Elke Gülpen
Global Strategic Account Director
Norwich
Summary
Senior Global SaaS Sales Executive with exceptional relationship building skills with C-Level Decision Makers in Customer Experience, HR and Digital Transformation. Outstanding track record of new business and growth of existing business across the globe with an influential and pioneering approach to achieving new business with Fortune 500 companies. Believing maximum sales results come from sound customer experience, good follow up and ethical selling. Native German, fluent in English, Spanish and French.
Overview
21
21
years of professional experience
10
10
years of post-secondary education
Work History
Global Account Executive
NICE Ltd
Norwich, UK
11.2022 - Current
- Managing a portfolio of high-profile accounts like ABN Amro, Whirlpool, ASDA and CityFibre, generated 3m TCV revenue increase.
- Generated 9m new business opportunities by identifying and targeting high-potential accounts and building strong relationships with the right champions
- Closed over 1m new business, consistently exceeding yearly revenue goals.
- Leading cross-functional teams to develop customized solutions for complex global clients.
- Organizing trade shows and events showcasing company products/services while interacting with prospective clients in a professional manner.
- Increased profitability through effective sales strategy and business planning.
Global Strategic Account Director
InVision
Norwich
09.2021 - 10.2022
- Directly responsible for portfolio of 20 Strategic Accounts like Renault, VW, BMW, BBVA, Telefonica, ING, Deutsche Bank and many more selling Digital Collaboration SAAS
- Negotiating, renewing, and implementing global MSAs and setting up global account plans that deliver on strategies to maximize sales growth, profitability and service
- Achieved 600k in renewal business to date and 1.3m in upsell business due to excellent customer empathy, intuition and exceptional relationship building skills
- Managing & developing strategic global relationships across procurement, technical, digital and commercial contacts by building collaborative relationships and increasing the number of high-level, strategic contacts at assigned accounts
- Leading and inspiring agile teams to identify, implement, and drive customer centric solutions that position InVision as critical long-term partner to these accounts.
- Exceeded goals through effective task prioritization and great work ethic
Senior Global Enterprise Sales Executive
eKomi Ltd
Norwich
10.2015 - 08.2021
- Established pipeline worth 25m from scratch based on strong relationships with C-level decision makers in the world’s biggest Online Retailers, Telecom, Banking and Insurance companies selling the company’s SaaS Products for Customer and Employee Experience
- Won global clients like Adidas, Nationwide, Ricoh, AXA, Allianz, Swisslife, Europ Assistance, BNP Cardif and many more
- Won 750k ARR in 2019 and over 1m ARR in 2020
- New business hunter with exceptionally strong relationship building skills
- Selling complex bespoke enterprise SAAS solutions into multiple points of contact
- Very strong listening skills to identify bespoke customer needs and translate them to the business
- Advanced knowledge in Employee Engagement, Customer Experience and Customer Centricity
- Proved successful working within tight deadlines and fast-paced atmosphere
Head of European Sales and Operations
Optimise
Norwich
06.2008 - 09.2015
- Responsible for all European Business Development for Affiliate Marketing and the company’s brand new SAAS solution, overseeing team of Account Managers, Key Account Management of major accounts in Europe, close cooperation with IT development and Operations to ensure highest standards of Customer Service
- Built impressive pipeline pitching to C-level decision makers in Europe’s biggest Online Retail, Telecom, Banking and Consumer Electronics companies selling the company’s latest SaaS Products
- Won international clients like Vistaprint, Lenovo, Medion, Simyo, Lotto, Swiss Post, Thomas Sabo
- Managed complex product development projects for clients in close cooperation with IT development team
- Drove Product Development and Marketing Strategy by analysing, identifying and capitalizing on competitors ́ weak areas
- Exceeded sales targets for existing Key Accounts in EMEA like Telefonica o2 Germany by ensuring total customer satisfaction and strong relationship building
- Drove operational improvements which resulted in savings and improved profit margins
Area Sales Manager
M&H Plastics
Norwich
08.2006 - 05.2008
- Drove over 600k new business with top Cosmetic companies like Proctor and Gamble, Beiersdorf, L ́Oreal, etc. in Germany, Austria, Switzerland and France
- Built strong relationships with existing key accounts and maximized profitability
- Developed existing French and German agents and identified and recruited new ones
- Drove commercial strategy for French, German and Swiss markets and influenced company’s operational model to best support this strategy
- Established strong relationships with major accounts and key decision-makers to increase sales in designated territory
Customer Service Manager
Tyco Electronics
Norwich
08.2004 - 07.2006
- Established and organized new Customer Service department consisting of three different groups with in total 14 staff
- Overall responsibility for $80m order entry
- Monitored and reviewed staff performance
- Managed teams through organizational changes
- Established excellent business relations with key accounts, in-depth understanding of their business needs, drove improvements and KPI-related optimizations with EMEA and world-wide operations, quality and supply chain directors within the company to achieve best performance for customers and build trust and confidence
- Continuous improvement activities within Six Sigma program
- Lead special projects, i.e. integration of various order entry systems into one to allow One-Stop- Shopping for
- Supervised employees and assessed performances to determine training needs and define accurate plans for decreasing process lags
Education
Master of Science - Spanish And French Translation And Interpreting
Humboldt Unisersität
Berlin, Germany 04.1997 - 03.2002
Additional Studies - Mechanical Engineering
Technical University
Berlin, Germany 04.1997 - 03.2002
Skills
Relationship Building
Timeline
Global Account Executive
NICE Ltd
11.2022 - Current
Global Strategic Account Director
InVision
09.2021 - 10.2022
Senior Global Enterprise Sales Executive
eKomi Ltd
10.2015 - 08.2021
Head of European Sales and Operations
Optimise
06.2008 - 09.2015
Area Sales Manager
M&H Plastics
08.2006 - 05.2008
Customer Service Manager
Tyco Electronics
08.2004 - 07.2006
Master of Science - Spanish And French Translation And Interpreting
Humboldt Unisersität
04.1997 - 03.2002
Additional Studies - Mechanical Engineering
Technical University
04.1997 - 03.2002
Hobbys
Swimming, Meditation, Roller Blading, Ice Skating, Reading
Hobbys
Swimming, Meditation, Roller Blading, Ice Skating, Reading
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