Ernst P. - Sales Manager Major Accounts

Vierkirchen, Germany

Experience

Apr 2023 - Dec 2024

1 year 9 months

Sales Manager Major Accounts

Keysight Technologies

Account management for top 5 clients in DACH
Expand business

Apr 2017 - Mar 2023

6 years

Sales Development Manager

Freelance

Customer management based on KPI's to identify upsell and assure retention
Establishing sales processes
Implementing Salesforce for the organisation
SaaS solution go to market definition responsible for top 20 accounts in automotive and manufacturing in Germany and Austria
Build the German value proposition SaaS solution in the SAP ecosystem
Go to market for IoT, IIoT solution with analytics, machine learning and fog computing platform, establishing new business hunting processes for smart factory and shopfloor OEE increase
Establishing smart products business models
Define AWS, Azure and Google Cloud co-selling models and KPIs
Define managed service processes and go to market
Revenue increase based on go to market up to 150%

Nov 2015 - Mar 2017

1 year 5 months

Regional Sales Executive Enterprise Automotive Strategic Accounts Germany

Concur – a SAP Company

Business planning, sales planning, customer relationship management, demand and opportunity management
Closed first Concur deals in automotive sector in Germany, achievement >100%

May 2014 - Oct 2015

1 year 6 months

Account Executive Service Cloud

salesforce.com

Responsible for automotive and manufacturing strategic accounts in DACH
Building alliances with Deloitte, Cap Gemini and Dimension Data
Demand and opportunity generation in M2M, IoT, shopfloor services and advanced services requirements for global operating automotive and manufacturing companies
Covering strategic relationship to business leaders
100% goal achieved

May 2012 - Apr 2014

2 years

Sales Director

Accenture

Responsible for data center infrastructure consulting and service outsourcing sales focusing on global customers in automotive sector
Network and data center infrastructure, private and hybrid cloud services, big data strategies
Covering Cisco and Oracle relationships
First IoT and IIoT projects

Jan 2010 - Apr 2012

2 years 4 months

Global Head of Service Sales for Deutsche Telekom in EMEA

Avaya

Sales achievement €10M+
Establishing new services and recurring services
Managing principal and senior manager responsible for selling professional services and business consulting to DTAG and with DTAG to global enterprise customers across EMEA, focus on DACH region
Contact center, CRM, unified communication and workforce optimization, achievement >100%

Oct 2008 - Dec 2009

1 year 3 months

Enterprise Sales Manager

Siemens

Responsible for services and product sales including data center and unified communications solutions
Responsible for new customer sales in Germany, focus on global automotive and technology sector clients
Win of major managed service projects
Target achievement above 150%

Dec 2006 - Sep 2008

1 year 10 months

Senior Business Solution and Services Sales

Verizon Business

Responsible for VoIP sales and services for multinational manufacturing and automotive customers and public customers in Germany, Switzerland and Austria

Feb 1999 - Aug 2006

7 years 7 months

Sales Business Development Manager

Cisco Systems

Responsibility for voice over IP solutions, IP PBX systems and service provider voice solutions and services
German leadership for voice and converged networks in a sales and business development role for Germany reporting to EMEA
Focus on solution selling and bid management for German public sector, service provider and global manufacturing and automotive accounts
Increased revenue twentyfold
Virtual sales lead for the EMEA-wide joint sales campaign and the OEM business with IBM for UCC and IP telephony solutions
Built and developed alliances and channel
Grew the business 50% quarter by quarter
Owned the sales reporting for IBM and Cisco
Managed relationships with strategic global accounts for automotive industry as well as service provider in the public vertical to drive adoption of unified communication strategy on federal, country and local government level
Successes:
First major unified communication project with Ministry of Finance in North Rhine-Westphalia for the fiscal authorities across the local country
Hosted unified communication solution in a public tender for the country of Berlin (LIT)
First adoption of service provider technology in an enterprise environment
First IP-based collaboration platform to the police of Brandenburg for use in the crisis management center

Mar 1998 - Jan 1999

11 months

Account Executive Indirect Channel for Distribution and Value Added Reseller

Lucent Technologies

Responsible for indirect channel for distribution and value added resellers in Southern Germany and Switzerland
Success: Resale contract with EGTel, Switzerland

Jan 1996 - Jan 1998

2 years 1 month

Sales Manager Region South Germany

Quante AG

Managed sales team achieving 117% of target
Success: Win of New Munich Fairground

Oct 1990 - Dec 1995

5 years 3 months

LAN Infrastructure Manager

ITT Automotive Europe

Responsible for planning, projecting, realisation and operation of the LAN infrastructure at the HQ and plants in Europe
Teaming with the purchase department
Negotiation with supplier (> €1.5M)
CAD/CAE solution and system support
Planning and realization of user training

Summary

Experienced Account Manager for New Business with a deep Knowledge of the Automotive Business as well as in Manufacturing.

Sold as well to other Verticals as Public,Retail, Energy.

Aligning Client Business Requirements to Solutions was always Key for Success.

Selling to C-Level, Building Relationship.

Always up to date on new Technologies in Automotive and the translation into Sales Strategies.

Worked in the IT of the Automotive Industry in the beginning of my career.

Familiar with use of Sales Frameworks like MEDDIC, Challenger Sales.

Skills

Relationship And Communication Skills

Success And Wide Experience In Managing Strategic Relationships On C Level
Develop And Implementing Global Partner And Alliance Structures
Experienced In International Teams, Working In Cross-cultural Environments
Leading And Motivation Of Virtual Sales And Pre-sales Teams
Strong Presentation Skills On C-level And In Front Of Big Auditoriums.

Market Skills

Adapting Cloud Strategies To Customer Requirements
Deep Understanding Of Automotive Strategies And New Business Models In Manufacturing
Establishing It Strategies In Complex Organisations
Value Based Selling Approach
Deep Understanding And Knowledge Of Processes , Structure And Services In Different Verticals
Setting Up And Execution Of Business Plans Together With Global Partners.
Strong Experienced In Managing And Building Global Partner Structures For Indirect And Direct Sales
Outstanding Knowledge Of Public Tender Structures Including Winning Pricing Strategies.