Claudia Akay
Lorentzweiler
Summary
Focused Sales Manager committed to motivating others and offering extensive knowledge penetrating territories and promoting product portfolios. Highly effective mentor driven to assess individual and group performance to implement improvements and set goals. Determined individual with background in establishing and nurturing lucrative partnerships with a heart beating for the public industry where I am holding strong client relationships. It is important to me to maintain own client relationships on the right levels and to support and lead my sales team to do the same.
Overview
17
17
years of professional experience
Work History
Sales Manager, Security Software
IBM Deutschland GmbH
01.2022 - Current
- Selling IBM´s Security Software technologies to enterprise clients from automotive, banking, insurance and public industries
- Leading a successful sales team by providing motivational coaching and performance-based incentives.
- Resolved customer issues quickly to close deals and boost client satisfaction by collaborating with business partners and technical services people.
- Coached employees in successful selling methods and encouraged cross-selling to drive revenue.
- Coached and counseled sales personnel, assisting with individual selling efforts and helping sales representatives reach targets.
- Responsible for own sales revenue targets.
EMEA Sales Lead, Software Defined Storage
IBM Deutschland GmbH
01.2018 - 12.2021
- Trained, coached, and mentored new sales associates for maximum performance across EMEA countries.
- Supporting Storage Software Sales in opportunity identification, selling the IBM´s Storage Software portfolio, closing and processing deals.
- Increased profitability and built sales pipeline by leveraging multiple marketing channels and sales techniques.
- Boosted sales performance by implementing strategic sales plans and effective team management.
Deal Maker, Software Sales
IBM Deutschland GmbH
01.2010 - 12.2017
- Negotiating and closing of complex IBM Software and Services agreements, mostly in public industry with main clients in federal and defense, where I have built up strong client relations.
- Identifying large Software opportunities and managing multi-country contracts.
- Designing agreements and managing deal risks.
- Increasing values and volumes of deals and performing complex and large bid negotiations with every procurement and C-Levels of clients.
- Leading sales account teams through deal making process from first offer, through negotiation until booking of the agreement, that included involving accounting and legal.
ZSoftware Sales Representative
IBM Deutschland GmbH
03.2007 - 12.2009
- Selling Mainframe Software (IBM´s System z) into retail, travel and transportation industry.
- Direct sales with focus on competitive take out with own revenue targets.
Education
Bachelor of Arts - Sales And Strategic Marketing
University of Wales
Cardiff, United Kingdom06.2006
Skills
- Selling and Negotiating
- Lead high performance sales teams
- Client Relationship Management
- Strategic Planning
- Sales Reporting, Coaching and Tracking
- Pipeline, Goals, Performance and Process Management
- Familiar with German Tender Law and tender processing, also with public legal agreements
- Planning Sales Cycle according to budgets of Federal clients
Languages
German
Native language
English
Proficient
C2
Turkish
Upper intermediate
B2
French
Intermediate
B1
Timeline
Sales Manager, Security Software
IBM Deutschland GmbH
01.2022 - Current
EMEA Sales Lead, Software Defined Storage
IBM Deutschland GmbH
01.2018 - 12.2021
Deal Maker, Software Sales
IBM Deutschland GmbH
01.2010 - 12.2017
ZSoftware Sales Representative
IBM Deutschland GmbH
03.2007 - 12.2009
Bachelor of Arts - Sales And Strategic Marketing
University of Wales
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