Profile

Senior IT executive with a successful track record in general management, service management, partner management, sales management and sales.

My greatest asset is my capacity to motivate people to find team-solutions for complex commercial problems. I have a proven track record in managing the process of switching from a "product-sale" to a "service-sale". I have also proven to start business from almost scratch and have shown impressive growth and margin figures throughout my entire career (individually, as well as for my teams). Next to that, I am able to manage the financial side of the business by an excellent feel for figures. My social and communication skills are well developed and I am used to negotiate with organizations at the highest level.

I have working experience in different business cultures and have lived in Amsterdam, Rotterdam, Hong Kong, Brussels, Utrecht, Frankfurt and Zürich. I speak four languages at business level (Dutch, English, German and French) and one at conversational level (Italian). I have a University degree (Doctorandus) in Business Economics.













Career Overview

Aug 13 – now Involvement in start-ups related to product and services in the social media space.

July 09– Aug 13 CA Software, Vice President – Service Partners EMEA
Based in Utrecht, NL

- Responsible for managing all EMEA Service partners
- Restructuring and reducing > 20 Mio $ of annual external spend, balancing between subcontracting and the use of internal resources, billable utilization and margin.
- Reduction of number of partners and introduction of preferred / niche partner classification.
- Building and managing business plans with 10 strategic service partners across EMEA.


2008 – July 09 CA Software, Vice President – Services South EMEA.
Based in Zürich, Switzerland

- Responsible for services P&L in South EMEA ; Switzerland, Austria, Spain, Portugal, Greece, Israel and South-Africa. ( Annual CV and revenue of 20 Mio $ - 65 FTE )
- Created P&L awareness in the different countries and brought the margin from break-even to a level of 16-17 %.
- Increased efficiency and critical mass by combining Austria + Switzerland and Spain + Portugal under one leader and admin org. structure.
- Uncombined the organization and created more dedicated (pre)sales power in Alps and in Iberia, while reducing costs at the same time.
- Transferred the responsibility of the service projects + team in SAF from “internal CA” to a distributor. (EOH)


2005 – 2008 Progress Software Europe
Director, Field Services EMEA, based in Rotterdam.

- Responsible for Professional Services ; consulting and education ( 100 FTE’s / annual revenue > 25 Million $)
- Managed in 2005 - 2007 the Pre-sales team ( 35 FTE) ; moved to a dedicated pre-sales model, under sales, in 2008.
- Guided the organization from a “technical focus” to a “business focus” in a multi-product environment.
- Introduced the EMEA Power Team in order to initiate consultancy and pre-sales activities around new technologies.
- Focused the teams on license pull, building delivery eco-systems, revenue quality and services margin.
- Managed the (services) integration between the Open Edge Division and the Sonic, Actional, Apama and DXSI Divisions.
- Achieved > 120% of revenue in both FY2006 and FY2007.
- Increased the services margins in EMEA from 9 % to 15 %.








1999 – 2005 BMC Software
2004 - 2005 Regional Vice President Germany, based in Frankfurt.

- Change management assignment as Regional Vice President and Geschäftsführer / Managing Director Deutschland.
- Restructured BMC Germany and introduced a different way of selling.
- Restored broken relationship between management, employees and works council.
- Solved a variety of legal proceedings against BMC.
- Maintained revenue at a level of 100 Mio $, reduced costs by 20% to 35 Mio $.
- Introduced a more accurate pipeline-process.
- Managed to find a German executive as successor.

2003- 2004 Vice President Business Service Management EMEA

- Developed, planned and introduced a BSM strategy for EMEA.
- Assured that all sales / marketing activities were lined up to BSM.
- Assisted at several acquisitions / integration of acquired companies
( Remedy, IT Masters, Magic and Marimba)
- Managed to build up from scratch a large number of BSM projects, with a value of over 20 Mio $ new business, a 114 % achievement of target.
- Achieved 100% Club recognition

2002 – 2003 Vice President Technical Services EMEA

- Responsible for 400 FTE’s
- Integrated PS skills with Pre-Sales skills into one customer focused technical services organization.
- Increased focus on revenue growth and improved margins by focus on selling solutions.
- Concentrated on developing strong Solution Architects and Project Managers and managed to grow Professional Services to a level of close to 35 Mio $, with a margin of 12%.

