Jean Paul Kirschstein

Sales, Sales Manager, Channel Manager

Jean-Paul Kirschstein MSc.BA,

Carrer Sant Francesc 69, 08197 Sant Cugat, Barcelona

Dutch Native, fluent in English.

Prepared to move to the country where the working office is located, born in Amsterdam

SUMMARY:

Strong strategic sales person with passion for new-business sales, landing new corporate logo´s, sales-coaching. 

Not afraid to step into unknow territory and ways of conduct to get results.

Exceptional fast learning and able to see the big picture, understanding strategies, processes, and technologies.

Over 20 years on inside sales experience, most recently as team leader, inside sales executive, pre-sales, sales development representative and coach for SAP, IBM, HPE, Adformix, Interactive People and GOOGLE. 

Natural consultative seller, persuader with empathy for his prospects, clients and team members. 

Always curious on what will be next or what I can do better. 

RELEVANT WORK EXPERIENCE:

SALESCODE

Inside Sales Representative

• Working for an Inside Sales BPO provider 8000+ people in 160+ counties.          February 2023-present
• Responsible for the client/project Workmotion.
• Selling Global Hiring platform, facilitation of workforces within companies that want the work worldswide without have local legal entities in some countries. Providing all local HR and Social Benefits and Global Payrolling in one platform.
• Responsible for finding and onboard new prospects and clients for Workmotion inn the Benelux region.

INFOR

Client Partner Executive                                                                                                           March 2022-July 2022

• Covering the M3 ERP market for the Benelux, optimizing clients with the latest possibilities and moving. To the ERP Cloud for the Benelux Market
• Over 1M opportunities in 3,5 month, clients Rijk Zwaan, Ben & Jerry´s, Cogas, Ymere, Boskalis, Dutch Flower Group & Huisman Screen Systems
• In the process of building Net New Names Portfolio within Benelux top 50 Enterprise Clients

GETRONICS

Sales Representative UK, Ireland & The Netherlands                                                                 June 2021- March 2022 

• Responsible for new customers as Heathrow Airport, Avis Ren-a-Car Global and others in  manufacturing-, food-, digital workplace-, smart building-, cloud,-, business application-, networks services- and global services spaces. Brought in several Tier 1 companies with budgets varying from 100K up to 7M.

SNOW SOFTWARE

Business Development Benelux                                                                                    November 2020-May 2021

• Acquiring new logo´s for the Benelux Market
• Landed Achmea as new customer in the first weeks of work
• Working with Business Development tools as Zoominfo, SalesLoft and more
• Responsible of an annual target of 3,2 million

TRAVELPERK

Sales Development Representative Benelux Enterprise Clients                                     November 2019-June 2020

• Acquisition of new clients for the Benelux Market
• Landed top 500 customers such as Friesland Campina, Dept Agency, Reynaers Aluminium and many more (above target)
• Worked with a big range of CRM and acquisition related tools as Yesware, Outreach, SalesForce, LinkedIn Navigator, Aircall, Slack, Looker and Notion

GOOGLE                                                                                                                       February 2019-June 2019

Business Development Google Cloud Platform.

• Working with two Dutch sales teams in Manufacturing, Media and Technology, responsible for acquiring 600 new logos in FY2019 with the ADR team.
• Engage in net new names and consult on their strategy as it comes to the solutions of Google Cloud Platform (GCP). 
• Responsible for informing on the latest developments in GCP´s portfolio such as Machine Learning (ML), Artificial Intelligence (AI), Big Query, Cloud Functions, App Engine, Compute Engine, App Engine, Pub Sub, Kubernetes and many others.
• Actively selling these solutions against customers needs within their digital strategy.
• Leveraging Google´s partner channel to maximize and optimize revenue streams

HEWLETT PACKARD ENTERPRISE                                                                           July 2015 – February 2018

Sales and Presales EMEA (New Business Hunting Team)

• Train and coach a team of account managers and lead generation specialist on positioning solutions.
• Responsible for outstanding customer conversations on the technical and commercial aspects of datacenter technology including the entire compute, storage, network, cloud and wireless portfolio.
• Knowledge exchange with customers, including presentations, demo’s, PoC’s, RFP’s and tenders (in coordination with bid desks).
• Meeting and demonstrating customer technical requirements by drawing architectural maps and building matching configurations. 
• Train and motivate the account managers how to sell the portfolio, via classroom and individual sessions. 
• Budget and target responsible for financial outcomes: Over performed by 238% in FY 2017.
• Together with the team we landed new customers and won over the competition.

