WITSA CHAIRMAN - 4 NOMINATIONS 2020-2022 TERM

WITSA CHAIRMAN - 4 NOMINATIONS 2020-2022 TERM

Prepared by: WITSA Secretariat Office September 2020

Yannis Sirros SEPE - Greece Title: Director General Nominated by: SEPE, CANIETI, PIKOM, ATIC, techUK Current WITSA Board Member: YES

Bio: Mr. Yannis Sirros is Director General of SEPE - the Federation of Hellenic Information Technology & Communications Enterprises since September 2001. He holds a Master of Arts in Management from the University of Hertfordshire, UK in 2002 and a Master of Science in Information Systems from the University of East Anglia, UK in 1996. Yannis preceding his present position, he has held positions as an Information Technology Advisor at many key Ministries, including the Ministry of Finance, the Ministry of Interior and Public Administration, the Ministry of Defence, the Ministry of Health and Welfare and the Ministry of Transport and Communications. He was also a member of the organising committee, responsible for drawing up the Operational Programme for the Information Society in Greece, an EU - funded project as well as participated, as an IT specialist, in the evaluation of proposals within the EU 5th RTD Framework Programme. Mr. Sirros has started of his career 28 years ago at the Greek office of Control Data Inc. Yannis’ positions:

• WITSA o Deputy Chairman since October 2018 o Vice Chairman Europe (EU and EEA) (2012-2018) o Board Member of WITSA (2001-2020)

• DIGITALEUROPE o Board Member since May 2019 o Board Member (2012-2017)

• European IT Observatory (EITO) o Member of the Task Force of the European Information Technology Observatory

(EITO) since May 2012. Yannis appreciates the need to continuously educate the members of the ICT industry on their possibilities to grow and the wider public and business world of their potential to elevate their ICT-literacy and enablement in order to become more instrumental in fighting recession and economic downturn. Towards this end, some flagship engagements in Yannis career include the organisation of the successful the e-Skills for Jobs 2014 Grand Event, the digital economy forum,

the e-Skills Week in 2010 and 2012, the ICT & Tourism conference, as well as the WCIT 2004 in Athens Greece. His expertise in both hands-on ICT programmes of large scale as well as his extensive relations with key influencers and policy makers, were valuable when appointed member of the Committee responsible for drawing up the Operational Programme for the Information Society in Greece. He has also been active in offering his skills and expertise in areas that can contribute significantly to DIGITALEUROPE’s goals and objectives. In addition to offer focus and drive in promoting the role of technology to deliver sustainable economic growth, actively leveraging all opportunities that the Greek Presidency of the Council of the European Union presented. Alexander Yesayan UATE – Armenia Title: Chairman Nominated by: Arkadi Sahakyan, UATE Current Board Member: YES

Bio: Mr. Alexander Yesayan has been holding the prestigious, yet challenging responsibility of UATE Chairman since 2016. During those years Mr. Yesayan has been making his best efforts to reach UATE’s strategic goals by implementing key projects and events for the empowerment of Armenian high-tech field. Besides his great contribution in UATE, he has also invested in Armath Engineering Laboratories education program, making the innovative and technological education accessible for the kids aged 10-18 living in borderline villages in Armenia. Together with Mr. Yesayan currently around 15000 students get free engineering education all over Armenia.

Another brilliant contribution that he had in the history of Armenian tech was hosting of WCIT2019 in Yerevan. Mr. Yesayan was the organizer of an event, which stays unprecedented one till now. Proving that he is a true leader he made ‘’Armenian digital dream’’ a reality: that is positioning Armenia as a technological centre for the whole world 3 days long. With a small but highly dedicated team, with a super innovative agenda and worldwide tech professionals and celebrities, UATE with Mr. Yayasan did a big thing for Armenia by enhancing our country, branding it as a technological destination.

Alexander Yesayan is the Co-founder and Shareholder in IUNetworks LLC since 2008. As a result of his successful management, this IT company, has demonstrated a rapid growth in the recent years, contributing to the development of the economy of RA in IT and construction sectors. In 2018, IUNetworks appeared in International markets as well. Thanks to his visionary thinking, this IT company is entering into foreign markets with big steps.

