Career Portfolio provided by Beyond.com

Transcription

1 Career Portfolio provided by Beyond.com Sales Director; Alliances, Channel, EMEA Lorsch Germany Member Number: Portfolio: Professional Information Job Function: Sales & Sales Management Education: High School Diploma Experience: Years Employment: Any Position Type Salary: $ k Security Clearance: None Citizenship: Non U.S. Citizen Resume *** FOCUS: SENIOR SALES MANAGEMENT POSITION ***+ YEARS EXPERIENCE IN DELIVERING OUTSTANDING SALES PERFORMANCE Key Account Management Commercial Business Development Networking & Relationship Building Channel & Partner Sales Strategic Alliance Management Exceptionally driven high achiever presenting with an impressive record of exceeding aggressive sales targets in complex solution sales and highly competitive, fast moving markets. An inspiring, high-energy leader, motivator and communicator, expert in capitalising on new opportunities. CORE EXPERTISE?Market Identification & Penetration?Revenue & Market Growth?Channel Sales Business Development?Marketing Campaign Management?P & L, Budget Management & Reporting?Scale-up & Value Solution Sales

2 ?Sales Enablement & Development?Operational Leadership Experienced natural Leader and communicator for decentralized, multi-cultural, virtual and matrix-based Sales-, Business Development and Alliance Teams? Extensive Business travel throughout EMEA region? Native German? Fluency in English, written and read ACHIEVEMENTS? ***/ ***: Increased AMD business share (SOW) with Tier1 OEM from 4% to over ***% in EMEA region ( in total) and to ***+% in dedicated volume sales countries within 1 year? ***: AMD Achiever s Club Global Appreciation Program for outstanding sales performance. Achieved almost ***% of annual sales target and total sales of $***m (target of $***m per annum) TRAINING & QUALIFICATIONS *** AMD GLOBAL LEADERSHIP DEVELOPMENT PROGRAM (Based on Harvard Business Manager Program) EFFECTIVE LEADERSHIP Leadership in International Teams THINKING FORWARD Leadership in Change Processes & Project Management HIGH PERFORMING TEAMS Team Roles, Conflict Management, Effective Communication, Team Motivation *** BSc DEGREE IN ECONOMICS & SALES CAREER HISTORY HEWLETT PACKARD*** ***/*** present EMEA FLP CHANNEL LEAD

3 Enticed by HP EMEA Channel Management to take leadership on developing and driving the HP Enterprise Group Channel business of the HP/ Microsoft Frontline Partnership (FLP) in the EMEA region?oversee identification, recruitment, development and monitoring of targeted Channel Partners?Build and implement Channel programs to ensure field enablement and readiness within joint HP/ Microsoft Channel Partner community?generate incremental revenue stream and ensure quota fulfillment for Channel based Frontline Partnership business (annual target of $***m)?guide and Motivate a team of *** decentralized FLP Sales Specialists across the EMEA region (matrix-based organization)?manage and control budgets for demand generation and FLP Marketing ($***m)?ensure consistent and continuous cooperation and alignment across all HP Enterprise Group business units on EMEA level as well as with local country management teams?lead regular business reporting for Senior HP EMEA Management?Represent and establish the worldwide FLP efforts in the EMEA region and act as FLP Ambassador for the WW FLP Team AMD ADVANCED MICRO DEVICES*** SALES MANAGER OEM SALES (EMEA) Promoted to manage Sales & Marketing of the AMD datacenter product portfolio with Hewlett-Packard s Industry Standard Server business unit (ISS/ESSN) in EMEA. Overachieved annual target of $***m by ***% in first year of the role?drive incremental sales with EMEA Sales & Marketing teams and HP country sales management. Manage EMEA server marketing with HP encompassing planning, budgeting and allocation.?increase AMD share within HP ISS portfolio through implementation of strategic growth plan. (Year over Year revenue growth of ***% in ***)?Conduct Business & Alliance Management and lead QBRs with HP ISS Mgmt.?Align and strengthen AMD Channel Sales Business with major EMEA distributors, System Integrators and Value Added Resellers.?Develop joint Channel Sales campaigns and Go-to-Market strategies with HP and Business Partners?Manage and maintain strategic relationships with HP management, Channel partners and dedicated Corporate Enterprise Key Accounts?Lead 1 direct Marketing report and a sales team of *** regional Sales/ Business Development Managers (matrix based organization). AMD ADVANCED MICRO DEVICES*** BUSINESS DEVELOPMENT MANAGER DACH REGION (GERMANY, AUSTRIA, SWITZERLAND) Managed Corporate Enterprise and Public Sector Business with Strategic Tier 1 OEMs and commercial Channel Partners, System Integrators and Value Added Resellers in Germany, Austria and Switzerland. Consistently exceeded quarterly quota (***: *** m$ per quarter)?managed sales and demand creation with direct C-level touch to Forbes2K and DAX*** Accounts in Germany and Switzerland (Daimler, Volkswagen, Continental, UBS, Credit Suisse, etc).

