Inside this presentation you will find an overview of my career and professional achievements.

1. +
IT Telecoms
Professional
Profile
Marcel Suers
Business Development Professional

2. +
Introduction
 Business Development Professional with 20+ years of
experience in the ICT environment.
 Hardware, Software, Telecoms and ICT Outsourcing projects.
 Worked with TOP 50 firms in the Industry.
 Proven track record in successful delivery of Targets, Projects
and Customer Satisfaction.
 Europe, Middle East & Africa focused.
Marcel Suers - Professional Profile

3. +
Personal Details
 Name: Frank Marcel Suërs
 Email: marcel.suers@gmail.com
 Contact No.: +971 50 6546409
 Mar. Status: Married, 1 child
 Date of Birth: 02 February 1967
 Address: PO Box 25205, Dubai, United Arab
Emirates
Marcel Suers - Professional Profile

4. + 2006 - Present
Senior Business Development Manager Middle East & Africa,
BT Global Services, Dubai, UAE
 Responsible for New Business and large accounts in the Transport & Logistic
Sector covering the Middle East & Africa region (MEA)
 Reports to the regional director of sales, MEA
 Emphasis is on large outsourcing contracts in the IT, Telecom and Call
Centre space.
 Average value is 20 M US$ +, with contract durations over 4 years,
 A-End managed accounts are Emirates Airlines, Etihad and Qatar Airways,
 B-End managed accounts are Royal Dutch Shell, BP, and FEDEX.
 Lead director for the virtual account teams for both Emirates and Shell
 Consistently overachieved on account and personal revenue targets
Marcel Suers - Professional Profile

5. + 2004-2006
Global Account Director
BT Global Services, Benelux
 Responsible for the Media Sector for the sales of BT’s entire
portfolio of products and services.
 Consistently overachieved on account and personal revenue
targets
 A-End managed account include MTV, RTL Group, SBS Group
and EndeMol,
 B-End managed accounts included the following Logistics
and Transport accounts P&O Group and Air France-KLM.
Marcel Suers - Professional Profile

6. + 2000-2004
International Sales Manager Government & Defence
Xantic BV ( Merger of Station12 and KPN Broadcast )
 Responsible for ‘new business’ in the Government and Defence
market.
 Consistently overachieved on account and personal multimillion
dollar revenue targets
 Xantic is a provider of satellite communication services. These
include IP over satellite, VPN over satellite and Telephony
services.
 Within the Private Networks division my territory included;
Central Europe, Middle East and Africa.
 I was the KPN Commercial Delegate in the Eutelsat commercial
board concerned with the privatization of the Eutelsat
organisation.
Marcel Suers - Professional Profile

7. + 1998-2000
International Account Manager, Satellite Services, EMEA
KPN Broadcast ( Royal Dutch Telecom )
 Responsible for the setup, launch and execution of Internet
via Satellite services.
 Consistently overachieved on account and personal
multimillion dollar revenue targets
 Personally achieved a 80% market share in the Middle East
territory including Iran.
 Responsible for the sales of TV and Radio satellite
transponder capacity and related services ( e.g. analog and
digital teleports ) in the EMEA region.
Marcel Suers - Professional Profile

8. + 1997-1998
Area Manager Middle East & Africa
SuperNova International BV, Bilthoven
 Responsible for the assignment and launch of a distributor
network in the MEA region.
 Successfully implemented a Channel Network in Africa and
the Middle East
Marcel Suers - Professional Profile

9. + 1995-1997
Channel Marketing Manager (Upper Gulf Territory)
GBM / IBM Middle East
 Responsible for their General Business division, which
included the indirect sale of IBM’s AS/400, RS/6000 and
Office Server equipment. My territory included Kuwait, Qatar
and Bahrain.
 Implemented Channel Structure for GBM Distribution by
allocating partners in diverse business sectors.
 The setup of using banks as retail outlets for PC’s in the
Kuwait territory. Linking these purchases to small loans.
Marcel Suers - Professional Profile

10. + 1992-1995
Territory Sales Manager (Northern Gulf )
Oracle Corporation, Middle East (based in Kuwait )
 In the Northern Gulf with primary focus on Kuwait
responsible for the sales of all Oracle products.
 Achieved a 90% market share in the RDBMS market in Kuwait
and 70% in the Northern Gulf. Main customers were: Kuwait
Airways, Emirates, Alghanim Industries.
 Products included Oracle Financials, Oracle Development
Tools and CASE Tools.
Marcel Suers - Professional Profile

11. + 1991-1992
Marketing Manager Middle East
Software AG Middle East ( Saudi Arabia )
 Responsible for the sales of Software AG’s products and
services in the Middle East, based in Riyadh, Saudi Arabia.
 Primary goal was the re-establishment of Software AG after
the first Gulf War.
Marcel Suers - Professional Profile

12. + 1989-1991
Technical Account Manager, Midrange Systems Division
Software AG (Netherlands)
 Responsible for technical account management, e.g.
installation, training, implementation of all Software AG
products for Midrange systems (Digital VAX-VMS ).
 Main customers where DSM and FUJI FILMS.
Marcel Suers - Professional Profile

13. + 1987-1989
Senior Member Technical Support
Computer Sciences Corporation, Netherlands
 Responsible for the facilities management of KPN’s
mainframe, a UNISYS 1100/72, located at the Computer
Uitwijk Centrum in Lelystad.
 Responsible for the implementation of a data management
system at the Credit Lyonais Bank in Amsterdam.
Marcel Suers - Professional Profile

14. +
Education
 1986-1987 AMBI I-1, I-2, M-1 (Computer Science)
 1985-1986 Stichting Reclame Wetenschappen, NIMA-A
( Marketing )
 1979-1985 Cornelis Drebbel College, Alkmaar ( VWO )
( College )
 2009-2011 Will start an MBA course end of 2009
Marcel Suers - Professional Profile

15. +
Career Specific Education
 2005 BT Sales Excellence Program ( MD Project ) Awarded Contribution
Excellence Award
 2004 CISCO Sales Expert Certification
 2004 CISCO Wireless LAN Expert Certification
 2004 Power of Communications, Charles Hamilton Associates
 2004 SIEBEL / TAS Training, Brussels, Accenture
 2003 Time Management for Managers, MCE Brussels, Belgium
 1995 Oracle Sales Management Boot Camp, UAE
 1994 Miller-Heiman, Sales Management Course, USA
 1993 Major Account Planning & Strategies, Acclivus, USA
Marcel Suers - Professional Profile

16. +
Languages
 Dutch Spoken, Writing Fluent
 English Spoken, Writing Fluent
 German Spoken, Writing Fluent
 French Spoken, Writing Standard
 Arabic Spoken Standard
Marcel Suers - Professional Profile

17. +
Other Activities
 Board Member of the Netherlands Business Council, UAE
 Sailing
 Traveling
Marcel Suers - Professional Profile