→ Easing your IT pain by opening the source ☁️ | DM & connect | Red Hatter

I help companies in the EMEA region secure their open-source environments. 

It's my job to make sure our communication is seamless, and your pain points are being addressed. 

Please feel free to contact me if this touches your everyday life. 

🔆

Life is an adventure, and I'll do my best to ensure my curiosity remains on high alert.


connect. follow. learn. share. love. secure. 

/ Ari

Ari Kärkkäinen

Arrow ECS Sweden

Businesses need help simplifying the complex. Arrow's Enterprise Computing Solutions business helps companies of every size and industry develop powerful, practical and complete multi-vendor IT solutions. 

From cloud and data intelligence to security and IoT, we use a three-pillar approach to help businesses uncover the power of complex technologies, assemble them into innovative solutions and bring those solutions to market through intelligent channels.

Complex Technologies: Enterprise computing is big technology—but it’s not exclusive to big business. Arrow helps companies of every size and industry leverage powerful, emerging hardware and software innovations.

Innovative Solutions: Realizing the power of enterprise computing requires sorting through many different parts, partners and platforms. Arrow cuts through the noise to develop custom solutions tailored to a business’s specific needs.

Intelligent Channels: Complex technology systems are difficult to sell and even harder to pull together. Arrow helps bring enterprise computing to market by leveraging our global marketing and distribution expertise.

As a Fortune 113 company and one of Fortune’s Most Admired Companies, Arrow enables our community of more than 3,000 channel partners to deliver the modern enterprise.

Business Development Manager - RedHat

Business Development Manager IBM

IBM Svenska AB

IBM SVERIGE AB (BU: ANALYTICS) – STOCKHOLM, SWEDEN 
Selling solution- and implementation consultants. Acted as Lead Project Manager on several accounts. Successfully expanded the number of strategic customers with a high activity level, that resulted in signing 120 – 150 contracts annually at a TCV of +150MSEK, during my last 5 years. Submitted “smarter workplace ideas” and was noticed by IBM management, attended IBM Social Ambassador Program.

Impact & Results:
•	2018 Q1 Revenue/Signing Closed: 108/300%
•	2017 Revenue/Signing Closed: 100/44%, received “ClearWay Ideator badge”
•	Replacing a BI-system at a large bank to a value of +15MSEK in services. Sold a predictive solution to a transportation customer, which helped them increase failure detection rate by 80%.
•	2016 Revenue/Signing Closed: 116/159% (HY2 108/216%) and received “IBM Manager’s Choice Award - Unite to Get it Done” and took Design Thinking badge
•	An Oil & Gas client wanted a predictive solution to reduce number of churners. Our solution showed +600% less churners and 300% less revolvers compared to random approach used earlier.
•	2015 Revenue/Signing Closed: 106/179% (+31% Target increase YOY) and received “IBM Manager’s Choice Award - Show Personal Interest”
•	2014 Revenue/Signing Closed: 120/155% and received “IBM 100% Club Award” 
•	Persistently held on to an opportunity for 2 years, which lead to the first Capacity Management deal in Nordics with one of Sweden’s largest banks.
•	2013 Revenue/Signing Closed: 45/52%
•	Lead a Controller project which was so successful it lasted 4 years
•	2012 Goal vs Total Closed: 130% and received “IBM 100% Club Award”

Software Services Seller

IBM SVERIGE AB (BU: RATIONAL) – STOCKHOLM, SWEDEN 
Selling solution- and implementation consultants to help companies become more successful and meet their business objectives. Committed to growth and built territory sales. Exceeding expectations and was internally recognized for superior performance where I closed TCV at 36MSEK and was promoted to a much larger business unit in 2011.

Impact & Results:
•	2011 Business Closed: 128% and received “IBM Sales Eminence & 100% Club Award”
•	Increased an initial 1 000 hours Solvency II project to more than 12 000 hours
•	2010 Business Closed: 105% and received “IBM Sales Eminence & 100% Club Award” earned by the top echelon of IBM whose prior year performance was among the very best; honourees have top financial results, attained HPC eligibility and top ratings.‬ ‬‬‬‬
•	Increased margins for my unit by 19% with creative thinking.

IBM SVERIGE AB (BU: RATIONAL) – STOCKHOLM, SWEDEN
Selling licenses and cross-sell within the Nordic region to new and existing accounts. Closed around 270 contracts annually. While managing our inside sales team in Dublin and Nordics assisting with sales coaching, making cadence calls and planning sales strategies. Trained, Coached & Mentored new AMs in Spain and Sweden.

Impact & Results:
•	2009 Business Closed: 78% (+23% Target increase YOY)
•	2008 Sales Target: 20MSEK. Closed: 169% and received “Telelogic Presidents Club Award” for exceeding +100% of Sales Quota for FY 2008

Senior Inside Sales Specialist & Team Leader

Telelogic

TELELOGIC SVERIGE AB – STOCKHOLM, SWEDEN
Sold software solutions and was rapidly promoted from a Senior Inside Sales position to Team Leader with a larger budget and more responsibility. Recruited sellers to build a Nordic inside sales team. Made a huge footprint with my aggressive “high activity level plan” on new and existing accounts. I closed 200-300 contracts annually. Managed four WW-accounts, two Telco, a Transportation and one in Automotive.

