Focus:  INTERNATIONAL BUSINESS MANAGEMENT

Proven Track Record in Global Business Management, Sales Development, Market Penetration & Expansion throughout Europe and Asia. Results-driven, dynamic leader of large international business teams with over 25 years of experience and proven achievements. Drive benchmark-setting performance in European and Asian markets. Repeated success in identifying and capitalizing on multimillion-dollar deals through relentless individual and leadership efforts. Forged over 100 channel partnerships and led lean, fast, and hard-hitting multicultural direct business teams. Maintains large contacts database of Telecom & IT C-level executives in most European and Asian countries, and have warm personal relations with many. Sophisticated world traveler; savvy in international business practices, markets, and protocol. Well-prepared to drive growth in new and existing markets.

Core Competencies

  • Global Sales Force Leadership
  • C-Level Executive Relationships
  • Pipeline/Forecast/P&L Mgmt.
  • Relationship & Consultative Sales
  • Intl. contracting & collection
  • RFP/RFQ Management
  • Technology Scouting
  • Business & Investments Acceleration
  • Driving solution / value selling
  • Cross cultural team management
  • Account Management methodology
  • New Market Penetration & Growth
  • Pre and Post-Sales Activity
  • International Payments/Contracts
  • Cross-Cultural Negotiations
  • Intl. talents recruit & handle
  • Channel/OEM Development
  • Territory Turnaround
  • Market Planning/Research
  • Marcom/Trade shows

Professional experience

NetMe Ventures & Investments, Israel  2012 - Present

An Hi-Tech Accelerator and Private Equity firm, focusing on Internet, Media, Software and Telecom Start-Ups and initiatives.

FOUNDER & CEO. In addition serves as Chairman of SEED-CLUB IL, the Israeli Seed Investments club.


COMVERSE - Woodbury, NY   2001 - 2011

$1 billion global leader in BSS & VAS systems

SENIOR VICE PRESIDENT, GENERAL MANAGER - EAST EUROPE (2010 - 2011)

VICE PRESIDENT, GLOBAL EMERGING MARKETS, BSS (2009)

AVP, MANAGING DIRECTOR - SOUTH EAST ASIA (2006 - 2008)

AVP, MANAGING DIRECTOR - CENTRAL EUROPE (2004 - 2006)

REGIONAL SALES DIRECTOR (2002-2003)

ACCOUNT MANAGER (2001)


In the last 10 years, worked through all steps from Account Management, to General Management with strong sales orientation. Currently lead and manage all Comverse activities and teams in East Europe, being responsible for over 100m$ of sales, in 29 countries, 5 regional companies with 8 regional AVPs, 25 Account managers, 21 pre-sales experts, Sales Ops., finance & legal teams, and the associated support and implementation teams (about 140 people - matrix org.). Business is done via local companies in several countries with HQ in Israel. Report directly to Customer Facing Group President.

Formerly, provided sales leadership for direct and indirect sales within Central Europe and South East Asia; Working from 5 major offices (Germany, Poland, Thailand, Philippines, Israel), MD for 3 local companies (Poland, Thailand, Philippines). Oversee and guide all sales and customer-oriented functions within territory, including sales, agents recruitment and management, marketing, PR, advertising, service delivery, partnership building, and order fulfillment; serve as liaison between territory and other divisions - R&D, manufacturing, finance, and corporate marketing.

Initially tasked to turnaround an under-performing territory, with pronounced service, HR, payment collection, and image deficiencies. Conducted comprehensive research regarding areas for improvement and implemented strategic plan to bolster all phases of the sales process.

      Selected Accomplishments throughout last 10 years:

  • Responsible (individually and with my teams) for over 300m$ of business achieved in the last 10 years
  • Successfully initiated & ran BSS skills enhancement program, turning salesmen into team leaders who methodically sell solutions and value, leading internal stakeholders teams. Minimized personell attrition in East Europe during 2010, achieving company track record. Increased collection rate to nearly 100% in 2010.
  • Expanded the business in EuroAsia countries by 3 folds. Maintained largest Russian customers relationship and business despite significant support & company financial issues.
  • Lead the global program entering emerging markets with new BSS offering
  • South East Asia turnaround: After 5 years of zero sales the territory reached 17m$ in 2007 and continued with major BSS deals in the region.
  • Wining and held end-to-end ownership of the most strategic 2006 deal (including BSS and VAS platforms) to a 3G operator, with agreement and initial PO in excess of $27 million.
  • Built and developed a cross cultural sales team of Central Europe into one of top-performing groups within organization; subsequently used as prototype for other teams within company.
  • Closed $9 million in sales within first 8 months in Central Europe, surpassing average 2-years cycle
  • Rehabilitated company's prior negative image in major German operator to a state they signed a new 17-26m Euro contract. Repaired numerous relationships with previously dissatisfied customers to fuel business objectives.
  • Achieved unprecedented turnaround success, delivering explosive 400% increase in sales within 2 years, from 4-years plateau of $7,000,000 to $27 million in 2003.
  • Reached status as #1 performer for territory growth category in first year and #1 for overall performance-by-quota in 3rd and 4th year. Best achiever of Comverse Europe for 3 years in a row. Selected 7 times by president as "MVP in Sales."
  • Renegotiated payment schedule that led to recovery of $1 million in debt previously declared uncollectible.
  • Cultivated sustainable, profitable relationships with key channel partners, including Siemens, Nortel, Ericsson and Nokia and lately with manjor agents in East Europe.

