Michel A. Schipperijn
Joppe
Summary
With almost 40 years of experience, I have successfully built brands and high-performance sales teams across regions. My expertise spans IT Transformation, AI, Application development, security, and multi-cloud environments. I excel in selling and scaling data management, security, cloud, and SaaS businesses, with a focus on services and solutions. I thrive in both small and large matrix organizations, achieving results through complex sales processes and partnerships. I have delivered solutions to multinationals, governments, and enterprises, building robust pipelines of six and seven-figure projects. My goal is to steadily increase deal sizes and develop transaction businesses by leveraging both channel and direct sales resources. I am passionate about renewable energy, particularly solar, and have hands-on experience with solar systems and lithium-ion batteries. I actively follow advancements in solar technology and energy efficiency, aiming to contribute to sustainable solutions that reduce our carbon footprint.
Overview
37
37
years of professional experience
Work History
Senior Account Manager New Business
CENTRIC
04.2024 - Current
- Responsible for driving new business sales within Centrics's Digital Business Solutions, focusing on Data & AI, Business Intelligence, Cyber security, Managed services, Modern Workplace, Modern Cloud solutions and outsourcing
- At Centric, I am contributing to the formation of a new organization
- Leveraging my vendor and startup knowledge, I add value by leading this transformation and successfully selling into new accounts
Career Break
10.2023 - 03.2024
- Took a career break to focus on personal development, family commitments and relocation to a new home
- During this period, I engaged in various activities that enhanced my skills and broadened my perspective, including volunteer work and travel experiences
- This break allowed me to return to my career with renewed energy, a fresh outlook, and a stronger commitment to achieving professional excellence
Senior MySQL Cloud Sales Manager
ORACLE
06.2022 - 09.2023
- Founded the Oracle Cloud MySQL business unit in the Benelux region, with the development of the OCI business for the MySQL Heatwave product line
- Achieved the first sales in the region by supporting OCI sales, technical-, and consulting teams
- Focused on large enterprise accounts using Oracle on-premises solutions, facilitating their migration to Oracle Cloud Infrastructure (OCI) with focus on managed database service, AI, analytics, and machine learning (ML)
Regional Sales Manager EMEA North
SCALITY
12.2020 - 05.2022
- As the first sales representative in the region, I initiated the development of the Scality brand and business in the Netherlands and Nordics
- I led business planning and enablement, and developed the ecosystem by leveraging channels, alliances, and OEM partners to build strong partnerships
- I executed strategies to grow the pipeline and revenue, encompassing branding, marketing, lead generation, and both direct and indirect sales
- My focus was on the finance, central government, large service provider, telco, and system integrator segments
Regional Sales Manager
COHESITY
12.2018 - 11.2020
- As the second sales representative in the region, I initiated the development of the government and business services sector in the Netherlands
- I had a strong focus on building a partner ecosystem through channel development and driving revenue growth
- I led business planning and executed targeted branding and marketing campaigns to increase visibility and attract new customers
- Additionally, I designed and executed lead generation strategies to identify and engage potential clients, driving both direct and indirect sales opportunities
- My primary focus was on the government sector, where I achieved significant success in building the brand and closing deals
- Notably, I secured $1.9 million in Annual Recurring Revenue (ARR), acquired 12 new enterprise logos, and attained 260% of my H1 quota
Alliance Manager OEM EMEA North
NUTANIX
03.2017 - 11.2018
- Responsible for managing OEM relations in the Benelux and Scandinavia region
- Oversaw strategic and commercial relationships with DELL
- Led revenue growth by building strategic partnerships with DELL, ensuring alignment on strategic goals and commercial initiatives
- Developed and implemented detailed business plans to drive growth and achieve revenue targets
- Through these efforts, I successfully enhanced OEM partnerships, expanded market presence, and achieved significant revenue growth in the region
- When Dell acquired EMC in 2018, the relationship between Dell and Nutanix experienced some changes
Regional Sales Director Benelux
ATLANTIS COMPUTING
06.2013 - 02.2017
- Company Overview: Atlantis Computing, a provider of software-defined storage and hyperconverged infrastructure solutions
- Started the Atlantis Benelux activities
- Business planning, channel development and revenue grow by executing the strategy, including hiring, branding, marketing, lead generation and direct/indirect sales
- Benelux organization is growing fast
- Besides the UK the fast-growing region ww
- Focus at large enterprise accounts; finance, government, cloud companies and healthcare as well in establishing partnerships with SI, IT-resellers, consulting partners and hardware vendors
- Work closely with Atlantis strategic partners like Citrix, VMWare, Dell, SuperMicro, HPE and Lenovo
- $1.7mln in ARR, 19 New Enterprise Logo's, 123% quota attainment
- Atlantis Computing, a provider of software-defined storage and hyperconverged infrastructure solutions
- Atlantis Computing struggled to secure venture capital, which slowed its growth and resulted in an acquisition by HiveIO in 2017
VP Central Europe
NIMBUS DATA SYSTEMS
04.2012 - 01.2013
- Company Overview: Nimbus Data develops solid-state storage platforms, purpose-built for virtualization, databases, HPC, cloud infrastructure, and high data availability
- As the first Nimbus Data employee in EMEA, I was responsible for building and leading the Central European organization reporting to the founder/CEO
- I planned and developed strategies for a successful launch and accelerated revenue growth
- This included planning, implementing, and delivering the sales strategy and results for the region to ensure EMEA and corporate targets for revenue, EBIT, and people leadership were met
- I built and recruited the Central European team and developed the European Business Plan for Nimbus Data
- Nimbus Data develops solid-state storage platforms, purpose-built for virtualization, databases, HPC, cloud infrastructure, and high data availability
- Reports indicate that the company faced challenges with leadership, particularly with micromanagement and an overly controlling CEO
Country Sales Manager
NETAPP B.V.