Alexander Yesayan is the Co-founder and Shareholder of Ucom LLC since 2007. Ucom was the first in Armenian market with its innovative solutions and triple service, that is, Internet, fixed telephony and IPTV with one and the same cable. In 2016 Ucom acquired 100% shares of Orange Armenia. Mr. Yesayan led the integration process of Orange Armenia to Ucom, being the Chief Executive Officer of Orange Armenia for the period of 7 months. His motivational leadership, deep business understanding and analytical thinking contributed to the smooth and successful merger, registered in April 2016. By this huge acquisition Ucom added mobile services to the existing three ones. Alexander Yesayan is the Co-founder and Shareholder of Team Telecom Armenia (TEAM LLC). Currently, Team Telecom Armenia, is in the stage of finalizing the deal with Veon Armenia, that is a purchase of 100% shares of Veon Armenia by Team LLC. Team Telecom Armenia is now implementing the legal merger of these two companies, having the permission by two government bodies: PSRC and SCPEC. As a result of merge TEAM LLC will be a new established company fully owned by Armenian capital.

Aleksandr Yesayan obtained his master’s degree in the Academy of Finance in the Republic of Armenia and is qualified as Economist in the field of Finances and Credit. He obtained his certificate of completion in Stanford Executive Program in Stanford University, Graduate School of Business. Alexander Mora-Delgado CAMTIC – Costa Rica Title: Honorarium President Nominated by: Paul Fervoy, CAMTIC Current Board Member: NO

Bio: Appointed Minister of Foreign Trade of Costa Rica (2014-2018). As Foreign Trade Minister, Mr. Mora was Member of Cabinet and responsible to oversee Costa Rica ́s foreign trade and investment public policies, international promotion and leaded related bilateral and multilateral -WTO, OECD, UNCTAD, WEF, IADB, ECLAC, among others- relationships and negotiations. Mr. Mora was Vice Chairman of WTO 10th Ministerial Conference in Kenya. He was founder and co-chair of Friends of E-Commerce for Development, the group initiative in WTO that proposed

and paved the road to open up the plurilateral negotiation of 80+ countries for an E-Commerce Agreement -currently undergoing-. He chaired the Board of Costa Rica Trade Promotion Council -Procomer- and leaded it towards the number one position in the Global Ranking of Trade Promotion Agencies of the International Trade Centre -ITC-. Mr. Mora leaded Costa Rica ́s successful diplomatic and technical strategies and negotiations to get its invitation to adhered to OECD and headed assessments of all 22 comities and positive opinions of 12 of them.

Mr. Mora was member and rapporteur of United Nations Commission on Science and Technology for Development - UNCSTD- (2009-2014). He is Honorarium President of Costa Rica Chamber of ICT -CAMTIC- and current chairs Asia Pacific-Central America Chamber of Commerce and Hong Kong Latin America Business Association -HKLABA-regional chapter. He is member of the E-Trade Advisory Council of London International Chamber of Commerce -ICC- and is former executive vice president of Latin American, Spain and Portugal Federation of Information and Communication Technologies -Aleti- and the International Federation of Multimedia Associations -FIAM-.

Mr. Mora has extensive experience in private sector in trade, banking, investment funds, insurance, INSUR/FINTECH and digital technologies. He is a successful entrepreneur, shareholder and board member of several companies in Latin America and Europe. Mr. Mora is Senior Research Fellow of Centre for Strategic Studies of Ministry of Education: Strategy Centre for China’s Open Economy and International Technology Cooperation – SCOT-; and has received several recognitions and awards. .

Mr. Mora has a degree in Economics and holds an MBA in Finance and Banking from the University of Costa Rica. Zoran Lazarevski MASIT – Republic of North Macedonia Title: Managing Board Member Nominated by: Biljana Prlichkova, MASIT Current WITSA Board Member: NO

Bio: 01/02/2020 – Present Business Development Manager

• Finding and developing new products and customers and improving sales in assigned territory

• Lead a development of new sales opportunities in assigned territory • Researching organizations and individuals to find new opportunities • Contacting potential clients to establish rapport and arrange meetings • In cooperation with SI BU Managers, Banking and Payment BU Sales

Managers, and Country SI Sales Managers for planning and overseeing new products and marketing initiatives.

• Developing goals for the development team and business growth and ensuring they are met.

