Daniel Stanescu

Daniel Stanescu Vistiernicul Stavrinos, District 6, Bucharest, Romania -▪- Consultative Sales Professional and Business Developer with strong experience, knowledge and passion for managing projects effectively, driving revenue, engaging businesses and people through channels, social media and direct approach. PROFESSIONAL EXPERIENCE March 2015 – ongoing Realworld Systems BV Bucharest,Romania/Culemborg, Netherlands Solutions Consultant, Worldwide Responsibilities  Water Utilities, Smallworld customers and TELCO customers worldwide are my main focus in deploying Realworld's products and services.  Business development activities towards both new prospects as well as GE's customers, positioning Realworld's own products and services as well as GE's portfolio (Realworld is a GE value added reseller in some territories and the IP owner for Water Office, which is being also resold as a GE product by GE).  Full ownership of the sales cycle, managing both internal as well as external resources to address opportunities.  Channel sales management from assessing the feasibility of the partnership all the way up to sales enablement and account management at all organizational levels.  Providing pre-sales activities to maximize the impact of our proposition and being the first point of contact for prospects and customers (commercial and technical). Market Verticals (but not limited to): Telecommunications  Electric Utility  Gas Utility  Water Utility Achievements: Ramboll partnership signed and all due diligence in place to address opportunities in the water utilities sector within CEE. 5.4 million USD worth of opportunities created against Realworld/GE's portfolios with 2.3 million USD committed opportunities to be closed in Q1/Q2 2016. June 2013 – March 2015 General Electric-Digital Energy Bucharest, Romania Sales Manager, EE Software/Mobile Solutions Responsibilities  Evangelising, selling, deploying and implementing GE DE's portfolio in the assigned region.  Managing all internal and external resources to ensure the continuity and development of both business carried out directly as well as through partners by having outside/inside sales based activities.  Overseeing the entire sales cycle: from inception(planting the idea), architecting the solution and involving all relevant other GE businesses(if required) and all the way through helping the customer and partner figuring out budgeting solutions(internal and external financing instruments).  Maintaining an accurate and realistic image on the business I am conducting and providing my managers and stakeholders with real-time updated information about the pipeline and progress of my opportunities and business development actions.  Selling the following technologies: Telecommunications Solutions, Electric Utility Solutions, Gas & Pipeline Solutions, Water Supply & Drainage, Smallworld Core, Web/Mobile Solutions, Smallworld and Google Maps, MapFrame, FieldSmart, Field Force Automation, Grid IQ-Insight, Advanced Distribution Management Systems, Distribution Management Systems, Outage Management Systems, Energy Management Systems, Demand Response Management Systems. Market Verticals(but not limited to):  Telecommunications  Electric Utility  Gas Utility  Water Utility Achievements: (Q1-2014)Last year quota was 1.5 mil USD for the whole year out of which I brought in less than 6 months 400k. Worth to mention is that out of the whole amount, roughly 70% were new deals. 1 Daniel Stanescu Vistiernicul Stavrinos, District 6, Bucharest, Romania -▪- June 2013 – September 2014 Brand Embassy Bucharest, Romania Sales consultant Turkey/part time-collaboration Responsibilities:  Positioning company’s offering in the above mentioned region.  Assessing the existing situation within the prospect organisation, preparing a presentation/demo against the findings and prospect’s goals and expectations, negotiating terms and conditions and closing of the sales cycle.  Assisting prospects and customers in making the best use from the BE platform. Major business lines:  Agencies  Brands  Companies Market Verticals:  Telco  FMCG  Advertising November 2012 – April 2013 ENEA AB Bucharest, Romania Sales Manager, CEE and Turkey Responsibilities:  Positioning company’s offering in the above mentioned region  Embedded software, custom applications, Linux based apps and os, QorIQ®, StarCore®, and QorIQ Qonverge™ SoC series platforms, wireless, IOS, Android, Windows, Bare Metal Performance Tools, Multi OS environment. Major business lines:  Embedded Systems  Testing and Validation  Business Solutions  Permanent Placement Market Verticals: Telco  Wireless  Automotive  Consumer Electronics  Financial Services Achievements: National Instruments partnership, various other projects. January 2012 – August 2012 Socialbakers Prague, Czech Republic Territory Manager, CEE and Turkey Responsibilities:  Responsible for positioning social media tools provided by Socialbakers into the social media strategy of both existing customers(account management) as well as pitch it to new ones. Also in charge of planning, forecasting, collection, relationship building/managing, prospecting, mapping out both the countries as well as accounts.  Creating new business opportunities on my territories using various prospecting methods (PR, strategic partnerships, etc.) and using a combination of skills and procedures (consultative selling) in order to close them.  Forecast accuracy needs to be above 85% so that resource planning can be in sync. Meeting customers, participation on events, presenting solutions and providing training on our products are among a few of the interactions happening daily. Delivered my target consistently for the time I have been in this position, pipeline is 3 times the target value which will secure the conversion rate and delivery of the results.  Specific activities around creating visibility: engaging with key players to partner in PR related activities, channel management. Achievements: Laid the commercial foundation in CEE and Turkey upon which the company will build its success story. September 2010 – December 2011 Cisco Prague, Czech Republic Inside Sales Account Manager/Virtual Business Manager Responsibilities:  Responsible for territory revenue growth in a country/region(20 partners).  Working with partner AM's within territory to develop pipeline and forecast.  