09.2011 - 03.2012
- Responsible for all sales activities in the Netherlands
- Result orientated, profit driven and responsible
- Customer focused within Enterprise- and Midmarket's
- Managing and coaching 3 sales managers of 3 vertical teams with 24 salespeople and inside sales team
- Strong focuses on leadership, coaching, operation, forecasting, budgeting, people management, growth and results
- $100mlj+ revenue per year
- 9-year 100%+, 7x President Club
Manager District Sales
NETAPP B.V.
02.2006 - 08.2011
- Responsible for the territory account team in the Netherlands
- Managing and coaching 13 salespeople within the government and industry segment
- Strong focuses on managing pipeline, forecasting, and visiting customers
- Development of vertical business plans with focus on solution selling together with channel- and Alliance partners
- Part of the Dutch leadership team, responsible for long term strategic planning in a very rapidly growing organization
- Strategic EMEA business management role developing channel sales strategy
- Member of the development team to implement strategic initiatives for Global GSI's
- Consistent overachieving
Sales Manager Government
NETAPP B.V.
01.2003 - 01.2006
- Responsible for the strategic positioning and selling of Network Appliance solutions for business-critical data, within the Dutch government space
- High level positioning, risk analysis, budget planning, technical selling on multilevel, Account- and Channel management
Channel Manager
CISCO SYSTEMS Int. B.V.
08.2000 - 12.2002
- End Responsible for managing the strategic relation with Getronics in Europe
- High level positioning, strategic business planning, finance analysis, business development for internal and external on local and EMEA level
- Initiating and deploying Business solution program development using e-business, software and new technology to solve critical business challenges
- Work closely with top management and business consultancy to develop solutions in cooperation with all involved BU's
- Marketing development
- Develop and implement EMEA Professional Service programs and Contacts
- Managing Channel Team using my coaching-, managing- and social strengths
- 100%+ achievement
Channel Account Manager
CISCO SYSTEMS Int. B.V.
08.1998 - 07.2000
- Responsible for three Major System Integrators in the Netherlands
- Appointing, motivating, stimulating and expanding business partners
- Creating marketing activities, business development activities, doing presentations at end-user level etc
Channel Sales Manager BENELUX
3COM BENELUX B.V.
