Pure Storage

05/2022 –

Director PreSales Germany & Austria

People Manager with disciplinary responsibility
Managing Manager

 

Huawei Technologies 

01/2021 –04/2022

Director PreSales Cloud & AI Germany 

People Manager with disciplinary responsibility
Managing Manager

Forming a PreSales Organisation for Infrastructure, Cloud and Ai business. Growing and winning customers in the holistic solution stack

• Developing PreSales Organization and Individuals
• Building Customer centric technology messaging
• Growing Account Intelligence
• Public speaking & Media Coverage
• Big Deal Governance

Veritas Technologies

05/2018 –

Director Technology Sales Central Region / DACH Region

People Manager with disciplinary responsibility
Managing Manager

Focus on customer centricity, transformation towards new solutions and optimizing Sales coverage

• Business Planning & Coverage Model for Central Region
• Aligning the regional needs to achieve an agile and customer consistent coverage
• White spacing to increase cross-sell
• Increase up-sell in existing customers
• Public speaking & Media Coverage
• Big Deal Governance

Q2/2018 – 10/2018

Acting Regional Vice President Central Region

Turn around revenue decline, catching up Q1, overachieving H1 and introducing Sales methodology

• Introducing Sales Cadence
• Turning Account Review in Account Planning with increasing pipeline outcome
• Positive Deal Planning, Close Planning and Reverse Timelining
• Hardening deals by Deal Classification with MEDDIC & DeRISCC
• Big Deal Governance

Hitachi Vantara / Hitachi Data Systems

2016 – 2018

Director Pre-Sales Germany

People Manager with disciplinary responsibility
Focus on measurability, transformation and new models for customer. Challenging status quo to address new marketsand extend portfolio adoption. 

• Business Planning for Germany
• Coverage Models for Germany
• Transforming organisation to 4.0
  • From a static into an agile organisation
  • Introducing and Managing KPIs
• Developing Business Models for Customers linked with the Hitachi sales and financial strategy
  • From Capex to Outcome based Offerings
• Coaching Challenger Selling and addressing Challenging Buyers
• Restructuring Setups and optimizing teams
  • Optimising Organisations to a High-Performance Culture
  • Driving Optimization and Efficiency
• Developing Employees in subject and hierarchy
• Ensuring adoption of New Technologies in Sales campaigns
• Key Achievements
  
  • Organisational Transformation
  • Optimizing Efficiency
  • Increasing Adoption of New Technologies
  • Guiding to Challenger Selling

2010 – 2016

Senior Manager Presales

Finance Public Healthcare
SWAT UCP & FCS Germany

People Manager with disciplinary responsibility
Focus on extending the adoption rate & portfolio coverage for customer and moving the value chain to a problem solver / trusted advisor

• Business Planning for Segments
• Developing and Executing Campaigns for Segments
• Coverage Models for German Channel Business
• Developing Business Models for Customers linked with the Hitachi sales and financial strategy
• Changing teams to economic selling (TCO, ROI)
• Restructuring Setups and optimizing teams
• Developing Employees
• Ensuring adoption of SWAT Products in Presales
  - UCP (Converged Solutions for SAP, VMware, Microsoft, Oracle)
  - FCS (File and Content Solutions))
• Integrating SWAT Products in customer solutions by Account Teams
• Intensifying relation to C-Level Executives and decisions maker
• Key Achievements
  • 5-10% Revenue Growth YoY each year
  • Complete Portfolio Coverage in Sales Campaigns by Account Teams
    • UCP – Converged for SAP / VMware / Microsoft / oracle
    • File & Content Solutions
    • Flash
    • Data Protection & Archive
    • Classic Business

2008 – 2010

Manager Presales Strategic Accounts

People Manager with disciplinary responsibility
Focus on covering retention customers and maximising the wallet share. Creating demand models for development accounts to increase customer preference.

• Business Planning for Segments
• Planning Campaigns for the Top50 Accounts in Germany
• Aligning Teams and Accounts
• Planning Resources versus effort and revenue
• Generating Solution Sets for specific and
  general customer needs
• Linking with decision makers in upper management
  and C-Level
• Developing an localised Economic Reporting methodology for Hitachi IT projects
• Integrating new Line of Business into customer perception
• Key Achievements
  • 10 – 15 New Customers in the Top 200 Segment
  • Economic Studies in 20+ Accounts
  • Development of a as a Service / Cloud Purchase Model (Model-T)
  • Transform Presales to a Technical Sales Community
  • Aligning Sales and Presales

2007 – 2008

Presales Team Leader Germany North

People Manager with disciplinary responsibility
Building a structure of technical sales persons. Developing the organisation to technical account managers and founding the principles of splitted account team responsibility.

 

• Structuring a regional team
• Standardising Solutions
• Coordinating Resources
• Key Achievements
  • Strongest growing Region on Germany
  • Responsible for Frankfurt, Dusseldorf, Hamburg and Berlin
  • Acceptance of Presales Model in Sales

2005 – 2008

Global Technical Account Manager Vodafone

Turning Vodafone from prospect to customer with global customer coverage and adequate technical and sales processes. Managing indirectly multi country organisations.

• Extending and Maintaining Global Relationship to Decision Makers in Global Organisation and the Countries
• Aligning HDS teams to the strategy of the customer
• Developing Vodafone from Acquisition Account to Customer
• Key Achievements
  • Winning Vodafone as a New Customer
  • Selling 1PB+ Enterprise Storage in Eire, UK and Germany
  • Covering Deciders in different counties like UK and Germany

2003 – 2005

Presales Technical Account Manager

Developing and executing campaigns to find and win projects.

• Region Germany West
• Transforming customer Problems in HDS Solutions
• Influencing Customers

Rheinmetall Informationssystemen / IBM Mittelstand

2003 – 2005

System Programmierer

Storage, Web and Security
OS/390, UNIX (AIX, Linux)

• Architecture Server Solutions for SAP
• Administrating various OS
• Planning and Introducing SAN Solutions

Aachener und Münchener  Lebensversicherung / Aachener und Münchener Informatik Service

June 1997 – March 1999

Datenverarbeitungskaufmann

• Architecture and Developing Customer Solution
• Application Programming
• Analysing and Optimising Workflows