The document describes several of the author's past projects: 1) As a project manager, the author helped resolve issues with declining hardware sales in the Middle East and Africa for Oracle by determining root causes, setting a recovery plan, and facilitating deal reviews to secure new business. 2) For Sun Microsystems, the author designed a sales management system including processes for forecasting, planning, and revenue management using tools like Siebel CRM. 3) The author led the project to achieve global QS9000 certification for Motorola's design, production and logistics processes to meet requirements for selling to the automotive industry. 4) The author implemented quality management systems and processes to achieve ISO 9000 certification for support

1. Project My responsibilities
Fix MEA Sales Pipeline - Oracle
The sales pipeline for Middle East and
Africa hardware sales was drying out.
The exact reasons were unknown.
A quick turn around of the situation was
needed to secure business.
In the end, I was not only able to ensure
an adequate pipeline fill, but the longer
term ability to meet booking goals.
• I was called in as the person with the most experience and widest
trust basis in this area.
• I worked with the management teams and key sales reps in the
UAE, Egypt, Nigeria, Kenya and South Africa to determine the root
causes and set up a Get Well Plan.
• My next challenge was to get the forecasting habits of management
and the openness of sales reps adapted to the mutual needs of the
business and the individuals involved.
• Next, I facilitated some 30 deal reviews, account- and portfolio
planning sessions to secure and uncover new business. In the
process, I had to train and coach people in the underlying
methodologies of TAS and PMP.
Sales Management System – Sun Microsystems
As EMEA Program Manager, I was
responsible for rolling out Siebel (Oracle)
CRM to the MEA Business. Moving from
informal process to formal planning
methodologies (TAS, ESP, PMP and
CHAMP) and tool, showed a need for a
holistic, formal management system. I
was asked to move to a Business
Architect role to take care of this need.
• I designed and established a governance system of agreed
priorities, regular reviews, well documented KPIs and a
communication plan.
• In a Scrum like process, we established tool supported processes
for Forecast, Portfolio Planning, Territory Management, Partner
Management and Revenue Management. I was responsible as a
process architect, the interface to management and leading a team
of developers in Spain.
• In the end, the resulting forecasting process and some of the tools
developed were adopted globally.
Global QS9000 Certification - Motorola
In order to continue to sell semiconductor
products into the automotive industry,
Motorola was required to get their global
design, production and logistics process
QS9000 certified.
I was responsible as the European
Project Manager.
• I was part of a global team, which had to master the standard’s
requirements, first.
• I was responsible to get the design and logistics related sections
written by the various functions and aligned globally.
• During the project, there was a re-org which split the target group
and responsibilities in two. We ended up with two separate projects.
• Towards the end of the projected time, both projects got stuck. I
brought the key global players into a secluded place, not to return
before the Quality Manual was finished.
• We presented the result to our management in Arizona and the
other group’s in Hong Kong. With minor changes it was adopted for
both organizations and achieved certification in time.
TQM and ISO9000 – Informix Databases • As a Support Engineer, I had shown talent in process management
and business acumen early on, by implementing a Case Log
System and establishing the basics for selling support as a service.
As a result, I was asked to take up point w/r to quality topics.
• I was trained on TQM (Total Quality Management)
• When the need came up to be ISO 9000 certified, I was asked to
take the lead to get the UK and German support organizations
certified by LRQA. I worked with both teams to get a Quality Manual
written and led us to ISO9002 certification.
Sample Projects
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