Dr. MICHAL JEZEWSKI

As a Subject Matter Expert for Volume and Value Add Distribution, I am responsible for Tier-2 Channel Development and Business Transformation for SAP Business Intelligence, Database & Technology and Mobility products with Distributors and Resellers: Volume to VAD conversion, channel coverage and capacity analysis, recruitment, enablement, management and support of Distributors and Resellers in Central and Eastern Europe and Commonwealth of Independent States (additional DACH Region from November 2013)

I was leading Indirect Sales in CEE region on the SME Market (Partner Landscape Optimization and Expansion, activities to make Partners of SAP motivated, committed and performing), guiding a team of Channel Sales residing in 9 countries and helping them to execute. During the assignment the efficiency of our partners has increased by more than 150%.

I have defined the Indirect Sales Strategy, created new Channel Structure and developed with Partners the business within banking market in EMEA: building the sales network, engaging and enabling 6 partners and developing with them sales funnel of +1.4M Euro in 11 months. I have contributed to the conversion of IND from a software integrator into a software vendor by building governance for indirect businesses, defining support processes and materials for partners.

Working with Country Managers and Regional Presales I have introduced complex communication solutions for SMB market into CEE region, leading the development of business partners and growing the revenue from 0.5M$ (2004) to 5.0M$ (2007). In 2007, promoted to EMEA SMB Lead (2 direct and 30 dotted line reports), I have defined the indirect sales strategy for SMB market and led a revenue generation program teaming with Sales, Product House, Operations, Finance and Marketing and securing 100M$ revenue result.

As an expert in Data Products, I was developing markets and sales channel for Avaya Data and Wireless solutions in Poland (2000-2003) and further expanded channel competences to the converged VoIP solutions constantly overachieving sales targets.

Acting as a transformation agent, I was leading a task of converting department from selling IBM networking products that had been phased-out, to the strategic partner of Cisco: prepared Business Plan, Training Program for 12 colleagues and implementation roadmap leading to achieving Cisco Gold Partnership status in 2001.

As a trusted advisor to the President, I have led the reengineering of 9 branches of Apexim in Poland (+250 employees), optimizing the sales and operational performance with Branch Directors, aligning their sales strategies and creating a synergy of efforts that has brought a substantial increase of revenue and profitability and improved internal cooperation between branches.

Starting as sales and technical support, being fast promoted to Head of Representative Office in Warsaw and further to General Manager of Anixter Poland Ltd, I was building the market presence and success in Poland, organizing and managing the whole distribution business with full responsibility for sales and budget and leadership of 13 direct reports. During the whole assignment I have developed the network of Business Partners and steady growing revenue stream up to +10 M$ in 1998.

Aside of researching in experimental semiconductor physics and teaching students from the first and second year of faculty, I was leading the commercial organization of University as Vice-president of Laboratory of Physics of Crystal Growth Ltd during 1991-1993 and from 05/1989 till 04/1991 I have benefited a 2 years Post-Doc. Contract with French Academy of Science (CNRS).

Finance, Marketing, Operations

Optical Properties of Semiconductors