Tomislav Hatlak

Weekly, monthly, quarterly forecast review of distribution business. o Primary point of contact for Middle East and Africa Distributors. o Governance responsibilities for the EMEAR Distribution. o Driving closure on claim disputes between Cisco and Distributors. o Driving business analytics and presenting findings/perspectives to the primary stakeholders. o Preparing analytics focused around the key business drivers (sales, discount, and margin).

Responsible for providing commissions training to sales force and being their direct point of contact: o Directly involved with EMEA Sales Finance, Sales Operations and HR driving smooth goal to commission processes resulting in a reduction of set up errors and incorrect payments. o Ad hoc support to EMEA Leadership team providing various Compensation and HC Productivity analytics. o Led quarterly metrics review with business partners; o Team lead for 7 people across 4 countries.

o Establishing information needs & collaboration requirements for appropriate sales coverage. o Focused on driving bookings automation and accuracy and development/deployment of new/enhanced operations support systems e.g. OTM/Phoenix, FDEV, SFDC. o Sales crediting, claiming, territory setup and SFDC maintenance within EMEAR theatre. o Planning – Goaling, territory coverage and compensation. o Business analytics and reporting – Productivity and performance reporting and tool adoption.

o Develop, pilot and execute Marketing Campaigns. o Driving sales through multilevel engagement - identification of potential partners and targeting new customers. o Organizing educational/business trips to symposiums/conferences for business partners/customers.

o Develop sales channels & route to market. o Creating marketing campaigns – raising brand awareness. o Account management – developing & maintaining customer base.

o Partner and distribution planning/development in connection with country strategy. o Certification, specialization, partner stock development. o Opportunity tracking, joint marketing activities. o Partner related events organization – knowledge transfer & best practice sharing.

o Country Channel Account planning & forecasting - certification, specialization, stock development. o Deal creation, submission, closure, negotiation. o Piloting and implementing customer related marketing activities. o Joint marketing activities – implementation & execution, partner related event organization.