Bad Schönborn, Baden-Württemberg, Germany
Business partner, implementer, connector Expert in enterprise sales, channel sales, B2B professional and sales leader, sales strategy and customer relationship management, achieving and exeeding targets, I am a result orientated and customer focused Sales Leader with extensive experience of both Direct and Channel GTM models. Proven leadership skills with responsibility for sales growth, team performance and implementation of effective sales strategies. Focused on business growth and relationship development. Sustained success through implementation and adaptation of plans, structured, flexible and creative. Target group-specific communication with various stakeholders at different hierarchical levels and mediator between the company or specialist departments. Thinking out of the box: Thinking in new perspectives and taking unconventional paths. A learner, understander and discoverer in product, solution, and business areas.
"Go-to-market and business planning for companies entering and growig markets. Planning and growing channel sales for mid-market and enterprise B2B solutions."
B2B Sales, Sales Strategy, business development, Team Leadership, sales development, Generating sales growth through adapted alignment and new sales processes using big data, market and product analyses Sales development through team building, KPIs and individual discussions. Onboarding of additional countries and regions (MEA). Expansion of the distribution landscapeEstablishment of a new partner program and acquisition of new reseller partners_Standardization of sales processes through the introduction and adaptation of metrics and models. Sales strategy: Expansion of channel sales and focus of end customer sales on enterprise accounts (key accounts) as well as partner development, strengthening recurring business (software as a service, subscription, SaaS ). Lead generation and awareness optimization: coordination and cooperation with marketing. Escalation management with service & support. Market-oriented product development through input to product development Ensuring project communication at the interfaces with the specialist departments. New licensing and pricing model. Introduction of "User Forum", exchange platform for users. Introduction of a community edition
Member of the European team for Backup & Recovery solutions, reporting to EMEA Lead BURA (London). Responsibility for building a dedicated backup & recovery channel in DACH across all relevant HPE product lines. Acquisition of focus partners in Germany, Austria & Switzerland. Partner management storage for Bechtle AG (total revenue € 80mio) Development of the Backup, Recovery & Archiving division. Compilation of comprehensive product and solution information from the HPE product portfolio for HPE resellers. Training and education of HPE channel sales and reseller partners. Business planning with focus partners, sales support in customer projects and at marketing events. Escalation management & trouble shooting in the B2B channel.
HPE Storage Solutions, Partner Developement, Education, Business Planning, Solution Focus
Area Vice President EMEA Central (acting) Reporting to SVP EMEA. Responsibility for Enterprise Sales, SMB & Channel Sales, Professional Services. Direct reports up to 25 Appointed to the EMEA Excellence Team (1 of 6). Sales responsibility Channel & Midmarket Director EMEA Central Reporting to Area Vice President EMEA Central, later SVP EMEA. Member Management Team EMEA Central (4 Mitglieder). Direct Reports 11 (indirect 15). Sales Responsibility Duties & Activities Establishment and development of channel sales: Acquisition of sales partners for all sales channels (Tier 1, Tier 2, Distribution, OEM, Service & Support). Partner training and sales promotion. Development of SMB & SME sales: recruitment and personnel management of Ams, ISRs and Channel Reps. Success Development and rollout of the world's first channel program (2009). Development of the world's first service partner program for 1st & 2nd level support. Acquisition of Fujitsu-Siemens as OEM & service partner worldwide. Awards EMEA Region of the Year FY 2014. 5 times “Infinity-Club” (Achievement over 100%). 2 times „Outstanding Performance Award” (FY12, FY13).
Channel Manager - responsible for the Channel (OEM, Resellers & Distributors) in Germany, Austria & Switzerland, Worldwide Channel Strategies and Program