Heike Wiegand
Project Manager
Kiryat Ono,Israel
Summary
Accomplished professional with 15+ years of global experience in project management, technical account management, direct/indirect sales and customer training with IT, SaaS and Cyber Security companies.
Overview
15
15
years of professional experience
3
3
years of post-secondary education
3
3
Certificates
6
6
Languages
Work History
Global Project Manager
StrataVAR
Hod HaSharon, Israel
2020 - Current
- Daily work with R&D team and global customers, from POCs to end-to-end implementations and identification/budgeting of upsell opportunities.
- Managed customer projects in Australia, Europe, US.
- Established and implemented best practices and process improvements (part of business transformation initiative and move towards Agile), tracking of KPIs, risks, budget vs progress.
- Methodologies : Hybrid, Agile (Scrum/Kanban).
- Tools: Atlassian Jira/Confluence + Plug Ins (Tempo, Big Picture), MS Projects & Excel (Analytics, Dashboards).
Account Executive EMEA
Cato Networks
Tel Aviv, Israel
2018 - 2020
- Deal Record 2019 Award - part of core team that orchestrated Cato's biggest enterprise win worldwide.
- Conducted inbound and outbound lead qualification in alignment with Regional Sales Directors.
- Built database of qualified target accounts in DACH region to increase outbound funnel.
- Take-overs: As Account Executive, reached out to qualified accounts to ensure engagement at right timing (usually contract termination with competitors).
Channel Services Manager DACH
Checkpoint
Tel Aviv, Israel
2017 - 2018
- Day-to-day work with Checkpoint's 3 and 4 Star Partners in DACH region to ensure renewals were on track and business continuity was guaranteed.
- Identified upsell and cross-sell opportunities.
- Over-achieved personnel target in all quarters.
- Defined and built training manual for Renewal Managers to shorten onboarding time.
Director of New Business Development EMEA
Telrad Networks
Lod, Israel
2015 - 2016
- Created case book of target countries and accounts profiles, matching them to Telrad's solutions offering.
- Opened new markets in Romania, Turkey, France, Germany.
- Organized and conducted C-level introduction meetings with potential customer organizations.
- Scouted and onboarded agents and local partners.
Project Lead
Insuline Medical
Petah Tikva, Israel
2013 - 2015
- Set up and customized Salesforce as CRM system, created and implemented flow algorithm to support medical incidents hotline.
- Created training manual + onboarding plan and conducted training of Insuline's hotline agents in Germany.
- Worked closely with Insuline's Compliance Officer in Germany.
- Supported Insuline's sales efforts in DACH, conducting product placement meetings and product training for Diabetologists and Nurses.
Territory Sales Manager MEA
ECI Telecom
Petah Tikva, Israel
2010 - 2013
- New Business Development, Sales and Account Management in Morocco, Cameroon, Rwanda, Burundi, Zambia and South Africa.
- Matrix management of pre/post-sale teams of RFP submissions, involving ECI personnel and 3rd party subcontractors.
- Negotiated multi-million dollar proposals, scouted and onboarded local agents and partners.
- Built relationships with Tier-1 telco/cellular operators and government decision makers.
- Increased visibility of ECI's technology in territory.
Sales & Business Development Consultant EMEA
Netformx, Corrigent, Celtro, GO Networks
Kiryat Ono, Israel
2005 - 2009
- Acted as consultant (de facto Sales Director) for Netformx, Corrigent, Celtro, GO Networks in Europe and Africa.
- Opened new markets, engaged with customers, onboarded local partners and "got the show rolling".
- Landed great logos and multi-million Euro anchor deals in DACH region.
Education
Bachelor of Arts - Business Administration And Management
Ono Academic College
Kiryat Ono - Israel 09.2007 - 07.2010
Certification
Intl. Certified Business Negotiator - Technion Israel Institute of Technology
Skills
Project Management
B2B Sales, Lead Prospecting, Upselling
SaaS
Agile / Scrum / Kanban
Teamwork Collaboration
Presentations, Public speaking
Sales processes, Solution selling
Account management
Matrix management
Customer Relations
Timeline
Post-Graduate Certificate in Project Management - UMass Amherst
03-2022
Prof. Certificate in Enterprise Sales - Queen's University
06-2020
Intl. Certified Business Negotiator - Technion Israel Institute of Technology
06-2014
Bachelor of Arts - Business Administration And Management
Ono Academic College
09.2007 - 07.2010
Global Project Manager
StrataVAR
2020 - Current
Account Executive EMEA
Cato Networks
2018 - 2020
Channel Services Manager DACH
Checkpoint
2017 - 2018
Director of New Business Development EMEA
Telrad Networks
2015 - 2016
Project Lead
Insuline Medical
2013 - 2015
Territory Sales Manager MEA
ECI Telecom
2010 - 2013
Sales & Business Development Consultant EMEA
Netformx, Corrigent, Celtro, GO Networks
2005 - 2009