Laurent De Grauwe

Co-Founder and CEO @ Justifai | Product, Growth, AI Governance | ex-Microsoft

Driving Innovation and Growth in Tech: From Startups to Global Enterprises

Global Sales & Marketing Leader: With over 20 years of experience, I've driven transformative growth across Cloud Computing, IoT, Data and AI, and Enterprise Software.

Strategic Thinker: From Microsoft to startups, I've consistently scaled businesses of all sizes. Key achievements include:
- Achieving first $1M ARR in startups
- Growing incubation workloads to +$100M
- Transforming products into multi-billion dollar businesses

Go-To-Market Specialist: Expert in crafting and executing global GTM strategies that deliver exponential growth. I've led teams to success in small and highly matrixed organizations.

Business Developer at heart: I thrive where routes to market are yet to be defined. I am a quick learner and able to pivot based on market context.

Authentic Leader: Empowering people to accelerate business growth. Passionate coach, focusing on individual strengths and adapting leadership style for maximum effectiveness.

Sr. Director Global Field GTM & Programs 

Oracle

Senior Sales Manager Cloud Technology Belgium, the Netherlands and Luxemburg

Senior Sales Manager Cloud Technology Belgium and Luxemburg

Oracle Digital Sales Manager responsible for Oracle sales activities (Database, Middleware, Business Intelligence) in Belgium.

Welcome to the new Oracle, where we are about BUSINESS TRANSFORMATION - In a digital world, across every aspect of your processes, customer interactions and innovation, for ALL businesses!

Being Business Digital means rewriting the rulebook when it comes to connecting and engaging customers, employees and the enterprise.

https://go.oracle.com/DigitalTransformation-BeBusinessDigital#about

Reach out to us and we will happily share our views on some of the ways digital capabilities can empower your business and customers.

Mobile: +34 661 397 490
Email: lore.dierickx@oracle.com
Twitter: @loredierickx

Senior Sales Manager Belgium

I manage the telesales team for Belux, the Netherlands and Iberia at Oracle Digital.

Responsibilities:
• Develop the overlay sales team through staff selection, motivation and coaching
• Define and allocate account-responsibility, territories and targets to the sales team
• Set goals, objectives and KPI’s and review/monitor the performance of the sales team and take action to ensure targets and business objectives are achieved 
• Cooperate X-LOB with the relevant sales teams to fulfill Oracle's full-stack-strategy
• Responsibility for the team´s Demand Generation and Campaign Management
• Establish strong, lasting and collaborative relationships with the Oracle Digital EMEA team, country/regional management and other LOB’s to ensure success of the Oracle Digital Overlay model and organization 
• Develop, implement and accomplish Oracle Digital’s short, medium and long-term vision through people and business leadership 

Able to coach Dutch, French, and Spanish natives thanks to my language skills.

Reporting directly to the EMEA Western Europe Oracle Direct VP of the Inside Sales Organization.

Sales Leader Cloud Technology - Spain, Portugal, Belgium, Luxemburg, the Netherlands

I was managing the Belux inside sales team, in close collaboration with the field organization. 

Enterprises that use IT as more than just a provider of services can drive innovation and business growth. By eliminating complexity and simplifying IT, organizations are free to dedicate more of their time and resources to adding value for users and customers. The less complex the IT environment, the more room there is for the innovation that can change the future.

Sales Manager Technology Platform - Belgium & Luxembourg

In this role, I was managing the Belgian and Dutch inside sales team, closely working together with the field organization. 

Oracle provides the digital business platform for the enterprise and the cloud. It enables enterprises to create and run agile, intelligent business applications while maximizing IT efficiency through full utilization of modern hardware and software architectures.

Cloud, mobile, integration, security, development, and digitizing business processes are the enablers for businesses to stay in the game.

Sales Manager Cloud Platform for Digital Business - Belgium & the Netherlands

In this sales role, I had the following responsibilities:

• Own and deliver a sales target
• Sell solutions and services to new & existing Oracle customers
• Be an active social media player, engage with appropriate prospects and run efficient targeted campaigns 
• Prepare & deliver online demonstrations of Oracle's business solutions to prospective clients
• Liaise with business contacts to develop & manage relationships, identifying new opportunities to sell Oracle products and services
• Work with other Lines of Business such as: field sales, sales consulting, support and education

Account Manager Middleware Belgium

Microsoft

In this role, I added value to Microsoft, partners, and customers by helping partners deliver world class solutions and offerings to their customers. 

The partners I was managing are focussing on SMB companies.

I managed all sales & marketing activation efforts for my portfolio of about 80 partners to drive sales, development, and marketing strategies that impact specific revenue goals.

This included:
•	Pipeline management
•	Creating business plans with conditions of satisfaction
•	Driving partner satisfaction

Achievements:
•	Revenue growth of 43% versus last year (target was growth of 14%)
•	Partner satisfaction score of 186, best score of Western Europe (target was 161)

Internal Partner Account Manager SMB&D

The type of partners I managed are OEM (Original Equipment Manufacturer) partners, building their own machines and adding Windows 7 and Office to it. They sell those machines to customers and small businesses.

I increased the partner’s sales through communication, diplomatic skills, large knowledge of the IT business and a problem solver approach.

Achievements:
•	Microsoft Vendor Award Q4 2010: Amazing partner and customer focus 
•	Great collaboration in Symphony project (OEM/SMSP)

Internal Partner Account Manager OEM

Universal Express

After having worked in the aftersales department  at Land Rover and having finalized the marketing study I combined this with, I lacked sales experience to have a broad view on the dynamics of a company.

I therefore started to sell transport solutions, with a main focus on airfreight.

In this role, I searched for new customers and provided information and advice to customers and propsects. For customers with regular traffic on the same destination, I worked out dynamic proposals in excel that allowed them to complete the offer with the freight’s details and dimensions and have an automated calculation of the price.

Sales Representative

Jaguar Land Rover

Land Rover Belux / Jaguar Belux

Working in the aftersales department was a great challenge !

I was helping out the Land Rover and Jaguar dealers in Belgium and Luxemburg with back-orders and logistic issues regarding the spare parts they ordered. In this man’s world, I was a young girl that didn’t know anything about cars and spare parts (yet). 

By following car mechanics in evening school and by doing what I said and saying what I did, I managed to get the respect of the technicians and wharehouse responsibles. Being able to explain how a differential works, is something I am still proud of.

I created an interactive CD-ROM that explained all aftersales programs, tools and procedures and became a great tool for the dealers resulting in less calls for help.

Other responsibilities were writing newsletters, analysis of the parts sales figures and develop aftersales marketing campaigns.

I was able to help organizing twice the preselections of the Land Rover G4 Challenge and became a fan for life of the brands !

Parts Coordinator

De Filistijnen

Interviewing
Creating content for "Vriend of Vijand": games, tests
Typing interviews
Research

Editor

IKEA

Providing information by telephone
Handle complaints

Call Center Agent

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With more than 420,000 customers and deployments in more than 145 countries, Oracle offers a comprehensive and fully integrated stack of cloud applications, platform services, and engineered systems. 

► Contact me for questions / feedback / an open conversation about YOU, your business model, Oracle, industry trends, technology, digital transformation,...

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My views are my own.

Experience in sales, after sales & marketing

Specialties: digital transformation, demand generation; team building; coaching; social media; marketing; cloud computing; SAAS; PAAS; IAAS; strong communication and analytic skills; problem solving; sales; international contacts; partner account management; SMB; enterprises.

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Laurent De Grauwe

► Lore Dierickx

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