2001 – 2002 Vice President Professional Services EMEA

- Responsible for 200 FTE’s
- Turned PS from a loss maker of 1 Mio per quarter into a profitable service organization
- Increased the service revenue to 34 Mio $ with a positive margin of 2 Mio $
- Introduced a rigorous revenue and cost-cutting program called MIPS, where we focused on Margin, Integration, Partners and Systems.
- Achieved 100% Club recognition and was appointed as Member of the EMT, the European Management Team of BMC.








1999 - 2001 Manager Professional Services Northern Europe

- Responsible for 30 FTE’s
- Achieved a fast built-up from scratch and reached a level of 1.8 Mio U$ per quarter (131% of target).
- Achieved an average growth of 51%, quarter over quarter, for the first 5 quarters.
- Implemented the necessary systems and processes in order to support a scaleable growth model.
- Achieved 100% Club recognition.


1991 - 1999 International Factors Group
Secretary General, based in Brussels.

- Managing Director function at IFG, a consortium of financial services companies, similar to SWIFT.
- Increased the global alliance from 27 to 56 factor companies in 35 countries
- Managed to implement a worldwide value-added EDI service, processing 1.5 Million transactions per year. (Revenue over 1 Mio U$ p.a.)
- Increased the group’s international factoring volume from 2.6 Bio in 1992 to a level of 9.2 Billion U$ in 1998. (average growth > 20% p.a.)
- Was appointed also a Member of the Executive Committee and Chairman of both the Data Processing and the Marketing Committee.

1979 – 1990 GE Information Services
1988 - 1990 Sales Manager, based in Hong Kong

- Responsible for selling Value Added Computer and Network Services in the Pacific Rim.
- Increased revenue by 40% in 1988, by 80% in 1989 and by 65% in 1990 to a total level of 6 Million U$.
- Achieved the "President's Mark Makers Award" for overachievement twice.

1985 - 1988 Sales Manager Netherlands, based in Amsterdam

• Responsible for all commercial activities in the Netherlands
• Increased sales levels by an average of 30% p.a. to a level of 50 Million NLG. Managed to reshape the sales force into a professional team, selling large projects in the market niche of EDI. Sales targets were beaten by an average of 14%.
• Achieved the President's Mark Makers Award for 120% achievement in 1987.








1984 - 1985 New Business Manager

- Responsible for the New Business District in the Netherlands.
- Achieved 120% of target at a level of 5 Million NLG in revenue.



1979 - 1984 Sales Consultant

- Sold network based computer services, with the emphasis on international information exchange applications.
- Achieved 240% of target and was awarded Top salesman at Mark Makers in 1984.
- Achieved targets in all other years at the 100% - 150% range.

Education

1973 - 1978 Erasmus University
Graduated in Quantitative Business Economics as "Doctorandus Economie ", which is equivalent to an MBA in economics..
1972 - 1973 Military Service; Onderofficier , Wachtmeester / Instructor with the Anti Aircraft Artillery in Zwolle.
1965 - 1971 High School - Graduated from the HBS-B in Vlaardingen.

CA Technologies, Vice President Service Partners, EMEA
CA Technologies, Vice President Services, Southern Europe
Progress Software, Director Services, EMEA
BMC Software, Vice President, Managing Director , Germany.
BMC Software, Vice President, Service Management Business Unit, EMEA
BMC Software, Vice President Services, EMEA
BMC Software, Director Services, Northern Europe
International Factors Group, Secretary General, Managing Director, worldwide.
GE Information Services, Sales Manager, Hong Kong
GE Information Services, Sales Manager, Nederland