Dipl.-Ing. Frank Lupke
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
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
• 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
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