Juergen-heinrich Rohr
Senior VP Growth, CRO Office
Experience
Apr 2023 - Present
2 years 3 monthsSenior VP Growth, CRO Office
Nexthink GmbH
- Partnered with the Chief Revenue Officer to drive operational excellence and achieve consistent business outcomes.
- Headed Nexthink's strategy for Tier-1 global accounts business (Larger 100k employees), overseeing program development through execution.
- Worked closely with cross-regional/ -functional teams to identify and exploit new growth opportunities.
- Spearheaded self-initiated projects aimed at accomplishing organizational goals and objectives.
Jan 2019 - Mar 2023
4 years 3 months Frankfurt, Germany
Vice President, Central Europe
Nexthink GmbH
- Leadership of a high growth USD $30M+ ARR SaaS organization.
- Coming from USD 4M+ ARR in 2019 (8x growth).
- Scaling the team from 4 to 30+ resources; from BizDev to Field Sellers to Customer Success.
- 2021 Best Performing Region EMEA.
- 2022 Awarded as Global Sales Leader of the year.
- Manage transformation and change to scale and secure hypergrowth.
- Tasked to develop and establish an entirely new market category and to position Nexthink as the leader.
- Leading the business model conversion and customer base transition from an on-premise, perpetual model to successfully selling SaaS technology solutions.
- Identify market trends and shifts; adjust to acquire growth while working with product teams to define offerings.
- Appointed to lead Nexthink's expansion for hypergrowth SaaS business in Germany, Austria, and Switzerland.
- Developed and executed go-to-market strategies, including the establishment of a robust Sales process, playbook, and architecture, leading to substantial revenue growth.
- Enhanced Sales-Led-Growth (SLG) strategies for the Enterprise segment and championed the expansion and enhancement of Product-Led-Growth (PLG) motions tailored to the Mid-Market sector.
- Recruited, trained, mentored, and coached GTM teams, optimizing overall team performance.
- Implemented Value-based selling approaches (MEDDPICC/Challenger Sales) as a continuous coach, elevating performance standards across teams in the region.
- Optimized processes and tools while managing full P&L responsibility for the assigned region.
Jan 2018 - Dec 2019
1 year Munich, Germany
Regional Vice President, EMEA Central & BeNeLux
Veritas Technologies GmbH
- Assigned to lead a USD 160 Mio. Region during times of significant cultural/ organizational change.
- Covering 6 countries: Germany, Austria, Switzerland (DACH) and Belgium, the Netherlands, Luxemburg (BENELUX).
- Manage a total Headcount of 120 employees; with 9 Direct Reports across 5 offices: Munich, Frankfurt, Amsterdam, Brussels, and Zurich.
- Direct the region to ensure attainment of strategic, financial, and operational goals.
- Leading the team through significant change while maintaining and growing sales momentum.
- Developed and implemented a commercial strategy to drive market adoption throughout the regions go-to-market channels for Large Ent/Enterprise/Commercial segments.
- Rebalancing of the Regional Go-To-Market framework from one-time Capex sales models to an as service OpEx sales model (from On-Premise- to Cloud- revenue models).
- Representing the business in conjunction with the German Works Council.
- Turned around a "code red" business unit.
- Achieving net profit for the first time in the 9 previous quarters in Germany.
- Within first year, new business experienced +105% lift, boosted core Sales revenue +40%, achieved six figure net profit for a once underperforming region.
- Established & Improved efficiency and processes and reduced expenses through streamlining organization, trimming workforce, reducing redundancies.
- Ongoing mentoring, training, development of talent and managers.
- Opened new offices in Amsterdam and Zurich.
Oct 2016 - Dec 2017
1 year 3 months Frankfurt, Germany
Vice President EMEA Key Accounts & MD Germany
Commvault Systems GmbH
- Finished the year as #1 region across EMEA (coming from #3).
- Germany was awarded as the „Area of the Year” globally; 32% growth YoY.
- Increased regional contribution margin from 16% to 27%.
- Implemented and clearly communicated an “Easy to Understand, Simple to Measure, Performance Driven” plan to re-vitalize the region.
- Consolidated and stabilized the region during last 12 months.
