A consummate reader, I often lose myself in Sci-fi and Fantasy series, the longer the better I also enjoy the odd bit of urban exploration, but you’ll likely find me more often touring the countryside looking for a nice place to read a book in
MIHNEA SEBASTIAN CHERATA
Sales Leader
Bucharest
Summary
Dynamic sales leader and people manager consistently driving team success and exceeding expectations through strategic and customer-centric account planning. Specializing in fostering individual development and promoting team cohesion. Background in HR, market research, and business development. Committed to achieving growth by prioritizing effective communication and collaboration and empowering customers for their success.
Overview
19
19
years of professional experience
6
6
years of post-secondary education
7
7
Certifications
2
2
Languages
Work History
DIRECTOR OF SALES
BLACKSHELL
01.2025 - Current
- Company Overview: Blackshell is a cybersecurity start-up entering its beta phase
- I'm leading the design and execution of the sales strategy, targeting both B2B and channel partners (VARs, MSPs, and Distributors)
- Built a scalable GTM motion from the ground up, including sales playbooks, territory segmentation, compensation models, and a full MSP program
- Developed a substantial qualified sales pipeline, and engaged potential partnerships across the UK, EU and Middle East
- Implemented sales enablement frameworks, including onboarding, performance analytics, and coaching loops
- Defined the sales hiring plan, focusing on recruiting SDRs/BDMs, while establishing performance KPIs
DIRECTOR OF SALES EMEA
DROPSUITE
08.2023 - 10.2024
- Company Overview: Dropsuite is a leading BaaS provider for O365 and GWS
- Built the company's Sales and Business Development Strategy across Europe, the Middle East, and Africa, with a focus on driving growth through Distribution and Managed Service Providers, as well as Direct sales
- Developed and implemented the EMEA strategic sales plan, driving significant revenue growth by 40% in the first year and expanding market share across key territories
- Established and strengthened partnerships with key distribution and MSP players, focusing on high-value markets
- Drove collaboration across partners and internal teams to ensure alignment in sales, marketing, and technical strategies
- Leveraged data analytics to track KPIs, identify growth opportunities, and streamline sales processes, incorporating everything into actionable account plans
- Improved partner engagement and product visibility, supporting the success of MSPs and distributors
- Lead efforts to penetrate SME and non-profit sectors, focusing on price-sensitive markets to grow partner acquisition
- Implemented strategies to lower churn rates and greatly increase retention, collaborating with customers to address key challenges
REGIONAL SALES MANAGER UK/I
VEEAM SOFTWARE
04.2021 - 12.2022
- Company Overview: Veeam is a global leader in back-up & replication services.
- Exceeded UK&I SMB, Commercial, Enterprise, and Channel Inside Sales teams' revenue targets by 118%, as measured by FY21 regional performance, by executing a comprehensive sales strategy and fostering team excellence
- Spearheaded the EMEA-wide rollout of Yearly Inside Sales Enterprise KPIs, contributing to the EMEA Enterprise Business Development and Account Management strategy, and mentored sales leaders and contributors, resulting in the development of top-performing talent
- Fostered cross-team collaboration and strategic alignment across Field Sales, Inside Sales, Marketing, Renewals, Support Engineering, and Order Fulfillment, enhancing operational performance and team synergy, which was instrumental in being recognized as the best sales team in EMEA for two consecutive years
SALES MANAGER - ENTERPRISE UK/I
VEEAM SOFTWARE
08.2019 - 04.2021
- Directly leading an amazing team of 12 people in the UK & Ireland Inside Sales team, ranging from Junior Business Developers to Senior Account Managers
- Focused on building a growth-driven, transparent, and trust-based environment through continuous feedback and coaching
- Grew the team from 3 members to one of the largest and top-performing Enterprise teams in EMEA by FY2021
- Built successful partnerships across Veeam's extended teams (Marketing, Operations, etc.) to drive collaboration and communication, contributing to overall team success
- Played a key role in EMEA-wide projects, including shaping the Inside Account Manager role, creating onboarding structures with Sales Enablement, and defining career advancement pathways
- FY20 Achievement: 100% target attainment, overachieving Business Development goals while hiring, coaching, and promoting within the team
SENIOR ACCOUNT MANAGER ENTERPRISE UK&I
VEEAM SOFTWARE
01.2019 - 08.2019
- Spearheaded the Central Government and Defense Verticals in the UK, alongside the field sales executive, enhancing strategic account penetration while closely coordinating renewals and channel teams towards a fully comprehensive customer success plan
- Continued my involvement in building the UK Account Management team, building talent and expertise, developing, and improving structure and procedures regionally, as well as building & implementing EMEA wide projects
