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Robert Kostelac

@robertkostelac

Channel Manager at Unify / Mitel developing partner-led sales across Southeast Europe and building enterprise opportunities with partners.

Croatia

Message

What I'm looking for

I'm available for remote international work and European travel.

At Unify / Mitel, I own partner-led sales and business development across ten Southeast European markets. I develop resellers and system integrators, build joint business plans, and work with partners to progress enterprise and public-sector opportunities.

At SAP, I developed the Croatian partner ecosystem for enterprise software and implementation services. At HEP, I coordinated SAP and three partners on a proposal and helped progress a stalled opportunity to a tender win; earlier, I led the Microsoft Dynamics business unit at Perpetuum Mobile with P&L responsibility.

Experience

Work history, roles, and key accomplishments

Current

Channel Manager South East Europe

Current

Unify / Mitel

Jan 2015 - Present (11 years 9 months)

Owns partner-led sales and business development across ten Southeast European markets. Develops joint business plans, maintains pipeline and forecasts, and coordinates cross-functional resources.

Partnership Management Business Development Channel Sales Pipeline Management Forecasting BI Tools AI Tools CRM PRM

Channel Sales Manager

SAP

Jan 2009 - Dec 2014 (5 years 11 months)

Developed the Croatian SAP partner ecosystem for enterprise software, consulting and implementation services. Managed opportunities involving major Croatian enterprises and supported tender preparation.

Partner Ecosystem Development Partner Agreements (MOUs)Enablement Opportunity Management Tender Preparation Negotiation

Business Unit Manager and Executive Management

Perpetuum Mobile

Jan 2006 - Dec 2009 (3 years 11 months)

Led the Microsoft Dynamics business unit with responsibility for strategy, P&L, business development, sales, presales, solution architecture, marketing and implementation performance.

Microsoft Dynamics Business Unit Management P&L management Business Development Sales Pre Sales Solutions Architect Marketing

Enterprise Manager Adriatic Region

M SAN Grupa

Jan 2005 - Dec 2006 (1 year 11 months)

Managed enterprise distribution for HP, IBM, Microsoft, networking and software portfolios, connecting international vendors with resellers and system integrators. Led a team of 10+ product managers.

Enterprise Distribution Vendor Management Channel Management Product Management Negotiation Business Planning

System Architect

Večernji list / Styria Group

Jan 2002 - Dec 2005 (3 years 11 months)

Designed business and IT processes and led RFI/RFP preparation, vendor selection, negotiations, SLA definition and implementation management. Led change management for an SAP ERP implementation.

System Architecture RFP RFI Vendor Selection Negotiation SLA Management Change Management SAP ERP E business Mobile Strategy

IT Specialist / IT Manager / Project Manager

CARNet

Jan 1998 - Dec 2002 (4 years 11 months)

Managed ICT maintenance and procurement and led projects in Public Key Infrastructure, antiviral protection, wireless services, groupware and web platforms.

ICT Management Procurement Project Management Public Key Infrastructure (PKI)Antiviral Protection Wireless Services Groupware Web Platform