Tonnie van Grinsven

Leading sales for Public Sector in EMEA I inspire both customers, sales organisations of partners and parents to embrace the Vblock solution to address applications needs. Since October I sell to customers as well as coach my growing team, to achieve targets and develop references. Early successes include The Student Olympics 2013, NATO, Met Police of London, University Clinic in Aachen and Russian Railways.

In my role as sales lead I provide vision and strategy for the Global ING account team. The sales run rate was $ 35M+, growing also during the economic downturn that hit ING hard. We achieve this with focus on innovative network, datacenter and unified communications projects. Foundational to these results was communication with the global team of forty account managers offering them coaching and deal specific strategies for growth and healthy margin. I position Cisco’s value with senior ING executives

In cooperation with Alliance Management and Directors of Getronics Netherlands, I planned and executed strategy for the Marketing, Portfolio and Training of services based on Cisco’s technology. Pivotal for success was good collaboration with Getronics, ecosystem partners and the Cisco team of technical and business experts. As Channel Account Manager I focused mainly on joint account planning, solution development, strategic bids and pricing strategy. I also coached several account managers.