Kreesen Naicker

Experience

• 

  IBM

  Jan 2009 - Sept 2021

  Implemented strategy by selecting the best fit for purpose IBM solutions and enhanced key stakeholder relationships through development, growth, and maintenance of the Channel/Partner Ecosystem with a focus on Cloud and Cognitive (all on-premise software and SaaS), Systems (Compute/Storage) and Technology Support Services. Accountable for a USD15 – 22m annual turnover through the effective day-to-day general management of the business. Met and exceeded regional goals by maintaining open lines of communication with the clients' C-Level Executives and international stakeholders. Key Deliverables• Identified, recruited, and activated new business partners through best business solutions and relationships.• Ensured understandable value propositions for all distributors through Partner Growth Planning and customer segmentation, and recommended tailored skill and education programs to improve expertise and efficiencies.• Drove healthy return on investments for the region by achieving consistent year-on-year targets through the growth of sales and increased market share. • Continuously ensured the distribution business was in a sound financial state from 2011 to date.• Achieved profit and market share growth in challenging trading environments of SADC, ECOWAS, and COMESA.• Managed weekly cadence calls with the distributors/partners who fed into the IBM Europe, Middle East and Africa Channel Management system, and conducted quarterly business reviews with distributors/partners to recommend improvements and lauded achievements.• Actively partnered with overseas principals of local and international distributors to stay abreast of international trends (Power, Storage, AI, Cloud, Edge Computing), key imported products, exported services, etc.• Adopted technologically innovative tools such as Trello, Slack, and Mural to create dashboards of knowledge and establish agility in operational activities. Show less Provided Effective Decision Making with market comparative information considering variable currencies, inflation, and tax permutations. Contributed to growth in sales revenue while considering end-user and market demand in key countries such as Russia, Turkey, and Poland and establishing constructive partnerships with all important partners in the pricing process.Key Deliverables• Managed IBM peers, distribution teams, and partners through talent development and mentorship.• Worked closely with key regional Finance executives to monitor and protect gross margin while supporting Sales to achieve customer service excellence in pricing/order issues.• Guaranteed compliance with the pricing policies and shared my knowledge daily.• Established constructive partnerships with all important partners in the pricing process. • Scheduled monthly and quarterly meetings with sales teams to monitor and track pricing potential. • Provided pricing recommendations for weekly briefs to Sales with supporting analysis. Show less Tasked to evaluate, improve, and maintain IBM Global Technology Systems’ core operational processes to ensure an efficient and productive workflow. Assessed existing processes and systems, identify opportunities for improvement, and devised more efficient or cost-effective alternatives. Contributed to milestones on service-level agreements for strategic outsourcing projects and maintained service delivery through engagement with service delivery leaders and Chief Financial Officer. This resulted in a USD6m cost reduction over 18 months. Show less

  • Value Added Distributor Leader: Software, Hardware & Services (Sub-Saharan Africa)

    Jan 2012 - Sept 2021

  • IBM Software Pricing for Central and Eastern Europe (Financial Role)

    Jun 2010 - Dec 2011

  • IBM Global Technology Services (GTS) Business Operations Specialist

    Jan 2009 - Jun 2010
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  Enterprise Ireland

  Sept 2021 - Apr 2023

  Senior Market Advisor (Technology) - Sub-Saharan Africa

  Work in partnership with high-performing Irish technology companies to help them start, commercialise, and globalise with a specific focus on SSA market expansion. Contribute to SSA metrics by leading companies to win new customers, deals and strategic partnerships in the market. Leverage and develop a network of C-suite buyers and decision-makers in Banking, Telecommunication, Transportation, Insurance, Retail, Real Estate and Manufacturing in the priority SSA markets of South Africa, Kenya and Nigeria. Key Deliverables• Manage route-to-market channel growth strategy, incentives, business development, and partner recruitment for Cloud and Cognitive (all on-premise software and SaaS), Systems (compute and storage) and Technology Support Services. • Responsible for the Cyber Security, Telecommunications Technology, FinTech, EduTech, RetailTech, TravelTech and TalentTech portfolios, providing strategic consulting, and route-to-market advisory services to Irish technology companies to enable them to penetrate, grow and expand across the SSA region.• Proactively identify opportunities for companies through market intelligence, while leveraging the cross-sectoral expertise of the Enterprise Ireland team in SSA and the wider IMEA region.• Connect and expand relationships with C-Level decision makers and investor networks in Ireland and the SSA region to create and identify market access and business growth opportunities for Irish client companies.• Engage with the client company C-Level Executives to position SSA market opportunities.• Develop annual sector strategy and events plan, and initiate projects to facilitate introductions between Irish Technology companies and partners from the region.• Implement processes and tools to optimize client engagement by adapting CRM and Salesforce.• Determine verticals to enter new markets and map clients’ capabilities to gain further market share. Show less