Bianca Welgraaf.

Experience

A career built in new territory.

Global vendors, consultancies and challengers — each role centred on opening something that did not exist yet.

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Timeline

Where I have built markets.

  1. Crayon / SoftwareOne

    APAC, USA, Nordics & Benelux · Recent

    Head of Business Development, Account Management, Team Lead, Account Executive and Regional Business Development Manager

    Led business development across APAC, USA, Nordics and Benelux, positioning cloud economics and data & AI services to enterprise clients and developing partner-led routes to market. Drove software and cloud services growth with hyperscaler co-sell motions, building new enterprise logos and multi-country pipeline.

  2. IBM

    Benelux

    Digital Sales, Alliances and Customer Success

    Drove digital sales, alliances and customer success for complex technology portfolios, orchestrating partner ecosystems across multiple regions.

  3. Accenture / Microsoft

    DACH, Ireland, Belgium, Luxembourg and Netherlands

    Finance and collections & partner delivery

    Worked at the intersection of finance, consultancy and platform, aligning customer transformation programmes with Microsoft technology.

  4. Covidien / Medtronic

    UK, DACH, SPAIN & Benelux · Early career

    Customer Services Sales Specialist

    Built commercial foundations in a highly regulated, relationship-driven medical technology environment.

Capabilities

What I bring to a mandate.

Market Expansion

Entering new countries and segments with a clear thesis: where to play, how to win, and what to prove in the first two quarters.

Business Development

Building qualified pipeline from zero — from ideal customer profile and outbound motion to enterprise deal architecture.

Partnerships & Channels

Alliances with hyperscalers, ISVs and resellers that actually produce revenue, not just a signed agreement.

Sales Leadership

Leading and coaching international teams across cultures and time zones, with forecast discipline and a growth mindset.

Technology

Domains I sell and speak to.

Cloud

Azure, AWS and hybrid cloud commercial models, migration and FinOps conversations.

AI

Applied AI and copilots — from use-case discovery to adoption and value cases.

Data & Analytics

Data platforms, governance and analytics as the foundation for AI investment.

SaaS

Subscription economics, renewals, expansion and customer lifetime value.

CRM

Salesforce and Dynamics as the operating system for pipeline and forecast discipline.

Digital Tools

Sales tech stack, prospecting automation and pipeline analytics.