Keltern, Baden-Württemberg, Germany
Senior Manager with comprehensive international experience in driving indirect sales through partner channel. Set up and develop partner channel from scratch, identifying, selecting and onboarding new partners, creating sales organization and processes, acquiring key partners and leading a dedicated channel sale team. Well versed in designing and further developing targeted partner strategy to meet ambitious sales goals serving demanding B2B customers. Establish holistic partner programs to support partners over the full life cycle of a product and a customer relationship. Dynamic self-starter who excels on a strategic and operative level coaching and leading a dedicated sales team.
I'm accelerating ALM business with our ALM focused System Integrators.
• Lead and develop of channel management and alliances at pure-systems, a highly innovative software developer for product line management. • Identify, build up and manage an eco system of high-profile sales and alliance partners for pure system’s main products pure::variants and pure::consult. • Promote pure::variants through partner channel: pure::variants offers a holistic solution to the challenges posed by an increasingly individualized and complex software engineering market. Slotting right into the existing process chains of our engineering-driven companies, pure::variants uses the similarities between products in the product lines to right-size the requirements catalogue listing only the relevant items and thus optimizing the whole process.
• Led partner management function with responsibility for team leadership, partner strategy, internal partner management operations and acquisition of new partners. • Managed partner sales activities in Germany, Austria, Switzerland, The Netherlands, Italy, Poland and the USA. • Created and implemented new partner programs and contracts leveraging on the full range of benefits resulting from the respective partner’s capabilities and PROCAD’s products. • Created and implemented marketing campaigns through all channels, from traditional fairs to digital marketing. • Implemented new processes and tools to increase the service quality and efficiency dealing with the partners , including a partner portal. • Supported selected customers directly
• Managed partner sales channel for full range of CRM products including team leadership • Established and continuously developed partner portfolio including collaborations from developer to developer, extending the channel from 40 to 160 fully certified partners. • Regularly involved in acquiring new customers in joint efforts with the partners while consulting prospects and existing customers personally on new products. • Organized several national and international partner conferences • Assumed Partner Manger role (09.2000 until 04.2001) right after joining CAS to re-establish partner sales channel and winning back former partners.
• Established company’s first international sales partnerships, focusing on Hungary, UK and Poland.
• Managed presales, consulting and delivery projects with respect to the ERP software of ABAS.