Florian Koeppli

Manage field based Account Managers
 Lead/develop team's business acumen, technology and customer knowledge Drive direct/indirect pipeline development Assistance to answer RFPs and supports sales team in important negotiations/escalations with key customers Main achievements: First Compellent (storage) win in the region Hiring of some key talents Sold infrastructure as a service (IaaS) solution to big Swiss transportation company Grew strategic server and storage business

Establish and execute account plan Strong external presence and tight collaboration with Internal Sales Rep Plan account activities together with key Dell partners Drive and lead the engagement of appropriate Dell resources Regular visits and conference calls with the WW team assigned to my accounts, important markets and regional operational organizations Main achievements: Improved CE massively in one of my global accounts Win back LoB against competition in my biggest account Consistently over

Roadmap presentation and transition management Drive and lead pre-sales, post-sales and technical escalations Technical escalation management and global technical communication to customer Presales for client/server/storage and services
 Plan account activities together with the GAM/RAM and other key stakeholders such as DMS, DPS and CFI organizations Drive and lead the engagement of appropriate Dell resources to support my accounts Regular visits and conference calls with the WW team assigned to my a

Drive globally standardized reporting for HP
Service roadmap and release management Liaison between HP IT and HP OpenView BU Global competence centre for network management architectures Design and create ITIL network management solutions Prototype testing for OpenView BU Project management of the HP MS world-wide reporting tools standardization initiative

Network security architecture for HP internal network Product evaluation

Telecommunications