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Ing. Silvia ŠTULRAJTEROVÁ Date: 03.08.15 Page 1/4
Dipl. Ing. Silvia ŠTULRAJTEROVÀ
RESUME of Projects
Details with Job role responsibilities, AWARDs,Education,Trainings:
7.4.2014- May 2015 Key Account Manager/ Business development director
Softip a.s.
Business Development and Customers Relationship Management.
Responsible for customers from area of Banking, Insurance companies,
Power utilities and Goverment sector .
Consulting and Sale of IT Systems done by SOFTIP ERP Profit plus, and
Partners :SAP, MICROSOFT, METASONIC S-BPM .
Contact me for help in case you are facing any issue with your information
systems or IT department.
Sw Solutions,Customization Services, Integration Services, DB Oracle, MS
SQL extertize team, consolidation and DB migration Services, Data mining,
Data Science Services, Web portals Development , Web Applications
Development ,Virtualization , IT Outsourcing, HR Outsourcing, Services and
Systems in cloude.
Strong focus to New generation Business SW- Subject oriented Business
Process Management ,save cost, optimize proceses,decrease risks, increse
effectivity, company performance, automatization, flexibility and speed of
change at your company too. Marketing and pre sales with Metasonic,
Sales projects EZO(eq. Document mangement) Softip Profit Plus(
ERP),customized sw solution MIS( BI), SLAs negotiations with Key
customers.
25.09.2006- July 2013 Sales Manager- Account Commercially Responsible ( ACR) for
business with Slovak Telekom, Orange Slovakia, Telefonica O2
Slovakia for Ericsson Slovakia spol.s.r.o
Account Commercial Responsible for Business Development, Sales plan
and targets with focus on business with Slovak Telekom,T-com- fixed part
of network and Orange, Telefonica O2,manage the business relationship
with the key decision-makers of telecom operators managers on Slovak
market. Take initiative and identify opportunities with network design, and
strategy, prepare response for RFPs,focus on progress to get customer
orders and negotiate terms & conditions for Contracts. 14 years
experiences and exceptional performance helped me to negotiate and sign
Frame Contracts, Managed Services Agreement, Solution Managemnt
Contracts, Firm Contracts, Service Level Agreements/Maintenance
Contracts, B2B agreements

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Monitor, understand and respond to the Operators needs .
Co-ordinate RFP response with strong contribution, sales & negotiation
strategy, offer updates, contracts negotiations and workshops with telecom
operators. Working in international teams for Central Europe, Eastern
Europe, global opportunities with winning success.
Received Ericsson Award from DT Global Customer Unit for Managed
Services business in Slovakia,
Award IMS Central Estern Europe countries contract,
Global Evolved Packet core tender for DT and FT, Global Network
optimalization tender FT group Manged Services, Eastern Europe GPON
tender Commercial lead.
Responsibility for Orders Booked , Net Sales, take care for margins for
Projects, Profitability & Selected Regional Key Deals to ensure the ongoing
business growth on Slovak Telekom Market.
Sustainable Building of profesional Relationships with the Customers.
Business Development & Identification of new opportunities, Local Sales
Strategies following defined regional strategy.
Financial bonuses for : Managed Services Slovakia, IMS CEE, IP
&Broadband business break in business, TV & Multimedia applications
busineas first in Europe after aquisition, defend High margin Sales on
Service Level (Technology warranty and after warranty operation &
maintenance ) business.
05.09.2005 – 30.6.2006 Product Sales & Marketing Manager,
Account Manager for CSC Computer Sciences s. r. o. , Bratislava
Head of Product Sales and Marketing department, responsible for Financial
Services Products & Solution Sales for Insurance and Banking companies.
FS EMEA internal communication.
Manage client satisfaction , Lead business development, Identify new
business opportunities, Leverages existing client relationships to develop
follow – on business to increase the revenue stream.
Managing client marketing activities, reference visits, conferences,
workshops ( CEE competency centre) for our key customer Allianz , Union,
VUB, Social Insurance Agency
01.05.2004 – 04.09.2005 Account Manager for Alcatel Slovakia , a.s. Bratislava
Responsibility for defined account for company Key customer Slovak
Telecom and potencial customer T-Mobile as an opportunity in mobile
segment. My responsibility was to build relationships with
customer,negotiation with different department ( procurement, product
marketing, strategy and development), present, offer and sale of telecom
solutions and products, offer new services and features, invitation to
reference visit, seminars, workshops, marketing events,
( voice, data, multimedia), negotiations with key people ( strategy and
development, product marketing, procurement, operation,...). Key Account
Plan preparation, Profit and Lost statement..
Manage team of people to fulfil sales plan, coordination of the process
inside the company and arrange also virtual teams of people from different
department for different project( from different product line, tendering,
technical assistance center, sales support, project management and
installation, negotiation with Alcatel International units (mostly Alcatel SEL in
Stuttgart, Alcatel BELL in Antwerp ,Alcatel in France)
Sales planning and forecasting for the defined product segment, Key
Account Plan, preparation and negotiation B2B Agreements for after sales
services. Prepare Customer Satisfaction survey, analyse of result and
action plan.