4 ?Developed and headed Public Sector inside sales team in DACH region encompassing Public Sector tender screening and selling into Public Sector Clients. Active Member of BITKOM organization.?initiated and drove joint sales and marketing programs for commercial client and server business with local and EMEA Sales Teams of Tier1 OEMs (HP, Dell, IBM, SUN and Lenovo).?Implemented commercial channel partner sales strategy for Channel and SMB market with Channel Marketing team - Partner screening, partner acquisition, partner sales enablement and incentives.?managed local budget for joint sales strategies, business plans and demand creation campaigns with Tier1 OEMs and Enterprise Channel Partners. STRATUS TECHNOLOGIES*** ACCOUNT EXECUTIVE Quota of ***m$ Achievement of ***% in ***?Managed sales of the Stratus Technologies ftserver family with direct touch to Financial Services Accounts in Germany and Switzerland (direct and channel sales).?drove Business Development for x*** based mission critical and fault tolerant datacenter computing within the Financial Services Sector in DACH region. Acquired, developed and managed new Channel sales.?negotiated sales of Worldwide Framework Agreement with IPC GmbH (MicroFinance banks in Emerging Markets and 3rd World Countries).?Implemented Channel Partner agreement with Computacenter in Germany USU SOFTWARE AG*** SOLUTION SALES MANAGER?Managed direct and indirect sales of USU ValueMation-Suite to Commercial Enterprise Accounts and direct sales of software consulting. Implemented projects and provided training to customers.?acquired and developed new channel sales and distribution partners. PEREGRINE SYSTEMS/ REMEDY CORP.*** KEY ACCOUNT MANAGER / ACCOUNT EXECUTIVE Quota of 4m$ Achievement of ***% in ***?Appointed to Key Account Manager for Allianz Group, ERGO, SIGNAL-IDUNA and AMB Generali following merger of Remedy Corp./Peregrine Systems (***/***).?Acquired and negotiated volume purchase agreement Allianz AG *** m$, ITERGO *** m$ and sold multi-year support contract Signal-Iduna ***m$.?developed a Key Account Management for Allianz Group and ITERGO.?Strengthened and leveraged Channel sales business with GE CompuNet (Computacenter), Materna and other local System Integrators and Value Added Resellers

5 SAS INSTITUTE *** ACCOUNT MANAGER FINANCIAL SERVICES?Successfully managed major accounts in the German insurance industry including VPV, Mannheimer AG and SicherDirect as well as direct sales of SAS software solutions for major firms.?oversaw relationship management and joint sales engagement with channel sales partners and consulting firms including Pricewaterhouse Coopers, IBM, Debis and KPMG. FRANKFURTER ALLIANZ VERSICHERUNG AG*** INSURANCE SALES BROKER?Managed direct sales of B2B and B2C insurance product portfolio and private care and company pension plans for private clients and businesses. Frequent overachievement of sales quota.?recruited, trained and managed a group of *** sideline insurance brokers. DATE OF BIRTH: ***/***/*** STATUS: Married, 1 son EDUCATION: ***: BSc Degree in Economics, from Staatl. Berufsakademie, Mannheim