Arzu Turker Yilmaz
CSTO
Summary
Results-driven sales leader with over 30 years of experience at top-tier companies including Microsoft and IBM. Currently consulting for companies to restructure sales organizations, streamline processes, and develop robust sales strategies and business plans. Expertise in CRM implementation, relationship building, value selling, and closing deals. Recognized for driving significant business growth, managing large sales teams, and achieving exceptional results in competitive markets. Ready to leverage extensive experience and strategic vision in a Chief Operating Officer role. Transformation professional with a strong focus on results and team collaboration. Skilled in strategic planning, change management, and process optimization. Reliable and adaptable, consistently delivering impactful solutions in dynamic environments. Versatile communicator with a knack for aligning diverse teams towards common goals. Professional consultant with a background in driving successful transformation projects. Known for effectively managing change and fostering continuous improvement within organizations. Focused on collaborative team efforts and achieving impactful results. Skilled in strategic planning and stakeholder engagement, with a reputation for reliability and adaptability. Transformation professional with a strong focus on results and team collaboration. Skilled in strategic planning, change management, and process optimization. Reliable and adaptable, consistently delivering impactful solutions in dynamic environments. Versatile communicator with a knack for aligning diverse teams towards common goals.
Overview
29
29
years of professional experience
Work History
Sales and Business Strategy and Transformation Consultant
Freelance
03.2022 - Current
- Assist companies in restructuring their sales organizations and processes
- Develop and implement strong sales strategies and business plans
- Ensure sales integration with other business functions and processes
- Implement CRM systems to enhance sales efficiency and customer relationship management
- Consult with General Managers on business planning and strategic initiatives
- Excel in relationship building with clients and closing high-value deals
Multivendor Software Sales Leader, MEA
IBM
05.2019 - 02.2022
- Led Non-IBM Software Support Services Sales across the Middle East, North, East, West Africa, and Turkey
- Developed and executed MEA attack plans, driving 200% growth in services signings over two years
- Built the first channel through a business model in Global IBM, significantly expanding the MVS SW business
- Managed overall Multivendor Software Support Services Sales opportunities, joining client calls and creating opportunities with ground sellers
Commercial Channel Leader, MEA
IBM
01.2017 - 05.2019
- Managed the MEA overall ecosystem, focusing on relationship management, transformation, capacity building, skills development, and quarterly revenue achievement
- Developed MEA Commercial BP plans to drive commercial focus offerings
- Conducted bi-annual capacity planning, partner mapping, gap analysis, and identification of potential partners
- Acted as the focal point between the 4iab Leadership team and each BU to drive channel revenue growth through initiatives, growth plans, incentives, and joint activities
Digital Sales Country Leader, Direct Report to GM
IBM Turk
02.2015 - 01.2017
- Managed, developed, and coached a team of inside account representatives responsible for selling complex software and services
- Distributed territory and account assignments, participated in performance discussions, and recommended awards/recognition
- Developed professional development plans for staff and monitored success
- Provided consistent communication to ensure team expectations were maintained
- Responsible for forecasting and reviewing team forecasts weekly, tracking new and recurring revenue
- Established metrics for monitoring success and used results to inform subsequent decisions
- Mentored junior staff members, helping them develop leadership skills and advance their careers within the organization.
- Led cross-functional teams to achieve company-wide goals, fostering a culture of collaboration and innovation.
- Built high-performing teams by recruiting top talent and providing ongoing support through professional development programs.
- Increased team productivity by streamlining communication and implementing effective project management strategies.
- Championed change initiatives, successfully navigating teams through periods of transition while maintaining morale and engagement levels.
- Conducted regular reviews of operations and identified areas for improvement.
- Provided reporting for forecast analysis and ad-hoc reporting in support of decision-making.
- Developed effective improvement plans in alignment with goals and specifications.
- Evaluated staff performance and provided coaching to address inefficiencies.
- Conducted comprehensive competitor analyses to identify market trends and capitalize on emerging opportunities.
- Enhanced employee retention, providing ongoing training and development opportunities.
- Delivered exceptional customer experiences through personalized service offerings tailored to individual preferences.
- Collaborated with cross-functional teams to develop innovative solutions addressing complex business challenges.
- Fostered a positive work environment to improve team morale and productivity levels.
- Negotiated price and service with customers and vendors to decrease expenses and increase profit.
- Interacted well with customers to build connections and nurture relationships.
- Observed each employee's individual strengths and initiated mentoring program to improve areas of weakness.
