Bianca Welgraaf.

Portfolio

Selected work and measurable outcomes.

Examples of international business development, partner growth, cloud innovation and strategic account expansion. Commercially sensitive details have been anonymised, while the outcomes are based on documented projects.

Credentials

Verified skills and certifications

View profile on Credly
Cloud Digital Leader CertificationCloud Digital Leader CertificationSocial Selling Digital CoachSocial Selling Digital CoachSocial Selling Digital PractitionerSocial Selling Digital Practitionerwatsonx.ai Generative AI Tools Technical Sales Intermediatewatsonx.ai Generative AI Tools Technical Sales Intermediatewatsonx.ai Generative AI Tools Sales Foundationwatsonx.ai Generative AI Tools Sales FoundationSPSS Statistics Technical Sales IntermediateSPSS Statistics Technical Sales IntermediateSPSS Modeler Technical Sales IntermediateSPSS Modeler Technical Sales IntermediateSPSS Statistics Sales FoundationSPSS Statistics Sales FoundationSPSS Modeler Sales FoundationSPSS Modeler Sales FoundationData Science Foundations - Level 1Data Science Foundations - Level 1Cloud Pak for Data - Collect Sales FoundationCloud Pak for Data - Collect Sales FoundationWatson and Cloud FoundationsWatson and Cloud FoundationsWatson Visual RecognitionWatson Visual RecognitionCloud & Cognitive PatternsCloud & Cognitive PatternsCloud Developer BootcampCloud Developer BootcampEnterprise Design Thinking PractitionerEnterprise Design Thinking PractitionerMaximo Asset Monitor Sales Foundation - Level 1Maximo Asset Monitor Sales Foundation - Level 1Outreach Closing SpecialistOutreach Closing SpecialistOutreach Manager SpecialistOutreach Manager SpecialistOutreach Prospecting SpecialistOutreach Prospecting SpecialistXM Cyber- Risk Reporting to the BoardXM Cyber- Risk Reporting to the Board
Account GrowthSaaSNordics

International expansion of an employee-experience platform

Supported the expansion of a strategic customer relationship across Sweden, Finland and Norway. The engagement included coordinating stakeholders, supporting a major user migration and expanding the platform agreement across the Nordic organisation.

2,800

users migrated

5,200

users covered by the expanded agreement

IBM AnalyticsRecurring RevenueBenelux & Nordics

Scaling an IBM SPSS and analytics business

Led business development across licensing, renewals, pricing, tenders and partner relationships for an established analytics portfolio. The business expanded across six European markets, supported by structured forecasting, customer retention and cross-border account development.

6

European markets managed

€980K

annual revenue achieved in 2023

Cloud InnovationHealthcareProduct Development

Developing SPSS as a managed cloud service

Created the commercial business case and helped develop a managed SPSS cloud proposition for regulated healthcare organisations. Coordinated customer discovery, commercial planning and internal stakeholders while assessing IBM Cloud, Azure and AWS delivery options.

3

cloud delivery models assessed

2

pioneering healthcare organisations

PartnershipsCommercial OperationsBenelux

Building a strategic analytics partner model

Developed a partner-led proposition covering analytics software, hosted solutions, support and migration services. Coordinated the partner, legal, finance, operations, sales and customer teams to establish workable pricing, contracting, ordering and invoicing processes.

6

stakeholder groups aligned

5

commercial processes established

Education TechnologyGo-to-MarketEurope & APAC

International growth programmes for learning platforms

Led business development and market-activation activities for learning platforms including Kahoot and Wayground, formerly Quizizz. Coordinated education-sector campaigns, public-sector opportunities, tenders, webinars and university outreach across Europe and APAC.

7+

markets activated

2

learning platforms developed

SDR & BDR LeadershipHyperscalersInternational

Building and managing cloud-focused SDR and BDR programmes

Managed international business-development activities supporting Google Cloud, AWS and Microsoft cloud solutions. Led team planning, prospecting, qualification, campaign execution and opportunity handover across the Nordics, Benelux, APAC and other international markets.

3

hyperscaler ecosystems supported

6-stage

lead-to-opportunity process managed

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