Impact & Results:
•	2007 Sales Target: 22MSEK. Closed: 197% and received “Telelogic Presidents Club Award” for exceeding +100% of Sales Quota for FY 2007
•	2006 Received “Telelogic Presidents Club Award” for exceeding +100% of Sales Quota for FY 2006
•	Consolidated several global customers S&S into large deals over multi years which generated huge revenue streams for us and a lower TCO for the client.
•	2005 Received “Telelogic Presidents Club Award” for exceeding +100% of Sales Quota for FY 2005

Team Leader Sales Support

TELELOGIC SVERIGE AB – MALMÖ, SWEDEN
Hired as Inside Sales Specialist, selling mostly over phone - software licenses, education and maintenance. Prospecting and Cold Calling around 35-70 target accounts every day to establish new business or expand existing customer base. 

Impact & Results:
•	2004 Received “Telelogic Presidents Club Award” for exceeding +100% of Sales Quota for FY 2004
•	Increased S&S renewal rate +18%, usually landed around 96% renewed contracts. 
•	2003 Received “Telelogic Presidents Club Award” for exceeding +100% of Sales Quota for FY 2003
•	Introduced two new revenue generating streams.

Senior Inside Sales Specialist

Eurotrust AB

EUROTRUST AB– MALMÖ, SWEDEN
Sold online Antivirus Solutions over the phone

Inside Sales Specialist

Blue choice Scandinavia

BLUE CHOICE SCANIDINAVIA – LOMMA, SWEDEN
Main products sold were Asus notebooks and other computer hardware over phone.

Reseller

Sigma AB

SIGMA AB – MALMÖ, SWEDEN
Started in the computer store selling customized computers to private and B2B. A year later we switched to B2B only became Store Manger. I left the store 10 months later and took a roles as Account Manager selling computer hardware, software, education and services focusing on companies with 500 or less employees.

Key Account Manager

Datavaruhuset AB

DATAVARUHUSET AB - MALMÖ, SWEDEN
Retail Seller of computer HW, SW, Services & Adv. Network Solutions at a large computer store in Malmö. Main customers were private individuals and about 20-30% were companies. This were the first time we talked about the paperless office.

Computer Retail Sales

Haikers AB

HAIKERS AB - MALMÖ, SWEDEN
Designated pick-up driver for the largest car hire companies e.g. Avis, Hertz and Europcar. Picking up cars all over Sweden, Denmark and Germany. We used to drive cars for 8 up to 16 hours, at least 5 days a week and some weekends as well.

Transfer Driver

Media Network & Go On Sweden

MEDIA NETWORK & GO ON SWEDEN - LUND/MALMÖ, SWEDEN
During 1995 I worked in both Media Network and Go On computer stores. As a Computer Store Expert, with main focus on private customers selling everything from graphic cards to fully customised PC's.

Computer Store Expert

Accord Skylt & Reklam AB

ACCORD SKYLT & REKLAM AB - MALMÖ, SWEDEN
Created foliage art on windows, motor vehicles, motorcycles, T-shirts, marketing material, business cards, large signs, billboards and much more all over Sweden. Worked as artist, illustrator, designer, assembler and seller due to the small size of the company. Preferred supplier to all the large taxi companies in Malmö and System Text for example.

Graphic Artist Designer and Seller

Businesses need help simplifying the complex. Arrow ECS business guides the development of powerful, practical and complete IT solutions by combining technologies to address specific business needs. From cloud and data intelligence to security and IoT, Arrow brings innovative solutions to market through intelligent channels to deliver the modern enterprise.

Pivotal Sales Professional offering over 20 years of experience in sales of complex business SW/HW/IT solutions where I held various roles from old school door-to-door sales to sales manager. A dynamic, passionate and driven seller, recognized for significantly impacting bottom-line profitability, territory expansion and new account development. With strong drive to succeed and operate in teams or independently. 

WORK SUMMARY
(Jan 2012 - April 2018) Software Services Seller BU: Analytics - IBM Sverige AB
(Jun 2010 - Dec 2011) Software Services Seller BU: Rational - IBM Sverige AB
(Apr 2008 - Jun 2010) Inside Sales Specialist & Team Leader - IBM Sverige AB
(Apr 2005 - Apr 2008) Team Leader Sales Support - Telelogic Sverige AB
(2002 - Apr 2005) Senior Inside Sales Specialist - Telelogic Sverige AB
(Oct 2001 - Mar 2002) Inside Sales Specialist - EuroTrust AB
(Apr 2001 - Aug 2001) Reseller - BlueChoice Scandinavia AB
(1997 - 2001) Account Manager & Computer Store Manager - Sigma
(1996 - 1997) Computer Retail Sales - Datorvaruhuset AB
(1995) Transferdriver - Haikers AB
(1993-1994) Designer & Seller - Accord Skylt & Reklam AB

SKILLS 
* Relationship Building
* Territory Management
* Results
* Business Development
* Budget Projection
* Contract Negotiation
* Listening & Communication
* Consultative/Solution Selling
* Client Retention
* Project Management
* Pricing & Proposals

OTHER
(Nov 2015 - Dec 2015) Discovery & Intermediate Kiteboarding Lessons - Laurel Eastman Kiteboarding in Dominican Republic
(Sep 2013) Beginner Surfing - Rincon Surf School in Puerto Rico
(1977-1999) Trained and competed in Martial Arts

taplio

The Battle

Ari Kärkkäinen

Patrick KRÅNGLIN-DEGENNE

Followers

Posts

Engagements

Likes

Ready to grow your LinkedIn presence?