Customer Service Vice President

Nina V. Lutjens, Ph.D.

*** ***** ****** ****** ****, FL 32789

407-***-**** ********@*****.***

Award winning Sales & Marketing Executive

Information Technology Markets Strategic Sales & Marketing, Channel & Enterprise Content Management

“Nina was chosen by CRN, as one of the top Women of the Channel, as well as one of the year’s Power

100 Award’s. In addition, she’s been recognized by

CRN as one of the top Women of the Channel for the

past 3 consecutive years.”

“Nina has been recognized as one of CRN’s Channel Chiefs, for continued strength of channel programs and alliances for the Fujitsu One Capture Alliance Program. This prestigious list consists of the most influential and powerful leaders in the IT channel.”

Award-winning Vice President of Sales & Sales Director at Fujitsu’s subsidiary FCPA, Imaging Products Group, with 15 + years of progressively challenging experiences within both national and global technology markets.

Despite the maturity of the industry, delivered revenue and exceeded sales targets YOY with more than 8% increase in Compound Annual Growth.

Grew Market Share from 30% to 60%+ in US markets, in part as a result of a Net Promoter Score (NPS) of 85%; a measure of customer satisfaction as it pertains to product and customer service.

EXECUTIVE BENCHMARKS & MILESTONES

Consistently exceeded quota by over 100%, annual average 108%+ revenue

Generated over 60% Channel Market Share by driving the growth, development and oversight of Fujitsu’s sales.

Delivered 8% Compound Annual Growth Rate (CAGR) over a 7-year period while addressing growing competition in a maturing market.

Streamlined Channel Partners and Programs resulting in SG&A reductions of 35-40% while maintaining consistent FTE headcount.

PROFESSIONAL LEADERSHIP

SENIOR CHANNEL SALES & SERVICES MANAGER

CANON USA MELVILLE, NY Jan 2015 TO PRESENT

Handpicked by Canon USA management team to engineer growth in a challenging market, dominated by 1 major player and to bring “best practices” in leadership to a sales and marketing organization.

Reorganize and develop a strategic and tactical plan to grow market share in a flat to declining market, by introducing a channel strategy, sales & marketing engagement plan that will bring the EU customer revenue to Canon.

In 2018 delivered major $1.5M contract Refresh for MW HealthCare provider;

In 2017 delivered $1.2M contract to Miami Dade Early Childhood Centers;

Delivered 18 consecutive months of sales growth despite flat market

SENIOR VICE PRESIDENT/VICE PRESIDENT OF SALES & SERVICE

Fujitsu Computer Products of America SUNNYVALE, CA 2009 THRU 2014

As VP/SVP Sales Handpicked by Fujitsu’s Senior executives to engineer growth in a challenging market, with P&L responsibility and oversight of multiple large scale teams through mentorship, strategic planning and tactical implementation.

Generated channel market share (MS) over 60%, with a 8% CAGR for Scanner Technology in

U.S. Market, while doubling the growth of Latin America Channel Sales within a four-year period.

Led & monitored the productivity and performance of 7 direct reports including 1 VP, 2 Directors, and 4 Managers in all Channel sales & marketing functions for Outside & Corporate Sales, Channel, Latin America & Service Sales, as well as Field Service and Technical Assistance.

Initiated the implementation and oversight of Sales Force CRM system for Sales team

Implemented EDI reporting of Distribution and Solution Provider sales and inventory to support the creation of systematic tools for forecasting & order fulfillment;

Built a separate Services Sales division of 8 Representatives and merged into existing sales structure resulting in repurposing 3 headcount with reduced overhead cost;

Introduced Third Party Service (3PS) to expand services growth potential, resulting in overall services revenue growth of 15-20% CAGR

SENIOR DIRECTOR, DISTRIBUTION & DMR CHANNEL SALES 2006 – 2008

Built, guided and directed 5 Account Managers on 5 Distribution & Direct Solution Provider Channel;

Grew Sales Revenue at 25% CAGR.

Initiated major sales & channel marketing program recommendation to streamline DMR Channel from 10 to 5 accounts, resulting in Market Share increase of 7% (between 42% - 49%).

EASTERN REGIONAL DISTRIBUTION MANAGER 2001 – 2005

Imaging Products Group

Continued YOY sales growth at CAGR of over 30%;

Key liaison for Fujitsu with C-level Partners.

SENIOR ACCOUNT MANAGER 1999 – 2001

Grew Distributor business, overall profitability and Market Share to 44% despite Fujitsu’s channel expansion of 3 new distributors

VICE PRESIDENT OF SALES Micro Design International (1995-1999)

Responsible for Sales Organization worldwide, developed team from startup of 5 to formal inside and field organization helping to grow business from startup to $40m.

GOVERNMENT SALES MANAGER Micro Design International (1990-1995)

Awarded single largest contract in MDI’s history resulting in the contribution of roughly 80%

of annual sales goals.

Set up the DC office designed to go after the government sector, introducing optical disk storage technology solutions.

Created Channel of Value Add Distributors and Resellers who were partners for various GSA schedule and GWAC contracts.

As a start-up company, personally managed strategic sales initiative’s, with key Federal contractors and SI’s generating 50% of company’s overall revenues.

MAJOR ACCOUNTS EXECUTIVE International Data Products (1988-1990)

Positioned company to capitalize on $6M Department of Justice computer peripherals contract;

Marketed and sold microcomputer products through GSA schedule and various IDIQ vehicles to federal, state and local government agencies.

PROFESSIONAL AWARDS

2013 Awards CRN 5 Star Partner Program Channel Chief Women of the Channel

2012 Awards CRN Channel Chief Female Leaders of the Channel/FCPA CEO Trip to Japan

2011 Awards CRN Women of the Channel

EDUCATION

University of Denver, Ph.D. Higher Education Administration Denver, CO

Villanova University, MA Education Villanova, PA

Rosemont College, BA Psychology Rosemont, PA

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