02.1997 - 07.1998
- Responsible for Value Added Resellers, System Integrators, ISPs in the Benelux
- Appointing, motivating, stimulating and expanding business partners
- Creating marketing activities, business development activities, doing presentations at resellers and end-user level etc
- After the merger with U.S
- Robotics, I was end responsible for all channel activities and sales of carrier products through Distributors, System Integrators, ISP's, OEM's and Value-Added Resellers in the Benelux
Product Marketing Manager
A-LINE TECHNOLGIES B.V. (Copaco)
07.1994 - 01.1997
- As a Product Marketing Manager, I managed the distribution and marketing of the 3Com product line and supervised two product managers in the network product group
- I organized seminars, trade shows, and marketing campaigns, and acted as a networking consultant for sales and project management
- Additionally, I oversaw stock, pricing, and margins for 3Com products
Manager Network Products
COMPUTER 2000 (TD Synnex)
06.1992 - 06.1994
- Responsible for the network business unit of Computer 2000 in Holland
- Managing Network product managers and support engineers
- Co-ordinating 5 major and many minor product lines within the network group
- Working together with vendors in organizing trade shows, seminars
- Acting as a networking consultant and trainer for Networking (Novell CNE) courses
- Managing 6 people
Pre-Sales Consultant
L&F Services (Lorje Computers)
10.1991 - 05.1992
- First Novell certified Engineer at L&F where my technical role moved more to consultative selling as my knowledge helped drive sales and I developed into a technical sales position
System Engineer
AMCO Computer
06.1990 - 09.1991
- Computer engineer in the early PC period (XT and AT) Certified Novell/Unix engineer to install and maintain the first file- and print computer networks
- AMCO Computer was a small computer reseller with HQ in Diemen the Netherlands but progressive in new technology developments
- AMCO sold their service department to L&F Services where I moved to L&F
Designer, Engineer
H.J. KRAMER Elektrotechniek
09.1988 - 05.1990
- During my employment at H.J
- Kramer, I was responsible for the comprehensive design, construction, installation, testing, and maintenance of control boxes for the wild water courses at various Centerparcs locations across Europe
- This role required a high level of technical expertise and precision to ensure the safety and efficiency of the water attractions
- Additionally, I played a pivotal role in the co-development of the first microprocessor-automated swimming pool quality appliance
- This innovative device significantly improved the automated monitoring and maintenance of pool water quality, setting new standards in the industry
Autocad Drawer
INGENIEURSBUREAU WESTENDORP
09.1987 - 08.1988
- My first paid full-time employment was as an electrical engineer, where I was involved in a variety of tasks including design, drawing, and calculation of electrotechnical installations
- I was frequently deployed on projects at the client's location, which provided valuable hands-on experience
- My specialties included hardware engineering, drawing, work preparation, and providing electrical engineering advice
- In 1989, Ingenieursbureau Westendorp was incorporated into the TSC Group
Education
Master Business Administration - Management project in HRM and leadership development
TiasNimbas Business School
01.2011
MBA -
Bradford University
01.2011
Electronic Engineering -
01.1987
Skills
- Business development
- Excellent negotiation skills
- Partnership development
- Goals and performance
- Staff management
- Revenue generation
- Sales tactics
- Teamwork and collaboration
- Goal oriented
Languages
English
German
Dutch
Personal Information
- Date of Birth: 03/22/66
- Nationality: Dutch
Hobbies and Interests
- Family
- Golf
- Skiing
- Hiking
Training
- Executive coaching
- MBA Channel Program
- Management/Leadership development training
- NetApp Leadership Program
- Executive training
- MEDDICC/Target Account Selling
- Cisco Leadership program
- Cisco's personal development
- Kenneth Smith sales training
- NIMA-A
Thematicareas
- Leadership
- Channel
- Ecosystems
- AI
- Security
- Hyperscale
- Cloud
- Startup
- Sales
- Marketing
- Coaching
Timeline
Senior Account Manager New Business
CENTRIC
04.2024 - Current
Career Break
10.2023 - 03.2024
Senior MySQL Cloud Sales Manager
ORACLE
06.2022 - 09.2023
Regional Sales Manager EMEA North
SCALITY
12.2020 - 05.2022
Regional Sales Manager
COHESITY
12.2018 - 11.2020
Alliance Manager OEM EMEA North
NUTANIX
03.2017 - 11.2018
Regional Sales Director Benelux
ATLANTIS COMPUTING
06.2013 - 02.2017
VP Central Europe
NIMBUS DATA SYSTEMS
04.2012 - 01.2013
Country Sales Manager
NETAPP B.V.
09.2011 - 03.2012
Manager District Sales
NETAPP B.V.
02.2006 - 08.2011
Sales Manager Government
NETAPP B.V.
01.2003 - 01.2006
Channel Manager
CISCO SYSTEMS Int. B.V.
08.2000 - 12.2002
Channel Account Manager
CISCO SYSTEMS Int. B.V.
08.1998 - 07.2000
Channel Sales Manager BENELUX
3COM BENELUX B.V.
02.1997 - 07.1998
Product Marketing Manager
A-LINE TECHNOLGIES B.V. (Copaco)
07.1994 - 01.1997
Manager Network Products
COMPUTER 2000 (TD Synnex)
06.1992 - 06.1994
Pre-Sales Consultant
L&F Services (Lorje Computers)
10.1991 - 05.1992
System Engineer
AMCO Computer
06.1990 - 09.1991
Designer, Engineer
H.J. KRAMER Elektrotechniek
09.1988 - 05.1990
Autocad Drawer
INGENIEURSBUREAU WESTENDORP
09.1987 - 08.1988
MBA -
Bradford University
Electronic Engineering -
Master Business Administration - Management project in HRM and leadership development
TiasNimbas Business School
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