• Increasing the value of current customers while attracting new ones • Attending conferences, meetings, and IT industry events. • Developing quotes and proposals for clients. • Help closing and negotiating contracts • Training personnel and helping team members develop their skills.

Business or sector Information Technology – Worldwide System Integrator in IT & Banking sector

01/01/2019 – 01/02/2020 Sales SI Manager

Asseco SEE, Republic of North Macedonia

• Lead a development of new sales opportunities in assigned territory • Help closing and negotiating contracts • Plan and coordinate the implementation of sales coverage plan in the

assigned territory • Lead hiring process, coach, motivate Account Managers and Country

SI Solutions Sales according to ASEE standards • Check and control weekly performance of the AM and Country SI SOS • Monitor performance on regular and annual reviews • Manage funnel of opportunities from planning through quality review to

execution • Agree forecast with local SI BU Managers, Banking and Payment BU

Sales Managers, and Country SI Sales Managers for cross-selling targets and C-Leader

• Consolidate and report forecast at SI Country BU level and Group Sales level Cooperate with Banking and Payment BU Sales Managers and Country SI Sales Managers from different ASEE countries to foster cross-selling and Key Account Management goals in countries Business or sector Information Technology – Worldwide System Integrator in IT & Banking sector

01/07/2014 – 31/12/2019 Chief Commercial Officer

Balkantel DOO Skopje, Republic of North Macedonia.

• Negotiating and closing contracts, maintain excellent client relationships, and

continually build opportunity pipeline

• Developing company account strategies, marketing strategies and promotional communication channels to introduce and promote the products and services to

potential customers • Develops a strong influence and coaching network within the customer and

relevant Partners.

• Identifies client’s business needs and proposing appropriate solutions • Identifies and qualifies opportunities and leads sales process to establish a

pipeline which will meet targets • Establishes value proposition and win strategy for all qualified opportunities

including strategy for beating the competition. • Identifies the opportunities and developing the business with Manage Engine

Products on Macedonian market with focus on Banking and Educational sector.

Business or sector Information Technology – IT & Telecommunications

01/04/2007- 01/07/2014 Account Manager

Fujitsu Technology Solutions (former Fujitsu Siemens Computers) P.O.Box No.451, 1000 Skopje, Republic of North Macedonia. Tel: +389 (2) 3216 127

• Actively and personally develops appropriate customer relationships that will support the overall Account Plan, especially at a senior level.

• Develops a strong influence and coaching network within the customer and relevant partners.

• Creates Account Plan according to company process and format. • Provides management reports as required. -Identifies Sales Opportunities. • Identifies and qualifies opportunities to establish a pipeline which will meet

targets. • Establishes value proposition and win strategy for all qualified opportunities

including strategy for beating the competition. • Identifies and influences decision makers, influencers and stakeholders

(internal and external). • Advises the customer and develops suitable concepts. • Submits accurate and timely monthly sales forecasting to line management. • Closes deals on sales campaigns that they are leading. • As agreed with manager, develops the sales strategy for specified business

area (customer/industry). • Uses company processes and toolset to manage opportunity lifecycles to

closure. • Ensures full compliance to company policy and best practice definitions. • Identifies and implements innovative solutions to increase customer value &

intimacy.

Business or sector Information Technology – Worldwide manufacturer of IT equipment / solution and service provider

01/05/1993 – 26/02/2007 Customer Service Manager

ECS - Euro Computer Systems A.D. 11 Oktomvri, bb, 1000 Skopje, Republic of North Macedonia

• Leading the projects in according with company rules in phase of: presales,

and after sales. • Determines customer service requirements by maintaining contact with

customers. • Improves customer service quality results by studying, evaluating, and re-

designing processes; establishing and communicating service metrics; monitoring and analysing results; implementing changes.

• Maximizes customer operational performance by providing help desk resources and technical advice; resolving problems; detecting and diagnosing network problems.

• Cooperation with managers of other departments. • Updates job knowledge by participating in educational opportunities; reading

professional publications; maintaining personal networks; participating in professional organizations.

Business or sector System Integrator - Information Technology

01/05/1990 – 01/05/1993 System Engineer

Bihacka 7, 1000 Skopje, Republic of North Macedonia.

