Franz S.

Business Development Sales & Marketing - Lead Generation

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Munich, Germany

Experience

Jan 2011 - Present
15 years
Munich, Germany

Business Development Sales & Marketing - Lead Generation

Various software and telecom companies

  • Market development for software products & services and strategy
  • Designing online marketing concepts including lead and acquisition management
Jan 2008 - Dec 2011
4 years
Bad Dürkheim, Germany

Business Development Sales & Marketing - DMS Contract Management

PublicSeal GmbH

  • Consulting and operational sales management for document management and business intelligence solutions in the DMS/contract management segment
  • Designing and setting up direct sales and partner acquisition including alliance management
Jul 2006 - Dec 2011
5 years 6 months
Heidelberg, Germany

Business Development Manager Sales & Marketing - eGovernment

KIVBF GmbH / Komm.ONE AöR

  • Establishing and developing a new business unit for high-performance eGovernment service portals
  • Setting up and executing strategic and operational sales and partner management
  • Operational marketing activities for customer acquisition and partner generation
Jun 2006 - Jun 2007
1 year 1 month
Freiburg im Breisgau, Germany

Sales & Marketing Consultant - Web CRM After Sales Service

Actricity Deutschland GmbH

  • Developing the sales and marketing concept for Germany including rollout
  • Responsible for partner management and support of the company's alliance partners
Jan 2006 - Jun 2011
5 years 6 months
Munich, Germany

Business Development Manager - Hospitality Management Solutions

MAiS Information Systems AG

  • Developing the marketing concept for hospitality solutions in D/A/CH
  • Establishing sales for hotel solutions (reservation, wellness, event, and resort hotels)
  • Supporting existing customers
Oct 2005 - Jun 2006
9 months
Herten, Germany

Sales Management Consultant - eGovernment Solutions

Prosoz Herten GmbH

  • Sales development and support for large cities, municipalities, and counties for social services software products
  • Strategic and operational account management throughout the entire sales cycle
Aug 2004 - Oct 2005
1 year 3 months
Munich, Germany

Sales & Marketing Consultant - CRM Customer Management

Oceans Software GmbH

  • Design and setup of sales and marketing activities for the startup
  • Managing business and alliance partners, including revenue planning, lead management, budgeting, and forecasting
Oct 2003 - Dec 2004
1 year 3 months
Copenhagen, Denmark

Business Development Consultant - Enterprise Content Management

Sitecore A/S

  • Rebuilt partner management in Germany, Austria, Switzerland, and Eastern/Southeastern Europe
  • Enterprise sales and handling the entire sales cycle
  • Implementing the partner sales concept in the German-speaking market
Jun 2001 - Sep 2003
2 years 4 months
Munich, Germany

Senior Key Account Manager SOA / EAI Software Applications

Software AG

  • Designing, establishing, and expanding account and partner management in Central and Southeastern Europe, Malta, Greece, and Cyprus
  • Managing applications, SOA/EAI technologies, web applications, and tools
Jan 2000 - May 2001
1 year 5 months
Dallas, United States

Interim Vice President Business Development & Study Abroad

Convergent Inc.

  • Business development for a telecom startup
  • Reengineering consulting methods for churn and leakage
  • Building various sales channels in the telecom and media sector
Sep 1997 - Dec 1999
2 years 4 months
Hanover, Germany

Channel Coach Manager Southeast Europe - ERP Solutions

Baan Germany GmbH / Infor AG

  • Expansion and establishment of the partner network in Southeast and Central Europe
  • Coordination of the Key Account team (Marketing, Presales, Consulting, Service)
  • Support of partners in account management
Jan 1996 - Sep 1997
1 year 9 months
Munich, Germany

Sales Representative Southeast Europe

Informix Germany GmbH / IBM Germany

  • Management and expansion of direct sales and partner management focusing on strategic accounts
  • Development of marketing and sales concepts for the responsible countries
Jun 1993 - Dec 1995
2 years 7 months
Munich, Germany

International Business Development Consultant - Southeast Europe

Self-Employed

  • Sales consulting for Germany, Austria, Switzerland, and Southeast Europe in the banking and insurance sector
  • Projects for Bavaria Bank Software GmbH and Siemens-Nixdorf AG
Jul 1984 - May 1993
8 years 11 months
Munich, Germany

