Onur Goktepe

• Project manage the renewal experience in close partnership with assigned Customer Success Manager and Account Executive to provide a seamless customer experience • Retain and increase subscription revenue in existing customer accounts by positioning packages and price updates • Migrate existing customers from legacy plans onto new packaging and licensing models • Proactively identify lengthier renewal scenarios and maintain high on-time renewal rate • Update renewal forecast on a weekly basis and report up to management • Create client/partner proposals and contracts for all existing customer renewals • Continuously iterate and provide customer feedback on the renewal experience • Drive upsell and bring iARR

• Work with Workforce Management to ensure resource requests are submitted and resources assigned • Update Project information in UiPath Tools such as PSA • Document assigned resource Time and Expenses • Align Expense Receipts to Expenses reported • Prepare weekly status report summarizing utilized time and expenses • Review project contractual information (i.e. SOWs, POs, etc.) • Communicate to internal project team regarding contractual requirements of projects • Work with resource management on resource planning, availability and allocation according to projects pipeline • Communicate to the management issues or concerns related to project schedule and project costs • Report and escalate to management • Create and maintain project documentation in PSA (Professional Services Automation) solution, required for accurate project. • Close project and documentation pass project deliverables to operations. • Work collaboratively with the entire Professional Services leadership team

Conduct internal automation assessments and also accurate project planning for the implementation of the upcoming automation Analyze requests of internal automation received from different business users (within internal departments), identify the automation possibilities and opportunities while taking into consideration the specific business requirements. I also contribute to the standardization of the existing processes before the automation takes place. Developed Detailed As In Process Description - PDD (Process Description Documents) and Detail To Be Automated Process Description (Solution Design Document) for internal automation projects Create the process design - including scenario design, flow mapping and diagrams, testing different scenarios, training and defining support procedures Create accurate project planning for the implementation of the projects while assisting and driving the project team (provide requested additional information in a timely manner) Support the creation of business use cases highlighting time and cost impac▪ Work/set processes and workflows to optimize solutions for customers Manage/Process licensing, during, and post sales by offering support through our internal platforms (SalesForce, DocuSign Nalpeiron, BooN Licensing Tool, Atlassian, Wrike etc.) Coordinate technical trainings/deep dives with Pre-sales, Customer Success Managers, and product engineers for new product launches/changes Support an entire team of VP’s, Sales Mangers, Sales Representatives and Inside Sales Representatives (Central Eastern Europe: Turkey, Russia, Poland, Hungary, Romania, Bulgaria, Israel, etc.) increase their deals and ensure a streamlined sales process Collaborate with finance, legal, and sales teams to set automation procedures Support and enhance customer relationships by monitoring simple to complex technical/non-technical licensing and installation requests. Arrange customer calls & visits to ensure that the end customer is fully satisfied

During this period, I was in charge with the entire management of the restaurant, starting with staff hiring and mediating the issues involved and finalizing with customer relationship, accounting, supply, social media, promotion, and events. During this time I was the main person responsible for the restaurant's profit / sales, and I had the competency to change and select the best strategies to increase it. I also initiated a total renovation, actively participating in the interior design, effective work, and work coordination. - From the accounting point of view, I was responsible for maintaining the inventory of goods, inputs and outputs of invoices so that the existing stocks in the tax system were in line with reality without any problems with any ANAF control that took place. - Supplying the restaurant - In social media terms I introduced the restaurant on different social platforms that we constantly updated and created various advertising elements. I also introduced it to various food order applications such as Foodpanda, Deliv.ro, and last but not least on UberEats, where we sought to maximize the profit of the company where I activated by negotiating the target and the commissioning ceilings for each one. - I was engaged in hiring personnel and solving their internal problems. - I successfully solved every time issues regarding ITM, DSV, City Hall 5, Local Police, ANAF, and all Romanian authorities and control bodies. Achievements: - All my work within this company led to excellent customer satisfaction that generated a numerical growth and, implicitly, the volume of sales and profit of the company.

Within this company, I'm working on creating connections with new customers and maintaining a strong relationship with existing ones. This involves personalized trade offers for each of the company's large and very large customers. After initial discussions, I establish meetings with them, and then offer our clients packages according to the standards and the exigencies of each one of them, so that when signing the contract the future collaborating companies will be completely satisfied with the relationship with the company I am currently employed at. After negotiation, I establish tasks for each member of my team (demonstration, implementation, testing and quality, maintenance) and track their active progress. After finalizing/signing a contract, I deal with every customer (after sales) collaborating with them permanently. I would like to mention that compared to the same period last year, the company's sales have increased about 3 times. My activity in this company consists in: - Finding the customer - The setting up of a meeting after contacting them (generally the first discussion takes place either with the general manager of the future collaborating companies or with the production managers of the factories). - The proposed statement, where I discuss in detail all the aspects of the possibility of collaboration, the actual implementation as well as the commercial aspect or the potential payment. - Establishing the need for marking and the type of equipment that is suitable - Determining the implementation date of the equipment to which all departments (procurement, quality, production) participate. - Implementation - Procurement / contracting of the equipment - After-sales service - Provision of raw materials / consumables for the proper functioning of the contracted equipment.