• Started up my own business with a broad spectrum of consulting services, training and coaching
• Business Development contract with Fincons Group since end of 2020

Achieve sales goals greater than $25 million ARR (annually recurring revenue), with existing and new customers. Negotiating of contractual terms and conditions, and managing of the solutions/operations/implementation teams. Restructuring of the existing sales team and hiring of new staff to ensure the readiness and capability of the team for acquiring new (enterprise) business on a large scale. Supporting the EMEA senior management to integrate the sds business services GmbH into the European Xerox outsourcing/services organization.

Achievements:

• Acting Co-MD with the Finance Director during the transition
  phase to a new Managing Director (mid 2012 – mid 2013)
• Successfully steered the sales department through a difficult period of drastic changes
• Restructured and retrained the sales team in order to enable them to excel in a new, more demanding environment
• Created first agile sales team in the MPC environment

Start up and development of MDA’s I2S business (Defense, Aerospace) in Europe, Russia and the former CIS. Acquiring of a significant number of new clients for MDA. Developing a business plan for new customers and positioning of all relevant products and services. Building long term relationships with MDA customers at varying levels within their organization. Full sales and marketing responsibility for an international sales territory
that spanned from Central, Northern and Eastern Europe to Russia and the former CIS, with a sales target in the double-digit million-range.

Achievements:

• Involvement in the closing of a > $250M contract with Ukraine
• first significant business in Russia (through two distributors)
• development of the UAV business in Eastern Europe, etc.

Taking over the management responsibility from predecessor in order to establish modern management methods, new and more efficient processes and to increase revenue, market share and profitability. Start up of new sales and marketing operations, managing the renewal of HR and admin processes and the optimization of the product development. Furthermore, promote the integration of GLI into the Scandinavian group of companies lead by the new mother company (Client Computing ASA).

Achievements:

• Restructured the whole organisation, while reaching all revenue and profitability goals
• Handed over a leaner but more profitable and more flexible organisation to my successor (one of the founders/directors or the acquiring company)

Growing the pipeline and revenues in the Central European region. Building and leading a world class focused sales team to deliver turnover and profit targets. Coordination of lead generation, internal sales, new business and account management, in order to generate rapid growth within MySQL’s target markets. Development of strong business relationships with new and existing customers and drive all sales, marketing and overall commercial activities to deliver the significant growth, which the market opportunity brings.

Achievements:

• Reorganized the sales team and relocated the GmbH from Nürtingen to Munich
• Hired seasoned and experienced sales personnel to approach the enterprise market in Central Europe
• Started massive marketing campaigns in order to increase the quantity and quality of the incoming leads
• Personally acquired a significant number of new high profile client accounts
• Together with the team, I also managed selected key client accounts, primarily in the financial services, energy/utility and high tech/industrial manufacturing sectors
• Closed first large ‘frame agreements’ with major accounts in Germany
• Tripled the revenue from 2005 to 2007
• Significantly increased the number of large accounts where MySQL is positioned as a strategic supplier

Satyam Computer Services Ltd. is one of the top-four Indian IT services companies. Development of the existing customer base and acquisition of new customers in the German market. Hiring of sales and project personnel and introduction of sales and marketing processes to facilitate the achievement of the objectives. Creation of sustainable relationships to the management of the top target companies. Building up and maintaining contacts to opinion leaders and the press.

Achievements:

• Acquired first significant projects with German companies,
  followed up and further developed the running projects with international companies in Germany
• Created a clear ‘go-to-market’ concept, with tailored business cases and supporting marketing material
• Established a pan-European sales- and project team

Developing the business in Germany and Austria. Full profit and loss responsibility for all sales and marketing as well as professional service operations. Fostering and extension of the base of existing business contacts. Creation and dissemination of the new corporate message in Germany. Reorganization of the whole sales force and adjustment of all activities to the corporate strategy.

Achievements:

• Acquired and developed a couple of new key-customers (e.g. Government of NRW, Swiss Life, EADS and GfK) and extended the business with key partners (like Platinion (Boston Consulting Group), T-Systems and Avinci)
• Made the organization leaner and fit for the takeover through Novell Inc.
• Changed the focus of the whole team from a technical to a more business oriented, customer centric approach
• Positioned SilverStream as a leading company in the area of web services (SOA)

Business development in the financial services industry Germany as well as full responsibility for all the sales and marketing activities with Siemens (acting as GAM). Hiring of sales reps and sales engineers, to meet the ambitious goals in the respective
fiscal year.

Achievements:

• First sales team (and manager) that ever reached the goal in Germany (largest deals with Infineon AG and Commerzbank AG)
• Development and implementation of a concept to penetrate the financial services industry (e.g. case-studies, etc)

Selling products and solutions to banks, insurance companies and other financial institutions in Bavaria and South Germany. Developing existing customer relationships and acquisition of new customers within the target industry segment. Positioning of the RDBMS product portfolio as well as the Oracle ERP offering and specifically solutions for the financial services market. Quota: 25 Mio. DM p.a. Team leader of the sales team.

Achievements:

• Positioned the company and the products at all the major Bavarian banks and insurance companies
• Introduced the solution portfolio of our ‘Financial Services Vertical’
• Negotiated an 18 Mio DM ‘master agreement’ with the largest Bavarian bank (HypoVereinsbank)
• Promotion to Sales Manager July 1998
• Achieved several awards (e.g. my team has been the most successful sales team in Germany, in the year 1999)