Business Development Executive, Global Business Partners
IBM Turk
09.2014 - 02.2015
- Delivered financial objectives for channel revenue
- Engaged existing and new channel partners to build business plans and increase investment
- Managed CxO level relationships with key partner organizations
- Improved wallet share for IBM products
Dynamics Lead, Enterprise Business Solutions
Microsoft Corp
08.2010 - 10.2013
- Grew the business by over 200%
- Added new channels in the ecosystem, such as Obase, G&H, Atol, and implemented the first NAV Distribution 'ISV Embed' Model in the world with Netas
- Elevated the Dynamics Business within Microsoft Turkey, making it a prestigious business
- Set up a consortium to develop a new localization package and successfully delivered the product
- Initiated the annual 'Dynamics Day' tradition, attracting 750 attendees
- Won the Best Subsidiary award for Turkey
- Achieved the highest growth among MBS subsidiaries for two consecutive years
- Managed all financial aspects, organizational health, and acted as a change management agent for the MBS business
- Directly managed Sales, Marketing, and Partner organizations
- Interfaced with Microsoft operating models such as the Enterprise and Partner Group (EPG), Small and Midmarket Solutions and Partners Group (SMSP), Public Sector, Communication Sector, Services, and Marketing & Operations leaders
- Represented the subsidiary to the MBS Corp Business Group and amplified Microsoft Dynamics product value to partners, customers, and the Microsoft organization through a One Microsoft approach
General Business Sales Manager, Large Enterprise Focus Customers
IBM Türk Ltd
01.2006 - 07.2010
- Reported to the Deputy General Manager of the General Business Segment and dotted line to the Regional Large Enterprise Manager with up to 14 reportees
- Responsible for Turkey's highest-ranked conglomerates, mid-size banks, insurance industry, and local government entities
- Established, maintained, and coordinated an effective team of cross-functional sales professionals
- Coached team members to achieve success
- Leveraged all IBM and partner resources to achieve goals
- Implemented territory market management
- Developed a sales coverage and business plan
- Made commitments, with executive review, on behalf of IBM, including terms and conditions, resources, and financial arrangements
Territory Services & Solutions Leader
IBM Turk
01.2003 - 12.2005
Territory Partner Manager
IBM Turk
01.2001 - 01.2003
Territory Sales Representative
IBM Turk
01.1998 - 12.2001
Direct Marketing Sales Representative
IBM Turk
07.1996 - 12.1997
Telesales Representative
IBM Turk
09.1995 - 06.1996
Education
BA - Economics
Istanbul University
09.1988 - 06.1992
MA - Public Finance
University of Marmara
09.1992 - 06.1993
No Degree - Neuromarketing
Üsküdar Üniversitesi
Istanbul 04.2001 -
Skills
Sales Strategy Development
Trainingsanddevelopmentprograms
- Leading for Growth / MEA, 02/01/15
- Microsoft Leadership Programme, 10/01/11 - 07/31/12
- Leading in a Territory Coverage Environment, 04/01/07
- Business Insight Program, 10/01/05
- Interview Techniques
- Softskill Presentation for Working with Clients
- Presenting to Make an Impact
- AS/400 Program Development
Rewards
- IBM Sales Leadership Award, Cannes, 2017
- IBM Sales Leadership Award, Venice, 2016
- Microsoft WW Subsidiary of the Year Award, 2012
- Microsoft Circle of Excellence Golden Club, 2012
- Microsoft Circle of Excellence Golden Club, 2011
- Fastest Growing MBS Territory in FY11, 2011
- IBM Stock Options as a reward for successful sales achievement, 3
- IBM Golden Circle, Top Award in IBM, 2007
- IBM Leading Growth Award, 4 quarters in a row, 2007
- IBM Best Manager of the World, 2007
- IBM Sales Leadership Award, France, 2006
- IBM Sales Leadership Award, Ireland, 2003
- IBM Sales Leadership Award, Cape Town, 2001
- IBM Sales Leadership Award, Napoli, 1998
Personal Information
- Place of Birth: Istanbul
- Date of Birth: 1971
- Marital Status: Married
Pottery
Professional Potter, Skilled in Throwing on the Pottery Wheel
Timeline
Sales and Business Strategy and Transformation Consultant
Freelance
03.2022 - Current
Multivendor Software Sales Leader, MEA
IBM
05.2019 - 02.2022
Commercial Channel Leader, MEA
IBM
01.2017 - 05.2019
Digital Sales Country Leader, Direct Report to GM
IBM Turk
02.2015 - 01.2017
Business Development Executive, Global Business Partners
IBM Turk
09.2014 - 02.2015
Dynamics Lead, Enterprise Business Solutions
Microsoft Corp
08.2010 - 10.2013
General Business Sales Manager, Large Enterprise Focus Customers
IBM Türk Ltd
01.2006 - 07.2010
Territory Services & Solutions Leader
IBM Turk
01.2003 - 12.2005
No Degree - Neuromarketing
Üsküdar Üniversitesi
04.2001 -
Territory Partner Manager
IBM Turk
01.2001 - 01.2003
Territory Sales Representative
IBM Turk
01.1998 - 12.2001
Direct Marketing Sales Representative
IBM Turk
07.1996 - 12.1997
Telesales Representative
IBM Turk
09.1995 - 06.1996
MA - Public Finance
University of Marmara
09.1992 - 06.1993
BA - Economics
Istanbul University
09.1988 - 06.1992