Dipl.-Ing. Frank Lupke

- Business Development: >12 years - Account Manager: >8 years - Technical Support: 7 years - Business Operations: 2 years - Team Lead: 9 months

• Revenue and gross margin growth and winning of new business for the strategic account Atos Germany(2019) and Atos Europe (2020/2021) (10-12 million € p.a.) • Deal closure for an international major project (6.6 million, 4 years) and management escalation point of contact for the project implementation • Preservation of profitability and order intake under contractually fixed conditions • Guiding pre-sales, account support and service support team producing quotes and resolving service issues

• Professional timeout for a re-orientation after voluntary acceptance of a compensation package • Settlement of family matters

• Sales program lead „Cloud Infrastructure Europe“ • Order intake development for the product introduction „Airframe“ to approx.15 million € within 2,5 yrs. • Key account definition und account strategy development for new customers (must-win-cases) together with the local sales organization, strategy check and verification of the individual account/win plans of those customers

• Sales program Lead „Packet Core“ Europe/Latin America • Revenue and gross margin growth and winning of new customers (must-win-cases) for the Business Unit Packet Core (65 million € p.a.) • Successful market introduction of new product generations • Assessment and improvement of the sales strategies of individual accounts • Personal support of pilot and new entry customers (e.g. Orange Swiss, Oi Brazil, TIM Brazil) • Leader of a regional distributed virtual team of 10 employees

• Sales development for the product segment “Packet Core” • Order intake and gross margin growth and winning of new customers (must-win-cases) for the Business Unit Packet Core (20 million € p.a.)

• Sales development for the product segment “Converged Core” with responsibility for profit and loss at product level • Business management and target agreement (revenue, gross margin, must-win-cases) with the local organization (10 million € p.a.) on behalf of the Business Unit • Responsible for pricing decisions and representative of the Business Unit in extraordinary product commitments towards the customer

• Sales responsible for all customers in Luxembourg and in the Czech Republic • P&L responsibility, contract negotiations and customer relationship management in Luxembourg (10 million € p.a.) • Business target setting and negotiation with the local organization in the Czech Republic (40 million € p.a.) • leading a virtual team of five sales managers

• Head of the cost reduction program ‘Mission 2004/TopOnAir’ for the region Asia/Pacific

• Strategic market entry at Digitel (Venezuela) as reference for the Telecom Italia (TIM) group, • Head of Siemens Mobile Venezuela • Leader of the Siemens negotiation team for the delivery contract with TIM and Digitel; successful contract closure after 9 months of negotiations (50 million USD p.a.)

• Account development (order intake and revenue) responsible for a business volume of 40 million € p.a. • Overall responsibility for customer contract negotiations and subsequent project implementation • leading a virtual team of five sales managers

• Opening the market for Siemens Mobile in Mexico, Central America • Pre-sales and acquisition for Siemens mobile solutions (GSM/WLL) in Central America including market analysis and definition of a regional strategy • Responsible for the processing of cancellation of a signed customer contract in Mexico including the negotiations for the requested compensations

• Team leader of 16 sales engineers: work planning and personnel management (restructuring) • Responsible for offer compilation and order processing of all customer projects

• Definition of the product strategy to enter a new market segment and optimization of customer network concepts for alternative carriers and feedback to the product planning group • Technical support of the key account managers in customer negotiations

• Sales support for the acquisition of network exchanges(EWSD) and intelligent networks (IN) • Contract negotiations (technical part) with customers • Responsible for the overall technical design and realization of the first fixed network IN-prepaid service at Hutchison, Hong Kong

Sponsorship as ‚High Potential‘ to accelerate the readiness for management tasks at Siemens Three assignments: system testing, global technical assistance and installation/commissioning of a fixed network exchange in La Paz (Bolivia)

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