Ipek Aydemir

Experience

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  IBM

  Mar 2010 - Oct 2021

  • Owning Cloud & Cognitive Go-To-Market model for Middle East and Africa region that has large-scale impact on IBM sales force and business performance• Owning end to end resource deployment and incentive compensation process across all software units, providing deep data analysis and actionable strategic insights to reinforce high performance culture• Strong business partnering with IBM senior Sales Leadership/ HR / Finance / Global Sales Incentives teams on GTM strategies, headcount management and affordability, quota deployment, customer segmentation etc.• Driving a common global incentives process to support the sales teams, fairly and accurately compensating from business results and accelerate business growth through business performance• Managing the territory coverage model design and deployment, quota assignment, and the strategy alignment across all software units for Middle East and Africa region• Driving IBM transformation projects and execution in Middle East and Africa and bridge between strategic vision and operational readiness • Operational support for C&C Licensing (Compliance) business by managing auditor budgets, billings, accruals, POs and forecast, Licensing roadmaps and pipeline Show less • Identifying opportunities and creating sales pipeline with a focus on IBM Cloud portfolio • Lead generation and deal qualification through marketing campaigns and digital channels• Carrying sales quota and driving revenue from green field accounts• Responding to a high volume of inbound new business prospect calls and proactively contact via outbound calling in support of sales and marketing campaign initiatives• Engaging with various client cohorts (C-level, IT, LOB)• Communicating with prospects in a consultative selling environment and creating a digital community• Developing a social presence through social media to drive interest and leads Show less • Accelerate IBM growth by advising and enabling senior Sales Leaders to define client coverage strategies, optimize sales territories, and maximize seller productivity• Managing incentive compensation design-to-deployment, gain alignment with executive stakeholders• Preparation of financial data for generating quota workbooks; quota analysis and adjustments• Create optimal territories based on revenue aspiration and business-unit specific guiding principles• Providing quarterly business insights and reviews of compensation design effectiveness and attainment and recommend changes based on findings• Providing ad-hoc and regular analytical support to IBM executives and leadership teams (alerts, deep-dives, data cleansing)• Driving operational excellence by creating effective communication and collaboration with IBM Center of Excellence, Finance, HR, Legal and Sales teams Show less • Leading Hardware and Cross Business Operations functions in Turkey• Facilitating cadence meetings and management system• Developing collaborative relationships with key stakeholders across the company and represent Sales Operations in complex cross-functional / leadership discussions• Monitoring progress of key initiatives and priorities by meeting regularly with key stakeholders to track results and challenges; ensure that commitments and priorities are being executed• Acting as Trusted Advisor to senior business leaders for all sales management supported activities• Delivering business performance insight with pipeline management and revenue forecasting• Productivity and financial performance gap analysis to improve sales results and analyzing win/loss trends and other key metrics to provide insights and recommendations• Integrate client satisfaction throughout the sales management system to improve growth and/or client experience• Execution of sales model programs and driving org-wide adoption of changes to strategy and operational processes Show less

  • Cloud MEA Sales Operations, Strategy and Incentives Leader

    Nov 2018 - Oct 2021

  • Cloud Digital Sales Business Development Rep

    Mar 2018 - Nov 2018

  • Sales Operations, Coverage & Incentives Advisor

    Jul 2014 - Mar 2018

  • Sales Operations & Transformation Advisor

    Mar 2010 - Jul 2014
• 

  Beyond Limits

  Oct 2021 - Apr 2023

  EMEA Sales Operations Manager

  Beyond Limits is a pioneering Artificial Intelligence engineering company creating advanced software systems that go beyond conventional AI. Established in 2014 based in California- USA, which most importantly incorporates 45 proven technologies from Caltech and NASA Jet Propulsion Lab into advanced AI solutions, hardened to industrial strength. Beyond Limits is helping companies solve tough, complex, mission-critical problems and transform their business.• Running core operations/business cadence connected to operating processes and tools for effectively managing Europe, Middle East and Africa organization• Supporting sales teams to achieve assigned targets through successful pipeline management and revenue forecasting• Facilitating weekly management forecast meetings and articulating data-led strategic recommendations on business metrics to key stakeholders• Managing annual/quarterly planning processes, including development of business and financial plans, operating models, resource allocation and market segmentation• Acting as Finance Controller for the EMEA region, understand and monitor all financial metrics and expenses in cooperation with Global Finance and local authorities• Driving continuous improvement, automation, and self-service of insights consumption for the sales teams with tools (e.g. salesforce.com), reporting and training• Partnering with Global Finance, Marketing, HR and Sales teams to drive alignment and collaboration on the execution and achievement of key business goals Show less

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  Temenos

  May 2023 - now

  Regional Operations Manager, Middle East and Africa