MAGIC SOFTWARE - Paris & Tel Aviv, Israel  1996 - 2000

Providing software solutions to large customers, system integrators and software houses.

VICE PRESIDENT - EUROPEAN DISTRIBUTION AND BUSINESS DEVELOPMENT (1998 - 2000)

REGIONAL SALES DIRECTOR (1996 - 1997)

Challenged to drive company's growth in the European arena in preparation for IPO activity. Recruited and directed a cross-functional team of 6 sales and marketing professionals in the fulfillment of corporate objectives. Established, revised and managed the sales channels (distributors & VARs); Directed all facets of business development function, including planning & budgeting; Identifying and assessing opportunities; negotiating & contracting; acquisitions; subsidiary and partnerships build up; Hi level presentations; Personal and team sales of direct large software and Internet projects (specifically in the B2B and CRM arena) at major accounts etc. advertising and trade show/seminar presence. All is done from our European HQ in Paris.

      Selected Accomplishments:

  • My P&L center contributed 17% of the company's profitability in 1999
  • Forged and expanded distribution and VAR network to over 500 companies
  • Negotiating, acquiring and supervision of 30 people software house in Hungary
  • Personally Negotiated and closed the largest sale to a major institution in the territory
  • In 1997 - received an excellence Award as "Sales Person of the year"

 

BACKUP TECHNOLOGIES INTL. - Tel Aviv, Israel   1991 - 1996

Imaging and storage startup activity

MANAGING PARTNER
Development, Marketing & Sales of "Photomedia Imaging System" (Image scanning, enhancement, compression & archiving; Hardware & Software system). Photomedia systems were sold in the US and UK to Photoshop chains as systems. The by product - "Photomedia - Digital Album" PC software package is sold in Israel and abroad via several channels - including IBM, Stimazki, Super Office, Wiz(USA), Dixxon's(UK) etc. In addition - the company provided consulting as follows:

  • Creating a network of distributors in Europe for BOS (communication solutions).
  • Integration and sales of SCSI storage devices in the IBM market, locally as well as Germany, Turkey and Italy
  • Introduction of communication and emulation solutions to the IBM (mainframe &AS/400) market in Europe.

INTELIGENT INFORMATION SYSTEMS - Haifa, Israel    1984 - 1990

$30 million public company of data communication systems and peripheral equipment

DIRECTOR OF SALES - EUROPE (1987-1991)

PRODUCT MANAGER (1984-1986)

Lead the penetration to the IBM AS/400 market segment as product manager, from NO PRODUCT to capturing 45% market share from IBM in 2.5 years. Managed all key aspects of business of that product line, including market research, product definition and development, pilots, market introduction and customer sales. Trained and lead local sales team in product functionality and benefits; worked jointly with all departments to ensure on-time, high-quality product delivery. In 1987 was promoted to lead the company's efforts in Europe (for all business lines), forging and creating from scratch a distribution and OEM channel network in 16 countries, with sales of 4 Million $ via distributors and additional 6 Million $ via OEMs.

PRIOR POSITIONS

1981-1984  
Comptrade - Tel Aviv, Israel, Business Manager
Building a nationwide network of resellers for Sinclair & Amstrad products. Apart from personal and team sales, responsibility included Marketing & advertising campaigns, day-to-day operations including supervision of the technical service department.
1980  IPE, Ramat Gan, Israel, Sales rep. for computer peripheral equipment
1973-1980 IDF (MAMRAM), Israel, Major, as programmer, system analyst and project team leader

Proffesional development

MBA Marketing, Newport University, USA, 1999 - today (not completed)
BA Business Management, Bar Ilan University, Israel, 1979-1983
Programming & System analysis 
IDF/MAMRAM (6 months)
Graduate Military Boarding school, 1973
Siebel Seminars Basic & Advanced TAS (Targeted Account Selling) & ESP (Enterprise Selling Program)
Other: Various Sales and Management workshops / Shipping & Logistics Management / International Payments / Managing an Advertising Budget / Competitive Intelligence /Accounting type B / Others