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01.01.2002 –30.04.2004 Senior Sales Manager for Alcatel Slovakia , a.s. Bratislava
KAM TEAM member in the account for customer ST
- Responsible for negotiation with customer Slovak Telecom
responsibility for preparation of the offers, agreements, Key Account Plan
preparation for Slovak Telecom, collaboration between Alcatel Unit
worldwide as well as different business division.
- NGN Award KAM team great success with NGN contract in
DeutcheTelecom group fist NGN installation worldwide.
01.09.2001 – 31.12.2001 Sales Manager Export
Responsibilities: Export activities to East Europe market segments
(Russia and Ukraine),
Responsible for budgetary proposals and commercial offers, negotiation
with customer about deliveries and payment conditions, certification, project
coordination, management of contract realization, preparation of
agreements, contracts and amendments in Russian or in English
languages, negotiation with customers, relationship creation.
01.01. 99 – 31.08.2001 Project Manager Export.
Marketing & Sales Dep. Alcatel Slovakia.
- Realization of the projects after contract signature, handling of
certification processes .
- Preparation of commercial proposals, Negotiation with customers from
Russia and Ukraine, preparation of contracts in Russian language,
Responsible for Key Account Plan for Eastern Europe market preparation,
as well as key information needed to Branch office in Lvov.
- Position to manage Alcatel branch office in Lvov ( UA) was offered by
COO to me.
01.07.1998 – 31.12.1998 Marketing Referent, Public Relations and Communication
for Alcatel SEL TLH a.s. , Stuttgart Marketing and Sales Department
- Company presentations, organise seminars and international
conferences, corporate marketing activities, advertising, contract
negotiation with marketing customers.
- Responsible for preparation of agreements related to client marketing
activities and advertising purposes.
01.09.1996 – 30.06.1998 SW Development Engineer Alcatel SEL TLH a.s. Liptovsky Hradok
- Assigned to Exchange Data Converter project. Test process
improvement for A1000 S12 Digital Switching Exchange. Analyze,
program development, test.
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LANGUAGES
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English : very good speaking, reading, writing (use English on daily basis)
Russian: excellent, speaking, reading writing (live 2 years in Moscow at University)
German: basic
EDUCATION & Traings:
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2011 SPIN Selling, Training done by Huthwaite International, UK
2009 Consultative Selling I, II ; Training done by Libellius
2008 The big picture understanding & creating value; Training done by DUKE(
USA) in Stockholm
2008 Project Sales ( Ericsson)
2007 Major Sales Mangement ; Training done by Towers consulting

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2006 The Way to Create Profitability ( Ericsson Academy)
2006 Competence Management ( Ericsson Academy)
2004 Target Account Selling -Special Sales Training done by Siebel in
Alcatel University in Stuttgart
1994 Economy University Bratislava and Slovak Technical University
Bratislava, Slovakia one year Special Economy Study Programm,
Management and Marketing State examination
Sep 1994 Royal Institute of Technology Stockholm, Sweden, Application of
Lasers, study programm by International Board of European Students
of Technology
1990 – 1994 Slovak Technical University Bratislava, FEI
Electrotechnical faculty, Diploma/ Master Degree from Energy
Engineering
1988 – 1990 Moscow Energetic University, Moscow,2 years study programm
Faculty of Electronic, Light Technic Engineering (Spectrometry,
Optoelectronic)
1987-1988 Secondary Grammar school one year preparation for study abroad in
Banska Stiavnica
1984 -1987 Secondary Grammar school Programming & SW development, in
Liptovsky Hradok
PC Skills
- Sales tools : CRM, SMIS, Verdi, Siebel-Orion, Pioneer, CFP
- MS Windows Vista, MS Office ( Word, Excel, Power Point, Project, Outlook,
Lotus nodes)
- X-tools, C/C++, Pascal, Fortran, Cobol - not used last 10y.
ADDITIONAL Info - hobby
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- travelling, skiing, swimming, golf, yachting, roses and garden , grill
party, ballroom & latin am.dancing, salsa, tango Argentino.
- Driver licence B, 18 years – cca 35 000 km / year
- Fun of Audi and Mercedes
Thank you for your attention reading my CV.
Hope to meet you soon to answer all your questions.
Do not hasitate to contact me via mobile:0903797894 and via email: silvia.stulrajterova@gmail.com;
For reference please review my Linked in profile.