,
IMAC’s, parts and Client assets to the new
appointed Service provider.
Key Clients
 Account Manager for 3 of SA’s biggest
Bank’s - Absa (Barclays Africa),
Nedbank and First Rand Group.
Achievements
 Crafted a Modular Data centre
solution for one of the top 4 banks in
SA which addressed future challenges
without a major upfront investment
and radically reduced ongoing
operational cost associated with that
of a typical traditional data centre.
Based on green technology, using
recycled containers powered by a
combination of power feeds including
electricity, solar, batteries and
generators with inverters to ensure
the facility runs off cheapest power
source at all times.
 Introduced the EnviroRac solution of
“server room in a box” to replace
traditional server or utility rooms in
bank branches. EnviroRac allows for
remote monitoring thus reducing
manual intervention, improves
uptime, increases security via access
control to doors, and lowers cooling
cost. The unit takes 24 hours to install
and commission in comparison with
the 4 to 6 weeks for traditional builds.
 Pioneered the promotion of Qlikview
business intelligence / analytics
software tool into Client base to
access user and operational data
stored in “data marts/repositories”
across banking silo’s, providing near
real time reporting, lower sales and
marketing costs and improved
efficiencies, reduced operational
costs and uptime in the bank
Alchemy Resourcing Concepts (Pty) Ltd /
Alchemy IT Logistics cc (November 1, 2006-2009)
Owner/Director / Shareholder
 Strategic business planning and development
 Business processes design and implementation
 Management of all company finance aspects:
billing, debtors, creditors, payroll
 Client strategy development
 Negotiations of Partnerships
Key Clients
 TSS Managed Services,
 Sourcing
 Hawkstone/Department of Education
 Advocate Solutions
Achievements
 In 2006 I was approached to partner
in a new organisation which aimed to

3. Marina Juliana Terhaar – Page 3 of 6
 Marketing, preparation of proposals, tender
responses and presentations
 Management of outsourced staff
 Human resources management
deliver specialist IT skills under a
labour broking agreement into select
corporates and provide recruitment
services. Set up and managed the
organisation virtually single handed.
 Major success was the awarding of a
multi-million rand project to roll-out
IT desktop services to 1000 schools
across Gauteng.
XON GROUP of Companies - Director and
Shareholder of IT Answers (3rd Party Maintenance
services) and IT Dikarabo (Labour brokering)
October 2003 to October 2006
 Business strategy for the organisation
 Business processes and implementation for
maintenance business
 New business development
 Client retention strategy
 Maintenance of OEM and supplier partnerships
 Proposal, tenders and presentations
 Company branding and development of “go to
market model”
 BEE strategy
 Company Corporate Governance
Key Clients:
 IBM Outsourcing Division/Masana
 Advocate Solutions
 Simeka group
Achievements:
 Brokering the services agreement
with IBM/Masana to deliver services
to City of Johannesburg
Zervos (Pty) Ltd - July 1994 to 1998
Spicer Specialised Services (Pty) Ltd - 1998 to 2000
NDS Specialized Services (Pty) Ltd (Fintech/Altron
Group) - 2000 to 2003
Sales and Business Development Executive
Note: Zervos was an independent company acquired by
Spicer Holdings in 1998 and subsequently sold to National
Data Systems in 2000.
 New business development and growth in named
accounts.
 Client relationship management at all levels
including development of Account Plans, Client
strategy and retention
 Single point of contact for managed accounts
 Development of ISO Business Processes
underpinning the service strategy in the Client,
management of the implementation and ongoing
amendments in line with the changes of the
service model
 Responsible for profit and loss in all managed
accounts
 Development of business improvement models
Key Clients
 SA Revenue Services
 IBM Outsourcing Division
 Choice Technology - Services Partner for
Department of Correctional Services
 University of Pretoria
 Department of Home Affairs
 Department of Labour
 Department of Finance
 SA Post Office
 Telkom
 Eskom
Achievements
 Won the South African Revenue
Services (SARS) multi-million rand 3rd
Party LAN and Desktop Maintenance
and Support Services contract 3 times
in a row over the period 1995 to
2003.
 Increased revenue in SARS from ad-hoc
services of less than R500k per month to
R36 million per annum across LAN and

