Financial Selling IBM

Leading@IBM

London Business School

Faculty of Electrical Engineering, University of Belgrade

General Manager at Triton IT Belgrade

Serbia

Triton IT portfolio includes a wide range of IT integrator services - from identifying business needs, through advisory and consulting services, to designing and implementing solutions for facilitating and improving operations in different industries. Our services are aimed at building an efficient and secure business environment for our clients that provides fast access, reliability, efficiency and comprehensive information and data management.We are strongly focused on the development of strategy, digital transformation, commercial and business processes with special emphasis on quick implementations, efficient budget and strong customer satisfaction.

Triton IT Belgrade

General Manager

Managing the team of 10 sales and technical professionals in Commercial and Public sector, building the plans and strategies for Microsoft key priorities in Serbian market.Responsible for driving all key business parameters: total revenue, cloud revenue, other strategic cloud KPIs (consumption, new customer adds..) and ensuring customer and partner satisfaction and loyalty across all audiences in the enterprise and public sector space in Serbia.As one of the subsidiary’s senior sales leaders, responsible for segment revenues via sales quotas and ensuring a well-orchestrated delivery of an end-to-end customer experience for all customers within the enterprise and public sector segment. Ensures coordination and collaboration at the regional, global and corporate levels to ensure Customer and Partner Satisfaction revenue attainment for the enterprise and public sector segment.Actively works with the marketing team to ensure product group strategies are translated into appropriate sales and customer campaigns in the EPG sector.Achievements:All business KPIs overachieved in FY16 – total revenue overachieved, strategic cloud products revenue and consumption overachievement, with double-digit YoY growth.As part of the core team, lead and coordinated MS teams in biggest IT deal in Serbia – Government of Serbia enterprise agreement.Major business KPIs overachieved in FY17 – cloud products revenue double-digit YoY growth, cloud products usage/consumption double-digit YoY growth, total revenue YoY double-digit growth. Major Digital Transformation (Cloud) projects delivered in major Cities and Government of Serbia.

Microsoft

Enterprise Sales (EPG) Manager - Serbia & Montenegro

Managing the team of 20 sales representatives, technical sales resources and channel representatives in 12 countries of South East and Central Europe region in IBM Systems Middleware (ex Tivoli, Websphere & Rational) group. Responsible for successfully driving major business transformation IBM took in last 20 years, in 3 key IBM software brands, as well as, planning the new organization and role structure in assigned region. Responsible for all key business measurements such as revenue target, Year-over-Year sales growth, client and business partner footprint increase, developing relationship of trust with clients and business partners, overall business and sales development within dedicated portfolio. Taking the lead in complex projects and successfully coordinated with other key stake holders.Achievements:All business KPIs overachieved – Total revenue target overachieved with double-digit YoY growth, strategic products revenue overachieved with double-digit YoY growth. Designed business structure kept its form in next year showing its future proof approach.All partners successfully transitioned and kept its contributions to the IBMs business in SEE/CE region.

IBM Systems Middleware/CSI Brand Manager - SEE & Central Europe region

Developing, through direct customers contact, an effective and ongoing business relationship with major clients from mostly Telco and Public sector in territory of Serbia and Montenegro. Identification of opportunities and providing solutions to client’s business needs and improving their business and financial performance. Leading of cross-functional teams, taking advantage of all marketing resources available, assisting in the selection of the appropriate offering and distribution channel that met client's business objectives.  Achievements:All business KPIs overachieved – Total revenue target overachieved with double-digit YoY growth, strategic products revenue overachieved with double-digit YoY growth.

Key Account Manager - Serbia, Montenegro, Macedonia, Albania

Management of channel team responsible for strategic initiatives and transformation activities to improve Business Partners’ ability to successfully sell across the IBM portfolio, establishing IBM as the best of breed Partner in the marketplace and allowing IBM to consistently deliver competitive share gains in assigned territory (Serbia, Montenegro, Macedonia, Albania). Maintain strong business controls and audit results. Achievements:Key achievement includes management and close cooperation between Software Group Channel, Hardware channel (STG) and Global Services (GTS, GBS), leading to „single voice“ towards BPs.Increased strength of partner network in all covered countries: Serbia, Montenegro, Macedonia and Albania. Established cooperation with key win-back BPs and recruiting new BPs by keeping the existing base of partners. Increased number of contributing partners in Serbia, Albania and Montenegro.

BPO Manager - Serbia, Montenegro, Macedonia, Albania

Responsible for Tivoli business/sales development and revenue achievement in assigned territory.Achievements:Achieved both key sales objectives (in 2009, 2010 and 2011) - target revenue and YoY growth, by designing and driving initiatives related to improvement of ways of addressing market/customers with strong focus on sales efficiency and personal involvement in all deals, including direct negotiations with clients CxO level executives. Closed major deals in all Tivoli segments/ pillars (Automation, Security, Storage, Maximo). Developed a network of reliable business partners, and recruited win-back BPs. Established annual Tivoli marketing event and positioned it on a market as one of the premium events among customers and business partners – Tivoli Customer Experience (2009, 2010, 2011).

Sales Specialist for Tivoli - Serbia, Montenegro, Macedonia, Albania

Responsible for relationship and sales strategy with Vendors: Cisco (several product lines), Sony (IPELA program) and Quescom (GSM Gateway producer). Responsible for all phases of a business process with client including presales and sales activities, opportunity management, communication with clients, presentations, contracts negotiations, project management, post-sales activities. Achievements:Some of the key achievements are excellent relationships and trusted advisor position with all assigned clients (Public, Finance and Utility sectors), strategic partnership between Telco provider and MDS Informatički Inženjering regarding Quescom GSM gateway devices, win-back projects, project management of delivery and installation of active network equipment for 61 locations of government client in Serbia.

MDS informaticki inzenjering

Account manager

Responsible for negotiations with major television stations with national coverage (RTS, PINK and B92) concerning financial conditions of advertising for the key client – Unilever. Defined target CPP (Cost Per Rating Point) and negotiation tactics. Responsible for agency key clients: Unilever and Delta (Bank and Insurance). Responsible for preparing and conducting the presentations for potential (on pitches, tenders) and for present clients. Responsible for developing media plans, analyzing advertising campaigns and competitor’s activities.  Achievements:Responsible for successful direct negotiations with major TV stations (RTS, Pink and B92) for Unilever for year 06/07 (achieved planned target).Customer satisfaction increased with zero churn.

Ogilvy & Mather

Media Manager

Responsible for media planning for agency key clients. Responsible for preparing and conducting the presentations for potential (on pitches, tenders) and for present clients. Responsible for developing media plans, analyzing advertising campaigns and competitor’s activities and reporting. Achievements:Achievement of the biggest share for top client (Unilever) with lower budgets then competition.

Nikola Orlic