Cloud Specialist Benelux (HPE Cloud Team)

• Select enterprises that are ready for transformation of legacy infrastructure into cloud and start the transformation discussion on Private, Hybrid and Public Clouds.
• Propose and discuss roadmaps for transformation. Go in deth in business and IT processes conversations with higher management. Align with virtual and account teams 
• Be knowledgeable on the latest cloud technology, including virtualization, Openstack distro’s, containers, Software defined and API driven datacenter technology.

IBM                                                                                           December 2014 – June 2015

Cloud Enterprise Sales Executive (CEE, MEA and Benelux)

• Prospecting, contacting, advising and proposing IBM’s cloud solution SoftLayer and BlueMix.
• Responsible for developing these markets together with local IBM executive’s
• Take ownership of opportunities and close them against target.
• Continuing learning on the solutions, offerings, competition.
• Responsible for signing up 25 new customers per Q with a team quota MRR.

 SAP (Benelux)                                                                                                              July 2010 – December 2013

Cloud Sales Executive

• Preparation for the On Demand | Cloud portfolio. Following web seminars (Gartner), acquiring knowledge on the On Demand | Cloud domain and researching near and future developments.
• Orientation on the sales strategy of SAP for the On Demand | Cloud channel with the Sales manager Cloud and local director Cloud.

Sales Executive New Business (Benelux)

• Initiate contact with new business and dormant accounts. Positioning SAP solutions in line with client’s strategy and needs.
• Design territory plans; Make forecasts, build and monitor pipeline, make account plans and initiate actions. Close deals autonomously and with pre-sales, solution sales and account managers in the field.
• Substantial amount of training and learning for a broad scope of SAP solutions: SAP Carbon Impact, BPC,  Sap BI, SAP Business Objects, SAP Information Interchange, SAP Enterprise Resource Planning, SAP OnDemand, Replenishment, Sustainability. Mobility and Procurement.
• Results: first year 80% OTE, second year 100% OTE Q1, Q2(eq1,2M/360K incremental)

Sales Executive Public Sector (Benelux)                                                                         June 2010-December 2010

• Advise on, and, if appropriate, introduce SAP products by governmental entities as ministries of finances, internal affairs and defense. 
• Close coordination with account manager, sector and strategy director and industry principle.

Thremen/Randstad

Assistant to the Manager of Operations (COO)

• Analysing the workflows within the organizations and define optimization possibilities
• Prepared the documentation for ISO certification.

Teamleader

• Lead a team of 18 FTE in outsourced administrative processes in insurance companies
• Lead a team of 5 FTE in outsourced administrative projects in the Banking Industry

Interactive People

Owner

Initiating and managing an interactive agency of Internet freelancers such as interaction designers, programmers, UX experts, design professionals and Internet technicians.

• On boarding and directing of 35 freelancers
• Landed direct and indirect customers like ABNAMRO, Lays, Royal Dutch Navy, Essent, Eneco, Sissy Boy, IDFA, De Nederlandse Staatsloterij, Ford Motor Company Europe.

MAZZO VIDEO 

• Runner in Europe for General Electric Wide Projectors for events and concerts

EDUCATION

• Master of Science in Business Administration (MScBA/MSc). Specialization: IT Industry & E-Business. Vrije Universiteit van Amsterdam, Thesis on channel choices on mobile phones.
• Post-Bachelor Business Administration and Management / Stichting Leergangen Bedrijfskunde Amsterdam

COURSES/TRAINING

• Global Sales School (UK, IBM) (2 weeks)
• Pre-Sales tech (Praque, HPE) (1 Month)
• TeamLeader Course (Thremen/Randstad)
• Onboarding sales trainings including SPIN Selling, MEDDPICK, SalesForce, HubSpot, Slack, Asana.

MSc IT Industry & Business