GEORGIANA GHEORGHE

Company Overview: IT Leader, Edge-to-cloud, enterprise compute IT, data, and security solutions, Networking

Customer Scope: Commercial – Retail, Banking, Health Care Industry, Telco and Service Providers

Job purpose: Partner enablement, Sales Management and Marketing at HPE Aruba Networking

Revenue Quota: approx. $7,2M annual

Reporting to: Channel Leader CET and Country Manager

Job Level: Expert

Achievements:

• YoY double-digit revenue growth: 68% (FY23), 24% (FY24), 38% est (FY25)
• Country of the year (CET region) based on rev growth, against TAM decrease
• Increase the number of HPE active partners by 29% last year
• New Logo Customer development
• Increase level of specialized partners (Gold and Silver)
• Marketing planning against small budget
• Sales overachievement (Upsell, X-sell and New Logo customers)

Success model :

• Developed long-term relationships with key partners and customers, resulting in increased collaboration and business opportunities
• Careful consideration of all needs expressed by the key decision makers, negotiating and smoothing up conflicting requirements, finding the optimal point between the desired state of the technical solution, the available budget and our sales metrics and business objectives
• Coordinating stage 0 project-based opportunities
• Building and Scaling Strategic Partnerships
• Continuous investing in market education: Workshops, Roadshows and Partner Enablement Program

Customer Scope : Commercial segment – SMB, TV & Media Production.

Job purpose: Logicom is TOP 3 players on the Romanian distribution market. The BDM (HPE Storage Ranger) role is created to grow the brand's IB, increase visibility, create and implement marketing plans and address the needs of the partners, establish a long-term partnership with them.

Revenue Quota: approx. $1,6M annual

Reports to : Business Unit Manager

Achievements:

• YoY business growth of 17% - 20%.

• Q3 2022 overachievement of 623%.

• Increasing the number of HPE active partners from 83 to 97.

Success model:

• Working closely with HPE Business Units, Sales, Order Management and acting as a binder between the vendor and the market.

• Aligning and expressing our solution portfolio benefits to support the customer's business objectives and negotiating pricing points.

• Providing subject matter expertise, helping each client derive the most value from the HPE solution, based on client's business objectives, demonstrating ROI.

Customer Scope : Commercial segment – companies over 10M$ or 50 employees from most industries (Banking, Health Care Industry, Education, Retail, Telecommunication and Media, Service Providers) focused on a growing B2B segment.

Reports to : Regional Sales Manager

Job purpose: Oracle is one of the most complete cloud service providers. As Cloud Renewal Sales Manager, I am responsible for achieving our Business Objectives and KPI's to establish a long-term and short-term success plan as well as expanding the yearly business through upsells. The key strategic business objective for which I am responsible is to grow the Oracle's Cloud revenue in the existing customer base. Most important quantitative KPIs revolve around the renewal contracts revenue and expanding business value by adding new services from the Oracle Cloud's portfolio to support customer's business objectives.

Revenue Quota: approx. $5M annual

Achievements:

• Constant increase of renewal rate over the last three years across a portfolio of over 100 clients covering North America and Canada.

• Last year (2020) yearly achievement: 97% retention rate YoY, the best result in the renewal team and significantly exceeding the average company rate of 75%.

• 95% forecast accuracy rate measured in M1 of the quarter.

Success model:

• Working strategically with Stakeholders, Champions and System Administrators and coordinating with internal teams to ensure successful implementation and high adoption rate.

• Regular assessment of customer portfolio for the purpose of identifying top customers supporting best Oracle's Cloud revenue growth strategy, while ensuring better market coverage by aligning our technical and commercial offering with the competitive share-of-the-wallet in each account.

• Contributing to revenue generation through renewals, upselling, and expansions.

Relentlessly following all revenue generating options besides the classical renewals, by upselling and expanding existing contracts with additional services and/or more users.

Scope : Romania and Bulgaria - Responsible for driving the config-to-quote process.

Reporting to : Bid-Desk Local Manager

Job Purpose: Responsible for driving the smooth operation of the pricing process, having the purpose of supporting the local sales organization in the sales process.

Achievements:

• Grown to understand the complexity of the full sales process, being able to recognize potential blocking factors and to suggest alternatives to progress towards a successful sale.

• Recognized as the trusted advisor for all the pricing complex requests by the local sales team

• Recognized as the most effective pricing manager by the local RO&BG Business Unit team

• Facilitated closing sales deals by coordinating closely with all stakeholders (partners/ distributors, HPE internal teams) at each sales stage

• 10 consecutive quarters of reaching 100% performance on pricing KPIs

• Twice awarded as the best pricing manager in the CEE team

Success model:

• Constant focus on improving the working process to provide the best and the fastest price for complex solution quotes.

• Acting as interlock between presales, sales and business unit managers to find the optimal price tuning advice necessary in complex projects.

• Assessing the price impact of the technical options provided by pre-sales, competitive price arguments and business justification provided by the sales reps and negotiating the best price with the business unit managers. During the process I was responsible for insuring that the company profitability rules and objectives are followed while the sales objectives and the winning strategy of each project is closely supported by the offered price levels.

• My role was also to secure a timely price escalation when needed and to contribute to price negotiations and business decisions with the regional CEE business unit group.

Scope : Focus - Romanian market share growth.

Reporting to : Brand Manager

Job Purpose:

· Participating at weekly forecast meetings.

· Responsible for delivering on time market share reports.

· Spending 25% of time on the field with sales team.

· Scheduling and organizing meetings with the PR agencies.

· Participating at product/business strategy meetings.