Pargas, Southwest Finland, Finland
Helping companies to harness the power of digitalization for better business results. Having worked both in sales and business development has helped me build a broad business understanding and unleashed my superpower - the ability to identify, describe and solve business problems through technology and process development. I am insatiably curious, which drives me to constantly learn new things. I respect the commitments I have made. This combination of unique personal traits and experiences enables me to find innovative solutions to complex business problems. Most of all I'm a business-minded individual, who is fascinated about technological advancements and their applications. My business orientation enables me to translate complex technology to easy-to-understand propositions for business users. Feel free to contact me via Inmail or email: niko.hiltunen(a)outlook.com. Experience, skills and personal traits: coaching, sales process management, consultative selling, sales pipeline generation, relationship building skills, negotiation skills, solution planning skills, proven track record in sales, sales methodologies, technical sales, SaaS sales, software sales, solution sales, requirement gathering, sales strategy, planning skills, KPI, business process planning, critical thinking, problem solving, organizational skills, business acumen, team-work, stakeholder management, project management, business development, business systems, cloud platforms, document management, information management, prioritization skills, competitiveness, creativeness, builder mentality, enthusiasm, team player, finisher mentality, curiosity, Microsoft, Modern Work, Azure, Business Applications
I joined the company to develop existing sales practices and launch a new lead generation initiative that aims to expand our share of the Finnish Microsoft CSP market and support partner retention by providing another value-added service for our key Microsoft partners. Our sales development efforts have been focusing on researching and testing new data-driven approaches to time and target our sales activities better. This supports our lead generation initiative, where I am responsible for finding new sales opportunities for our multiple award-winning partners by reaching out to the end-customer’s IT decision-makers. On top of these, I have been supporting both our other teams and partners in conducting market research. Achievements & Learnings • I developed my expertise with the Microsoft cloud offering through several trainings, certifications, events, and customer interactions • Accumulated experience in the Microsoft CSP business and competitive landscape • I acquired a broad understanding of sales intelligence platforms and their utilization in market research and prospecting
I was responsible for developing and growing the Information Management business within the Finnish market. The business area consisted of several offerings: Print Related Software, Information Management, Document Processing, Business Intelligence, and Business Process Services. My performance was evaluated against the net sales of my business area. The role was trifold. Firstly, I was involved in both the planning and day-to-day implementation of sales and marketing activities. Secondly, I managed and developed Information Management offering to ensure it addressed the ever-changing demand of the Finnish market. I led the local product launches by managing a team of approximately 10 people from different business functions and making sure that our people, messaging, processes, and systems were aligned. Lastly, I was responsible for fostering our relations with our technology partners and European colleagues relevant to my business area. Achievements & learnings • Our business unit hit the net sales targets in FY2020 and exceeded them in FY2021 • We quadrupled our Information Management net sales from FY2020 to FY2021 • Gained a thorough understanding of the IT company’s back-end processes and their development. • Acquired proficiency in project management and back-end process development through managing several product launches and development initiatives. • I have accumulated experience working in an international setting while collaborating with my colleagues and vendors. • I gained experience in technology projects through my involvement in internal CRM and Document Management Platform projects.
I joined Konica Minolta Business Solutions Finland when the management had just made the decision to invest in the IT service business. My key responsibility was to support the achievement of Document Management and Managed IT-services sales targets by actively pursuing sales opportunities with both existing and prospective customers. During the first year, my performance was evaluated against generated revenue and net sales in our business region. On the second year, I was measured both individually and the overall performance of our regional sales team. As the company’s ITS journey was in its early days, it quite soon became obvious that we needed to build the business from scratch. Thus, I took the time to familiarize myself with Document Management market and competition. Based on the findings, we created an information management narrative that was also adopted by our colleagues in Norway and Denmark. We chose a couple of verticals that we were able to provide the most value to and concentrated our efforts on winning new business from the chosen segments. I worked closely with our sales team to support them with the adoption of solution-based sales approach, build a basic understanding of Document Management and Managed Services, and close new business. Achievements & Learnings • FY2017 exceeded regional net sales targets with the sales team. • FY2018: Met both my personal net sales target and helped the team generate over 50% of the total document management net sales for the Finnish market. • Contributed to the building of the software and managed services sales practices and processes. • Supported the development of project delivery and customer care practices. • I gained experience in the compliance practices of regulated industries by negotiating and participating in the delivery of a document management platform for several customers.
As a Key Account Manager, my performance was measured by gross profit. I was responsible for generating increasing revenue streams from both existing and prospective accounts. While the product-based sales approach was widely adopted in our sales organization, I concentrated on helping customers solve their problems with the solution-based sales approach with great results. I cooperated closely with our presales team to find appropriate solutions for our customer. Achievements & Learnings • Exceeded annual targets for four years in a row and thus became a top-three sales rep within the company. • Negotiated Document House's first ever document content management deal with a significant Finnish educational institute. • Managed several key accounts successfully by utilizing our customer care framework and was able to grow our share of wallet steadily. • Learned how to differentiate in a highly competitive and well-established market.
Väli-Suomi Yhtiöt operates in business gift industry and has specialized in designing and distributing business gift books for organizations that operate globally. These business gift books concentrate on giving foreign business partners an insight into Finnish culture. Duties • Developing sales within both existing and new business accounts. • Increasing revenue and profit within assigned sales territory. • To meet both individual sales targets. • To participate on new product development.
Manpowerilla palvelin pääasiallisesti kuluttaja-asiakkaita telemarkkinointikampajoiden parissa. Päätoimen lisäksi toimin ajoittain asiakaspalvelutehtävissä laajakaista- ja matkapuhelinliittymiin liittyvissä asioissa Suomen kahdelle suurimmalle teleoperaattorille.