- Continued to coach and mentor team members, facilitating ramp-up and professional development, and actively participated in recruitment efforts
- Served as the Enterprise SME for EMEA Sales, acting as the primary point of contact for Enterprise strategy with a focus on bolstering customer success and loyalty
ACCOUNT MANAGER UK&I ENTERPRISE
VEEAM SOFTWARE
05.2017 - 01.2019
- Responsible for the Business Development strategy and implementation for UK & Ireland Strategic Accounts
- Supported our four-person BDM team, from day-to-day activities to quarterly operational goals, and new joiner ramp-up
- Orchestrated collaboration with Channel Partners (CDW, Bytes, Softcat, SHI, SBL) to drive joint account penetration strategies for both on-premises and cloud deployments
- Leveraged relationships with Veeam Alliance Members (Microsoft, HP, IBM, NetApp, Cisco) to target key accounts
- Developed and refined processes to align with Veeam's strategic goals in the UK
MYSQL ACCOUNT MANAGER
ORACLE
03.2015 - 05.2017
- Surpassed annual B2B sales targets for the MySQL database in a competitive New Jersey territory by leveraging strategic business development through LinkedIn, Oracle Sales Cloud, and other platforms
- Fostered collaborative partnerships between Technical Consultants, License Sales, and Customers, managing Channel relationships to drive upsell opportunities and spearhead new projects
- Cultivated enduring customer relationships, achieving a high customer satisfaction rate, and ensured timely renewals through dedicated account management and personalized service
ORACLE UNIVERSITY OPERATIONS SPECIALIST (OPERATIONS DEVELOPMENT & SUPPORT)
ORACLE
08.2013 - 03.2015
- Provided logistics support for Oracle University across the UK, Ireland, and Israel
- Managed resources, trainers, and class support for both internal and external clients, ensuring smooth delivery of Oracle Curriculums
- Handled Delivery Management Reporting, supplying key reports to Delivery Managers, Sales Managers, and other stakeholders
- Negotiated rates and expenses with external trainers to maintain high profit margins and managed purchase orders to ensure strong returns
- Served as the primary contact for customers and sales reps, addressing order entry issues and sales activities
SOURCING MARKET INTELLIGENCE TEAM LEAD
ERICSSON TELECOMMUNICATIONS
01.2010 - 12.2013
- Responsible for North America, South America, United Kingdom, and Nordics
- Identifying and contacting potential clients, running demos and presentations on the services we offered
- Coordinating a team of 6 people on standard and custom-tailored projects
INTERNATIONAL ASSIGNMENTS COORDINATOR
TENARIS
01.2013 - 04.2013
- Establishing a new International Assignments office in Bucharest Romania, reporting to Dubai office and Argentina headquarters
HR COORDINATOR & IMMIGRATION SPECIALIST
ERICSSON TELECOMMUNICATIONS
09.2006 - 12.2010
- Developed and integrated Ericsson Romania's Immigration Policies and Procedures with the HR department
- Provided comprehensive HR administrative support, assisting with all HR processes and troubleshooting HR-specific tools
Education
MASTER DEGREE - Political Science - Security & Defense Studies
DIMITRIE CANTEMIR UNIVERSITY
Bucharest 04.2008 - 01.2010
BACHELOR'S DEGREE - Political Science
DIMITRIE CANTEMIR UNIVERSITY
Bucharest 01.2004 - 01.2008
Skills
- Sales Strategy and Leadership
- Market Expansion & Segmentation
- Experienced Office365 user
- Excellent communication skills
- Performance Analytics & Process Optimization
- Customer Retention & Churn Reduction
- Growth-centric development approach
- Stakeholder management
- Mentorship Experience
- Sales team motivation & engagement
Activities
Ken Blanchard Companies - Situational Leadership (SLII), Hemsley Fraser - Leadership Foundations, Customer Centric Selling Certified, Sandler - Sales Skills Foundations Training, Management Results Consulting Gmbh, Vienna - Business and Industry Analysis, Ericsson University - Data Analysis, Dale Carnegie - Advanced Communication, A consummate reader, I often lose myself in Sci-fi and Fantasy series, the longer the better. I also enjoy the odd bit of urban exploration, but you'll likely find me more often touring the countryside looking for a nice place to read a book in.
Certification
Ken Blanchard Companies – Situational Leadership (SLII)
Interests
Timeline
DIRECTOR OF SALES
BLACKSHELL
01.2025 - Current
DIRECTOR OF SALES EMEA
DROPSUITE
08.2023 - 10.2024
REGIONAL SALES MANAGER UK/I
VEEAM SOFTWARE
04.2021 - 12.2022
SALES MANAGER - ENTERPRISE UK/I
VEEAM SOFTWARE
08.2019 - 04.2021
SENIOR ACCOUNT MANAGER ENTERPRISE UK&I
VEEAM SOFTWARE
01.2019 - 08.2019
ACCOUNT MANAGER UK&I ENTERPRISE
VEEAM SOFTWARE
05.2017 - 01.2019
MYSQL ACCOUNT MANAGER
ORACLE
03.2015 - 05.2017
ORACLE UNIVERSITY OPERATIONS SPECIALIST (OPERATIONS DEVELOPMENT & SUPPORT)
ORACLE
08.2013 - 03.2015
INTERNATIONAL ASSIGNMENTS COORDINATOR
TENARIS
01.2013 - 04.2013
SOURCING MARKET INTELLIGENCE TEAM LEAD
ERICSSON TELECOMMUNICATIONS
01.2010 - 12.2013
MASTER DEGREE - Political Science - Security & Defense Studies
DIMITRIE CANTEMIR UNIVERSITY
04.2008 - 01.2010
HR COORDINATOR & IMMIGRATION SPECIALIST
ERICSSON TELECOMMUNICATIONS
09.2006 - 12.2010
BACHELOR'S DEGREE - Political Science
DIMITRIE CANTEMIR UNIVERSITY
01.2004 - 01.2008
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