Dipl.-Ing. Frank Lupke

ist offen für Projekte. 🔎

Angestellt, Senior Account Director, Head of Sales, Business Development, Technical Support, Siemens AG, Siemens Mobile Networks, NokiaSiemensNetworks,Nokia,NSCGlobal

Emmering, Germany

About me

Experte für Geschäftsentwicklung und Umsetzung von technologisch komplexen Systemen und Services Branchen: Telekommunikation, IT Berufserfahrung: Projekt/Produkt Management (>12 J) - Leiter Geschäftsentwicklung, Leiter Produktvertrieb Europa/LatAm Vertrieb (> 8J) - Senior Account Director, Account Manager, Project Director, Sales Manager Weitere ( > 12 J) -Business Operations Manager, Technischer Support, Teamleitung Qualifikationen - Strategischer Manager Digitalisierung - Scrum Master/Scrum Product Owner, PRIN

Skills

Business Development
Vertrieb
Projektmanagement
Customer Relationship Management
Mobilfunk
Telecommunication Equipment Supplier
Sales
Account management
Technischer Vertrieb
Team Lead
profit&loss
Strategieentwicklung
Vertriebserfahrung
Vertriebsstrategie
Product Support
Product Marketing
Pricing-Strategie
Business Management
Business Target Agreement
Profitability Management
Contract Negotiation
Product Strategy
Monat
IT
Key Account Management
Vertriebsmanagement
Unternehmensplanung
Direktvertrieb
Vertriebsleitung
Certified Scrum Master
Prince 2
Internationaler Vertrieb
Cloud Computing
Leadgenerierung
MS Office
Englische Sprache
Erfahrung
strategisch
Führungserfahrung
Interkulturelle Kompetenz
Auslandserfahrung
Unternehmerisches Denken
Verhandlungsgeschick
Engagement

Timeline

Professional experience for Frank Lupke

  • Current 33 years and 11 months, since Jan 1991

    Senior Account Director, Head of Sales, Business Development, Technical Support

    Siemens AG, Siemens Mobile Networks, NokiaSiemensNetworks,Nokia,NSCGlobal

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

  • 2 years and 5 months, Mar 2019 - Jul 2021

    Senior Account Director

    nscglobal

    • 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

  • 1 year and 4 months, Dec 2017 - Mar 2019

    Professional Re-Orientation

    PEAG Transfer GmbH

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

  • 2 years and 8 months, Apr 2015 - Nov 2017

    Business Development Sales “Cloud Infrastructure Europe"

    Nokia Solutions and Networks

    • 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

  • 3 years and 7 months, Jun 2012 - Dec 2015

    Business Development Sales “Packet Core” (Europe, Latin America)

    Nokia Siemens Networks

    • 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

  • 2 years and 10 months, Aug 2009 - May 2012

    Head of Business Development Sales “Packet Core” Western Europe

    Nokia Siemens Networks

    • 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.)

  • 2 years and 3 months, May 2007 - Jul 2009

    Head of Sales (Sales Director) “Converged Core” (Portugal, Spain)

    Nokia Siemens Networks

    • 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

  • 2 years and 4 months, Jan 2005 - Apr 2007

    Account Manager (Luxemburg), Country Manager (Czech Republic)

    SIEMENS

    • 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

  • 2 years, Jan 2003 - Dec 2004

    Business Operations Manager (AsiaPacific)

    Siemens Mobile Networks

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

  • 1 year, Jan 2002 - Dec 2002

    Project Director Mobile Networks (Venezuela)

    Siemens Mobile Networks

    • 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.)

  • 2 years and 5 months, Aug 1999 - Dec 2001

    Account Manager (Airtel, Spain)

    Siemens Mobile Networks

    • 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

  • 10 months, Oct 1998 - Jul 1999

    Business Development Mobile Networks (Mexico, Central America)

    Siemens Mobile Networks

    • 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

  • 9 months, Jan 1998 - Sep 1998

    Team Lead Sales Support (US, Mexico, Central America)

    Siemens AG

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

  • 1 year, Jan 1997 - Dec 1997

    Sales Manager (Europe, Latin America)

    Siemens AG

    • 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

  • 4 years, Jan 1993 - Dec 1996

    Technical Sales Support Fixed/Intelligent Telecommunications Networks, worldwide

    Siemens AG

    • 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

  • 2 years, Jan 1991 - Dec 1992

    International Trainee Program for engineers

    Siemens AG

    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)

Educational background for Frank Lupke

  • 1982 - 1989

    Allg. Elektrotechnik

    Universität Wuppertal

    - Nachrichtentechnik - Telekommunikation

Languages

  • German

    First language

  • English

    Fluent

  • Spanish

    Fluent

Interests

Jobangebote
Business-Kontakte
Sport/Bergsport

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