Profile Marcel Suers

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Marcel Suers

Business Development Professional

IT Telecoms

Professional Profile

+Introduction

  Business Development Professional with 20+ years of experience in the ICT environment.

  Hardware, Software, Telecoms and ICT Outsourcing projects.

  Worked with TOP 50 firms in the Industry.

  Proven track record in successful delivery of Targets, Projects and Customer Satisfaction.

  Europe, Middle East & Africa focused.

Marcel Suers - Professional Profile

+Personal Details

  Name: Frank Marcel Suërs

  Email: [email protected]

  Contact No.: +971 50 6546409

  Mar. Status: Married, 1 child

  Date of Birth: 02 February 1967

  Address: PO Box 25205, Dubai, United Arab Emirates


+ 2006 - Present Senior Business Development Manager Middle East & Africa,

BT Global Services, Dubai, UAE   Responsible for New Business and large accounts in the Transport & Logistic

Sector covering the Middle East & Africa region (MEA)

  Reports to the regional director of sales, MEA

  Emphasis is on large outsourcing contracts in the IT, Telecom and Call Centre space.

  Average value is 20 M US$ +, with contract durations over 4 years,

  A-End managed accounts are Emirates Airlines, Etihad and Qatar Airways,

  B-End managed accounts are Royal Dutch Shell, BP, and FEDEX.

  Lead director for the virtual account teams for both Emirates and Shell

  Consistently overachieved on account and personal revenue targets


+ 2004-2006 Global Account Director

BT Global Services, Benelux

  Responsible for the Media Sector for the sales of BT’s entire portfolio of products and services.

  Consistently overachieved on account and personal revenue targets

  A-End managed account include MTV, RTL Group, SBS Group and EndeMol,

  B-End managed accounts included the following Logistics and Transport accounts P&O Group and Air France-KLM.


+ 2000-2004 International Sales Manager Government & Defence

Xantic BV ( Merger of Station12 and KPN Broadcast )

  Responsible for ‘new business’ in the Government and Defence market.

  Consistently overachieved on account and personal multimillion dollar revenue targets

  Xantic is a provider of satellite communication services. These include IP over satellite, VPN over satellite and Telephony services.

  Within the Private Networks division my territory included; Central Europe, Middle East and Africa.

  I was the KPN Commercial Delegate in the Eutelsat commercial board concerned with the privatization of the Eutelsat organisation.


+ 1998-2000 International Account Manager, Satellite Services, EMEA

KPN Broadcast ( Royal Dutch Telecom )

  Responsible for the setup, launch and execution of Internet via Satellite services.

  Consistently overachieved on account and personal multimillion dollar revenue targets

  Personally achieved a 80% market share in the Middle East territory including Iran.

  Responsible for the sales of TV and Radio satellite transponder capacity and related services ( e.g. analog and digital teleports ) in the EMEA region.


+ 1997-1998 Area Manager Middle East & Africa

SuperNova International BV, Bilthoven

  Responsible for the assignment and launch of a distributor network in the MEA region.

  Successfully implemented a Channel Network in Africa and the Middle East


+ 1995-1997 Channel Marketing Manager (Upper Gulf Territory)

GBM / IBM Middle East

  Responsible for their General Business division, which included the indirect sale of IBM’s AS/400, RS/6000 and Office Server equipment. My territory included Kuwait, Qatar and Bahrain.

  Implemented Channel Structure for GBM Distribution by allocating partners in diverse business sectors.

  The setup of using banks as retail outlets for PC’s in the Kuwait territory. Linking these purchases to small loans.


+ 1992-1995 Territory Sales Manager (Northern Gulf )

Oracle Corporation, Middle East (based in Kuwait )

  In the Northern Gulf with primary focus on Kuwait responsible for the sales of all Oracle products.

  Achieved a 90% market share in the RDBMS market in Kuwait and 70% in the Northern Gulf. Main customers were: Kuwait Airways, Emirates, Alghanim Industries.

  Products included Oracle Financials, Oracle Development Tools and CASE Tools.


+ 1991-1992 Marketing Manager Middle East

Software AG Middle East ( Saudi Arabia )

  Responsible for the sales of Software AG’s products and services in the Middle East, based in Riyadh, Saudi Arabia.

  Primary goal was the re-establishment of Software AG after the first Gulf War.


+ 1989-1991 Technical Account Manager, Midrange Systems Division

Software AG (Netherlands)

  Responsible for technical account management, e.g. installation, training, implementation of all Software AG products for Midrange systems (Digital VAX-VMS ).

  Main customers where DSM and FUJI FILMS.


+ 1987-1989 Senior Member Technical Support

Computer Sciences Corporation, Netherlands

  Responsible for the facilities management of KPN’s mainframe, a UNISYS 1100/72, located at the Computer Uitwijk Centrum in Lelystad.

  Responsible for the implementation of a data management system at the Credit Lyonais Bank in Amsterdam.


+Education

  1986-1987 AMBI I-1, I-2, M-1 (Computer Science)

  1985-1986 Stichting Reclame Wetenschappen, NIMA-A ( Marketing )

  1979-1985 Cornelis Drebbel College, Alkmaar ( VWO ) ( College )

  2009-2011 Will start an MBA course end of 2009


+Career Specific Education

  2005 BT Sales Excellence Program ( MD Project ) Awarded Contribution Excellence Award

  2004 CISCO Sales Expert Certification

  2004 CISCO Wireless LAN Expert Certification

  2004 Power of Communications, Charles Hamilton Associates

  2004 SIEBEL / TAS Training, Brussels, Accenture

  2003 Time Management for Managers, MCE Brussels, Belgium

  1995 Oracle Sales Management Boot Camp, UAE

  1994 Miller-Heiman, Sales Management Course, USA

  1993 Major Account Planning & Strategies, Acclivus, USA


+Languages

  Dutch Spoken, Writing Fluent

  English Spoken, Writing Fluent

  German Spoken, Writing Fluent

  French Spoken, Writing Standard

  Arabic Spoken Standard


+Other Activities

  Board Member of the Netherlands Business Council, UAE

  Sailing

  Traveling


Profile Marcel Suers

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