Sales Representative - International Business Development

Siemens AG / Siemens Nixdorf AG

  • Responsible for direct sales and coordination of the foreign branches in Libya, Czech Republic, Slovakia, Hungary, Slovenia, Croatia, and Portugal
  • Conducted the business transfer in Portugal from Siemens AG to Siemens Nixdorf AG
  • Award 'Best Sales Representative in Europe' 1990/91
Oct 1981 - Jun 1984
2 years 9 months
Munich, Germany

Project Manager Securities Trading & Money/Foreign Exchange Trading

Bavaria Bank Software GmbH

  • Project management for banking systems in securities trading and money and foreign exchange trading
  • Projects at DVB Frankfurt, Bayern LB, Deutsche Bank Luxembourg & Milan, and Gewerbebank Baden
  • Setup and development of solutions for reporting, account management, order management, trading, and interest rate ladder management

Summary

As an experienced Business Development Manager, I am familiar with numerous approaches, strategies, methods, and different cultures in sales, account management, and marketing to successfully tackle national and international tasks in business development, account, and partner management. I offer you my many years of experience and my knowledge in business development with sustainability and compliance tailored to your company's specific business needs.

I see myself as an experienced sales manager and consultant with international sales expertise in account and partner management. It is particularly important to me to contribute to sustainable sales success in your company using comprehensive methods and process knowledge in IT/telecom solution sales and intercultural skills. My many years of sales experience in international companies, as well as in self-employment, ensure a strong practical focus in my role as an account and partner manager. This enables me to understand customers and partners with their strategies and practices in different markets within B2B solution sales and to lead teams methodically and result-oriented to success.

Skills

  • Business Development In Sales And Marketing For It/telecom Companies In B2b Solution Sales Of Software Business Applications (E.g., Erp Sap, Dynamics, Crm, Cms, Dms, Sharepoint, Microsoft Shop Solutions, Cloud Solutions, Security, And Egovernment Modules).
  • Implementation Of B2b Marketing Concepts, E.g. Conception & Strategy, Lead Management, Product Marketing, And New Media.
  • Planning And Conducting Customer Workshops And Trade Shows.
  • Developing Potential And Competitive Analyses, Benchmarking Markets And Target Groups, And Supporting The Operational Implementation Of Marketing And Sales Strategies.
  • Developing Sales Strategies, Establishing Or Realigning B2b Solution Sales, And Implementing Them In International Markets For Horizontal And Vertical Target Groups.
  • Providing Sustainable Customer Support And Identifying Up- And Cross-selling Potentials With Customers And Partners.
  • Designing And Setting Up Quality Management For Customer And Master Data In Sales.
  • Process Optimization In The Operational Sales Of B2b Solutions With Long Sales Cycles.
  • Establishing International And National Account Management Concepts And Operational Roll-out, E.g. Lead Management, Acquisition, Opportunity Management, Forecasting, And After-sales Service.
  • Supporting Sales Process Analysis, Sales Controlling, And Opportunity Management.
  • Introducing Sales Methodology Concepts Such As Target Account Selling, Solution Selling, And Kam.
  • Building And Supporting Partner Channels In B2b Solution Sales Including Onboarding, Lead Management, Qualification, And Direct Sales Support In Sales, Marketing, And The Proposal Process.
  • Collaborating On The Conception Of An International Multilevel Partner Program "Baan For Profit" And Carrying Out The Operational Roll-out In The Assigned Countries In Central And Southeastern Europe.
  • Project And Program Management For It Software Solutions And Coordination Of Nearshore And Outsourcing Development Projects Including Selection, Monitoring, And Management.
  • Compliance (Grc), Governance (Esg) Management Services, And Risk Management For Smes Including Setting Up It/gdpr Information And Documentation Management, Processes, And Standards.
  • Industry Experience In It/telecom Industry, Finance, Public Sector, Service Industry, Mechanical Engineering, And Energy Sector.

Languages

German
Native
Danish
Elementary
English
Elementary
Dutch
Elementary

Education

Oct 2022 - Jun 2024

Technische Hochschule Deggendorf

Master in Compliance & Risk Management · Compliance & Risk Management · Deggendorf, Germany

Oct 2000 - Jun 2001

University of Dallas

Master in Technology Management & Engineering · Technology Management & Engineering · Dallas, United States

Oct 1993 - Jun 1995

European University

Master of Business Administration, Marketing & Management · Marketing & Management · Brussels, Belgium

...and 2 more

Certifications & licenses

Six Sigma Yellow Belt & Lean Management/Kanban

Agile Sales Coach (BDVT)

Certified Partner Channel Management

Data Protection Officer (IHK)

Intercultural Coach

Telecom Management

University of Dallas

Certified Project Manager GPM

GPM

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