Engaged on a select list of Commercial accounts with partners within territory to secure customer preference. Responsible for route to market and market management by utilizing customer intelligence and marketing resources. Managing partner focus within territory by coaching, educating and supporting those partners to position, offer and deploy Cisco products and services. Support from Channel development team, VSM's and Marketing team. 2 Daniel Stanescu Vistiernicul Stavrinos, District 6, Bucharest, Romania -▪-  Responsible for planning lead/revenue generation marketing activities with partners within territory, leveraging campaigns, plays and collateral. Managing funnel growth, funnel conversion and partner sales performance within territory including opportunity/deal management. Organizing and leading the coordination with partners to facilitate sales. Regular engagement with select Partner AM’s to receive updates, while coaching and advising on ongoing basis (with or without opportunities) appropriate to meet Clients’ needs and requirements. Achievements: Won new business within the assigned territory, expanded on the customer/partner base by both selling new solutions as well as gaining new customers/partners. March 2008 – September 2010 Oracle Romania Prague, Czech Republic Territory Sales Representative-Tech GB, Romania Responsibilities:  Managing partners selling activities, engaging end customers by proposing them the partner solution Oracle Technology bundle. Management of opportunities through feedback from customers and partners; proposing for execution of marketing activities and campaigns; meeting both partners as well as end customers and seeing through the closure of a business opportunity. Micro management of internal resources and networks (LOB) managing a virtual team across LOB’s in order to have a clear one message in front of the end customer.  Existing Account Management within the assigned territory. New Account development identifying prospective customer needs and developing innovative solutions to satisfy their requirements. Working with and developing relationships with Oracle Alliance and Channel Partners to drive revenue and maximize customer service. Leadingmanaged generation through Product and Country Specific Marketing campaigns. Working as part of an Internal Sales team and responsible for all orders below a specified value. A thorough knowledge of Oracle Technology products. Working with field sales force and resellers to plan and implement direct sales campaigns. Providing weekly accurate sales forecasts to Manager. Achievements: Out of a 1.8 mil per fiscal year, I did 2.1 mil with an increase in market penetration rate to back it up. 100+ customers added to the customer list, 1 major partner event generated by me ( Eta2U-partner summit) which led to strengthening the relation between Eta as a Value added Distributor and its partners, translating in incremental business. Several major projects, from inception to closing (Motoractive-GE Money, Key Security Systems, SIF Moldova Directia Maritima, etc.). July 2006 – March 2008 Oracle University Bucharest, Romania Education Sales Consultant, UK Responsibilities:  Selling Oracle University’s values, products and services on the UK market to SME customers. creating awareness and proposing complex training schemes. Responsible for selling Education services to Oracle customers in the UK.  Education prime point of contact for Oracle internal and external clients, understand how to position Education services within an existing or a new account.  Acting as client’s advocacy and trusted person, knowledge of client’s enterprise and needs, account planning including proactive customer Education planning, work with a portfolio of new and existing accounts. Process compliance & improvement.  Ensuring that all sales processes are in place and proposes improvements. Understanding and promoting the use of internal and external tools (Customer analytics, Global Customer Management tool, etc.). Achievements: Target achievement throughout the fiscals I have been participating to, with a steady overachievement by an average 15%. Increased the customer base by implementing Partner Scout program, increased the average quote both from the services sold perspective as well as the total amount. September 2005 – July 2006 Baduc Bucharest, Romania Sales Engineer Responsibilities:  Managing the customer portfolio, expanding and growing it both quantitatively and qualitatively, market research, customer satisfaction-oriented service. 3 Daniel Stanescu Vistiernicul Stavrinos, District 6, Bucharest, Romania -▪- 2003 – 2005 Perla Harghitei Bucharest, Romania Key Account Manager, KA-Bucharest Responsibilities and Achievements:  Selling company's products on major Key Account locations in Bucharest, maintaining a 'win/win' relationship with the clients, new product listing, proposing/managing budget, increased sales and product portfolio. EDUCATION 2008 – 2010, Dublin Institute of Technology, Dublin, Ireland Post Graduate Studies, Sales and Marketing 1999 – 2003, Universitatea de Stiinte Agronomice si Medicina Veterinara Bucuresti, Bucharest, Romania Master's Degree, Engineering FOREIGN LANGUAGES Romanian – native English – fluent French – conversational Italian – conversational COMPUTER LITERACY  MS, Linux, MacOS user and proificiency  Internet Savvy  PPC Platforms: Google AdWords, Analytics, Socialbakers Product knowledge(pre-sales/sales/technical),Yahoo Search Marketing, Microsoft AdCenter, MIVA, Mirago  Good knowledge of BRIO, basic knowledge of Business Objects  Traffic Reporting: WebTrends, XiTi, ComScore MediaMetrix, Atlas, Google Analytics, AdGooroo  Social Media: Facebook (creating and managing communities/brand pages, interactive applications), Twitter, Google+, Pinterest, etc.  Oracle Applications, EBusiness Suite working experience-(Oracle Apps Essentials, Technical implementer, Functional implementer courses)  BetaTester in the global rollout of EBS within Oracle  Siebel certified, Oracle Technology user/working experience  Project management experience(ITIL certification-ongoing) product lifecycle management experience  Deep understanding of Cisco’s core technology  MS products and services-proficient user, various other competencies to be listed if required TRAININGS & COURSES  Oracle University, Sales Courses  Sandler certified, SPIN/ODIR certified and proficient  British Communication & Business Academy , Business Communication, Online Course  British Council, Business English Proficiency Diploma (Info about additional courses can be provided upon request) 4