4. Marina Juliana Terhaar – Page 4 of 6
for increases operational efficiencies and higher
profitability
 Overseeing financial aspects including billing and
debtors for named accounts
 Contract negotiations, client engagement and
client take-on projects.
 Scheduled SLA and service meetings with Clients.
 Project management of all new projects in Client
base which varied from infrastructure, auditing
services, new client take-on, new product roll-
outs and installations; software upgrades and Y2k
projects
 Sub-contractor management and management of
temporary contractors (Labour brokering
services) in Client environment.
 Competitor analysis and research on new trends
in service industry
 Proposals, tender responses and presentations
 Management reporting
 Internal Service strategy meetings and Account
reviews with Branch and Operational Managers
and Service Director.
 Coaching and mentoring of staff
Desktop support services
 Project managed one of the largest
and fastest equipment roll-outs for
SARS in the Western Cape during
January and February 2003 involving
the relocation of ± 3000 users with no
business down time.
 Worked with IBM Outsourcing division
in Anglo Gold, Ingwe Mines and
Goldfields, achieving R11 million
revenues per annum
 Managed the service team appointed
to render 3rd party services to IBM
Outsourcing in Anglo Gold, Ingwe
Mines and Goldfields from 1997 to
2003.
 Negotiated with IBM, Dell, Brother,
Acer, HP, Cisco and 3Com to provide
on-site warranty services on their
product lines - a first for any 3rd Party
Maintenance and Support company
in the Industry
Microsciences (Siltek Group) / Centera (Pty) Ltd-
(Q-Data Group) (1993 to 1994)
Note: Q-Data Group acquired certain Siltek Group
companies. Microsciences was merged with other
Siltek Group companies to form Centera
Client Relationship Manager
 Plan Client engagement strategy in
collaboration with Sales and Product teams.
 Design and implement business processes to
ensure performance to Client specific
contractual obligations.
 Increase service revenue by identifying new
business opportunities in Clients
 Develop Service improvement models with
service team for specific corporate Clients
 Identify and correct service inefficiencies to
minimise revenue losses and improve
profitability of contracts.
 Manage service teams and suppliers to ensure
Service Level Agreement compliance and
performance
 Client installed base management
 Management feedback and reporting.
 Maintain and build relationships across the
Key Clients:
 Telkom
 SARS
 Govnet (Now SITA)
 Department Home Affairs
 Department of Transport
 Department of Labour
 SAPOS
 Department of Water Affairs
 ESKOM
Achievements
 Launched the first Client Relationship
Management concept into the
Information Technology Services
Sector in 1993
 Key member of transition team
responsible for the merging of 3 Siltek
organizations (Tecnetics,
Microsciences and LSS) into Centera
to ensure the seamless transitioning
of staff into new positions with
minimum impact to the operational
efficiencies of the company and
Client base.

5. Marina Juliana Terhaar – Page 5 of 6
hierarchy of Client to promote retention and
drive new business opportunities
 Plan and co-ordinate marketing in Clients
including functions and activities
Tecnetics (Pty) Ltd (Siltek Group)
March 1982 to 1993
Operational and Administration Manager
 Execution of sales orders (National and
International)
 Procurement of finished goods (peripheral
devices) and components for Manufacturing
facility (producing Networking equipment and
Personal Computers)
 Product requirement planning in conjunction
with manufacturing manager
 Imports and Exports (finished goods and
components)
 Stock Control and Distribution (3 warehouses-
finished goods, bond stores and Component
stock)
 Monthly billing
 Creditors (National and International)
 Debtors
 Staff Management
 Management reporting
 Telesales
Achievements
 Managing imports and exports during
sanction periods.
 Successfully negotiating with
international banks to secure
financing for importation of goods
into South Africa during sanction
periods.
 Building strong OEM relationships
across various continents.
PERSONAL DETAILS
Full Name Marina Juliana Terhaar
Identity Number 571130 0006 084
Gender Female
Nationality South African
Marital Status Divorced
First Language Afrikaans
Other Languages English (fluent written & spoken), some German
State of Health Excellent
Driver’s Licence Code 08
Own Transport Yes
Able to travel Yes

6. Marina Juliana Terhaar – Page 6 of 6
QUALIFICATIONS INSTITUTION Year Subjects
BCom Marketing
(Incomplete moved to
Australian Outback)
University of Commerce -
Texas USA
1979 to 1980 Economics-Micro and Macro
Economics, Marketing and
advertising, Accounting,
Insurance, Statistics
Bachelors of Arts
(Incomplete - due to
relocation to USA- lack
one 1st year subject)
University Pretoria 1976 to 1978 Afrikaans III, Political Science III,
Psychology III, English II, History
III, German I, Dutch,
Matric High School Vryheid-
Northern Natal
1975 Afrikaans, English, German,
Biology, Mathematics, History