Ancuta Weiser

I lead IBM's Software Subscription & Support Business for the Commercial and CSP/ESA/PSP segment in Europe. I am responsible for the planning, ownership & achievement of quarterly sales targets. Direct management of a team of 7+1 remote experienced Renewals Sales Managers and 48 Renewals Sales Specialists who advise & facilitate IBM Clients to continually gain business advantage through on-time Renewals of IBM Software Subscription & Support.

Responsible for managing the IBM Software Subscription & Support Business in Commercial for IBM D|A|CH. Planning, ownership & achievement of quarterly sales targets. Direct management of a team of 10 experienced Renewals Sales Specialists who advise & facilitate IBM Clients to continually gain business advantage through on-time Renewals of IBM Software Subscription & Support.

Responsible for managing the IBM Software Subscription & Support Business in General Business and Mid Market Teams for IBM Germany. Planning, ownership & achievement of quarterly sales targets. Direct management of a 9+ team of experienced Sales Specialists who advise & facilitate IBM Clients to continually gain business advantage through on-time Renewals of SWG S&S The German General Business and Mid Market Software Subscription & Support Teams are working with our Channel Partners and IBM

Team Leader of IBM SWG Software Subscription & Support team for Germany, working with my direct manager to ensure our customers are maximizing the value of their IBM Software investment. Supporting management in planning, ownership & achievement of quarterly sales targets. Responsible for driving weekly sales forecast meetings with team members and direct and up line management. Supporting and managing S&S Renewals specialists in achieving quarterly sales targets, account planning and sales coaching.

Responsible for implementing the behaviours associated with a high performance Sales Team Leader culture within the IBM Inside Sales organisation. Building and expanding my own expertise in the IBM Leadership competencies and capabilities & demonstrating them in my approach to the business. Ensuring that all business metrics are successfully achieved by all team members. Working together with the team on specific actions agreed to drive the business and tracking them to resolution.

Software Specialty Sales Representive - demonstrating the sales and technical expertise required to successfully conduct all phases of the sales cycle. Responsible to demonstrate the behaviours associated with a High Performance Sales Culture, specifically building and managing a pipeline of opportunities, committing to and closing the sale.

° Develop, implement and execute successful sales and marketing campaigns for and with the partners within the EE&CIS region in conjunction with the Marketing Coordinator/Manager and the Sales Representatives ° Create, develop and implement the Channel Campaign Manager specific processes and work

° Campaign owner for all outbound campaigns (marketing campaigns, renewal of partnership with Oracle, recruitment of new partners) for Austria ° Profiling, Certification and Screening of Austrian Partners ° Profiling & mapping of German Partners (SPM Partner, feedback to German Channel Manager

° Dealing with customer queries in a direct customer telephone environment ° Recruitment of new partners for the Company ° Responsibility for the sales team during Supervisors’ absence ° After-sales care in a direct customer interface environment ° Handle inbound calls from partners

Deutsch-Französisch