• Implementing and maintaining information technologies based on VAX systems, Open VMS, Microsoft, DEC network solutions

• Responsible for education of technical stuff in Governmental bodies • Planning and designing network solutions (based on LAN, WAN) • Maintenance computers on HW and SW level

Business or sector - Public secto

EDUCATION AND TRAINING

2019 – Present ASSECO SEE:

• Logic in Presentation and Written Communication Part I & II • Advance Sales Training

1993 – 2005 Digital Equipment Corporation (technical trainings):

• Digital Equipment Corporation: • DEC networking training - Munich 1993 • Network Fault Isolation (I+II) – Munich 1994 • DEC VMS/Unix training – Reding (UK)1994 • DEC Alpha servers portfolio – Munich 1995 • DEC SAN & Storage administration 8000/10000 – London 1998

2007–2014 Technical skills and competences: FUJITSU / FUJITSU computers SIEMENS (Certified):

• STORAGE SALES: • Fibre CAT NX40 (NAS) • Fibre CAT SX40; SX60; SX80 ad SX88 • Fibre CAT TX08; TX24 ad TX48 • Fujitsu Storage Workshop • ETERNUS Sales and Pre-Sales Professional • PRIMERGY Sales and Pre-Sales Professional • PRIMERGY Blade Network Integration • ETERNUS DX Entry Install and Maintain • Infrastructure Solutions Sales and Presales • vShape Sales and Presales • Deskbound Sales and Presales Professional • FTS Compliance (Global Standards) and Information Security NetApp: • Anticorruption NetApp: • Accredited Sales Professional Workshop • Accredited Storage Architect Professional

R&M: Certified Network Planner – Zurich 2000 AMP Networking Harrisburg USA 1997

Manage Engine product sales training 2016: • OP Manager • Desktop Central • Service Desk Plus • Asset Manager • Net Flow Analyser

Intensive Prep Course for Certified Project Manager Skopje 2017

1981–1986 Information Technology and Telecommunications

Electro Technical - Faculty at University „St. Cyril and Methodius” – Skopje, Republic of North Macedonia.

10/1980–10/1981 Telecommunication’s sector Yugoslavian Army

Yugoslavian National Army – JNA, - telecommunications skills 09/1976–05/1980 Technician for electronics and telecommunications

High School “Nikola Tesla”, Skopje, Republic of North Macedonia.

PERSONAL SKILLS

Mother tongue(s) Macedonian

Other language(s) UNDERSTANDING SPEAKING WRITING

Listening Reading Spoken interaction Spoken production

English C1 C1 C1 C1 C! Replace with name of language certificate. Enter level if known.

Croatian/Serbian C1 C1 C1 C1 C1

Replace with name of language certificate. Enter level if known.

Bulgarian B2 B2 B2 B2 B2 Replace with name of language certificate. Enter level if known.

Russian A1 A1 A1 A1 A1 Replace with name of language certificate. Enter level if known.

Levels: A1/A2: Basic user - B1/B2: Independent user - C1/C2 Proficient user Common European Framework of Reference for Languages

Communication skills • Very good communication and negotiation skills gained through my experience as Customer Care Manager, Account Manager and Chief Commercial Officer

• Established many contacts in the countries of the Balkans and Europe gained in process of leading and implementation of international projects

Organisational / managerial skills • Leadership • Good team - leading skills gained as Project Manager during implementation of many

projects on local and state level

Digital competence SELF-ASSESSMENT

Information processing Communication Content

creation Safety Problem solving

Proficient user Proficient user Proficient user Proficient user Proficient user

Levels: Basic user - Independent user - Proficient user Digital competences - Self-assessment grid

• Advanced user of all Microsoft operating systems, Active Directory, DNS, Mail systems, MS

Office, Internet etc. • Advanced experience working on Siebel eCRM. • Advanced experience working on NetApp • Partner Edge / Quote Edge tool • Advanced experience working with Fujitsu e-Procurement Portal

ADDITIONAL INFORMATION

Collecting of paintings; Hobbies: Handball, Football , Travelling, Cycling, Skiing, Karate. Member of the Board of Directors of the Macedonian Chamber of Information Technologies (MASIT) Representative of the MASIT Chamber in the Digital Forum (Government body) . This is institution on state level established by the Ministry of Information Technologies. Former member of the Board of Directors of "Association des parents d'enfants francophones Skopje Macedoine" ;

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Driving licence B

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