Presentations

Keynote Speaker, GSM Association of Central Europe annual meeting
Presenter, "Mechanics of Hi Tech business in Central& East Europe," Israeli Manufacturers Association
Instructor, training sessions, OEM customers and channel sales force(including annual sales meetings of IIS, Magic and Comverse), 30-600 attendees

Publications/Media Appearances

Interview, CEE Magazine, and Newsweek (European version)
Interview, Telecom Poland Magazine, multi-page article
Member, Professional Advisory Board, SalesForceXP Magazine

Personal

Family Status: Married, 3 children
Language:
Fluent Hebrew & English. Partial French, Understands Spanish & Italian
Military Service:
1973 - 1980, as an officer (Major) , a project manager in Mamram
Hobbies:  
Table tennis, Arts, Internet
Other:
Creative

SENIOR VICE PRESIDENT, GENERAL MANAGER - EAST EUROPE (2010 - Present)
VICE PRESIDENT, GLOBAL EMERGING MARKETS, BSS (2009)
AVP, MANAGING DIRECTOR - SOUTH EAST ASIA (2006 - 2008)
AVP, MANAGING DIRECTOR - CENTRAL EUROPE (2004 - 2006)
REGIONAL SALES DIRECTOR (2002-2003)
ACCOUNT MANAGER (2001)

In the last 10 years, worked through all steps from Account Management, to General Management with strong sales orientation. Currently lead and manage all Comverse activities and teams in East Europe, being responsible for over 100m$ of sales, in 29 countries, 5 regional companies with 8 regional AVPs, 25 Account managers, 21 pre-sales experts, Sales Ops., finance & legal team, and the associated support and implementation teams (about 140 people - matrix org.). Business is done via local companies in several countries with HQ in Israel. Report directly to Customer Facing Group President.

Formerly, provided sales leadership for direct and indirect sales within Central Europe and South East Asia; Working from 5 major offices (Germany, Poland, Thailand, Philippines, Israel), MD for 3 local companies (Poland, Thailand, Philippines). Oversee and guide all sales and customer-oriented functions within territory, including sales, agents recruitment and management, marketing, PR, advertising, service delivery, partnership building, and order fulfillment; serve as liaison between territory and other divisions - R&D, manufacturing, finance, and corporate marketing.

Initially tasked to turnaround an under-performing territory, with pronounced service, HR, payment collection, and image deficiencies. Conducted comprehensive research regarding areas for improvement and implemented strategic plan to bolster all phases of the sales process.

    Selected Accomplishments throughout last 10 years:
    > Responsible (individually and with my teams) for over 300m$ of business achieved in the last 10 years
    > Successfully initiated & ran BSS skills enhancement program, turning salemen into team leaders that methodically sell solutions and value, leading internal stakeholders team. Minimized personell attrition in East Europe during 2010, achieving company track record. Increased collection rate to nearly 100% in 2010.
    > Expanded the business in EuroAsia countries by 3 folds. Maintained largest Russian customers relationship and business despite significant support & company financial issues.
    > Lead the global program entering emerging markets with new BSS offering
    > South East Asia turnaround: After 5 years of zero sales the territory reached 17m$ in 2007 and continued with major BSS deals in the region.
    > Wining and held end-to-end ownership of the most strategic 2006 deal (including BSS and VAS platforms) to a 3G operator, with agreement and initial PO in excess of $27 million.
    > Built and developed a cross cultural sales team of Central Europe into one of top-performing groups within organization; subsequently used as prototype for other teams within company.
    > Closed $9 million in sales within first 8 months in Central Europe, surpassing average 2-years cycle
    > Rehabilitated company's prior negative image in major German operator to a state they signed a new 17-26m Euro contract. Repaired numerous relationships with previously dissatisfied customers to fuel business objectives.
    > Achieved unprecedented turnaround success, delivering explosive 400% increase in sales within 2 years, from 4-years plateau of $7,000,000 to $27 million in 2003.
    > Reached status as #1 performer for territory growth category in first year and #1 for overall performance-by-quota in 3rd and 4th year. Best achiever of Comverse Europe for 3 years in a row. Selected 7 times by president as "MVP in Sales."
    > Renegotiated payment schedule that led to recovery of $1 million in debt previously declared uncollectible.
    > Cultivated sustainable, profitable relationships with key channel partners, including Siemens, Nortel, Ericsson and Nokia and lately with manjor agents in East Europe.