- Established a new GTM-Model for the German marketspace, incorporating a Regional focused Territory Sales Model (by Postcode) and a Big-Bets/Enterprise layer for managing Major Accounts (by Vertical).
- Aligned roles and responsibilities (incl. new hires/ terminations) to model.
- Lowered attrition rate from 60+% in FY16 to <10% in FY17.
- Opened a new German HQ in Frankfurt.
- Established a solid working relationship with the German Works Council.
- Leading the Key Account Management efforts to identify opportunities and develop strategies which grow the overall business with Commvault’s TOP 250 customers and prospects across EMEA (9 focus countries).
- Own, control, orchestrate and guide the end-to-end overall sales process in million dollars plus, complex and multi-year relationships.
- Personal ownership of extending the value of the Commvault platform in conjunction with some of the most influential plus disruptive companies on the planet (Alliances & Industry Partners).
- Sales Planning and Budget responsibility; transform the sales target process from licensed, on-premise to cloud-based revenue models (SaaS) for input into the brand and regions Long Range Planning process.
Feb 2015 - Feb 2017
2 years 1 month Oberhausen, Germany
Managing Director Germany & AVP EMEA Central
Commvault Systems GmbH
- Responsible for the running of the German legal entity plus the extended Region.
- Ownership of all aspects of the go-to-market including direct, partner, and inside motions.
- Financial performance for a USD 40 Mio Software business – Total incl. Maintenance & Services of USD 75 Mio.
- Directing a staff of 60+ across three sites (Oberhausen, Frankfurt, and Zurich) with 7 Direct Reports.
- Working within an organization with cross business functions such as those for Services, Marketing, HR and Finance.
- Representing the business in conjunction with the German Works Council.
Jan 2010 - Dec 2015
5 years Eindhoven, Netherlands
Vice President Enterprise Sales, Europe
Fluke Networks, Inc.
- 2013 Best Performing Region Worldwide (CEG).
- 2013 Presidents Club Winner.
- 2014 Best Performing Region EMEA.
- 2014 100% Club Winner.
- Leadership for approximately 50+ Sales resources and around US$110 M in Orders (as of 31. Dec 2014) across 5 sites (Eindhoven, Frankfurt, London, Paris, Madrid).
- Setting the vision for the regional sales resources.
- Strengthen customer focus and collaboration across BUs, Field Marketing and Sales.
- Improve demand creation and sales execution for Enterprise products.
- Managing the sales management process through a structured process.
- Incorporate the countries across Europe under a common sales platform and lead the.
- Functioning as a change-agent in driving new logo growth across Europe, ensuring and work closely with the Regional Sales Leadership to build team capability in consultative sales approaches and adding innovative sales channels into the portfolio of sales strategies.
- Assigned to lead USD 110 Mio. Enterprise business for the Communications & Enterprise (CEG) portfolio of Network test and measurement companies within Danaher for Europe.
- The portfolio included companies and brands such as Fluke Networks, Visual Network Systems, AirMagnet, and Clearsight Networks.
- Manage teams & offices across 4 major clusters: United Kingdom (incl. Nordics), the Benelux, Central Europe (Germany, Austria, Switzerland plus Eastern Europe), and Southern (Italy, France, Spain, Portugal). With 50+ employees in total.
- Develop and execute a strategy to profitably grow revenue in the European marketplace through effective business development and management.
- Shape the sales organization’s capabilities in selling our Enterprise portfolio across Europe.
- Assist in structuring and closing of deals and strategic growth of the market. create a vision for the sales organization by creating a strategic roadmap to attaining regional metrics.
- Facilitate the working relationships with the FNET Product Portfolio Management, Marketing and Finance organizations.
Apr 2008 - Dec 2010
2 years 9 months Heidelberg, Germany
Director Midmarket & Channels, Germany
SAS Institute GmbH
- Achieved best revenue performance of EMEA countries in 2009 and 2010.
- Planned, defined and finally introduced a new “go-to-market” model for SAS Germany.
- Created vision for SAS first exclusive Midmarket product set called “edition M”.
- Lead team through a period of tremendous change from a 100% direct sales structure into a more balanced mix.
- As a result of this a growing number of channel partners producing ongoing two-digit percentage of total Volume Sales revenues.
- Since 2009 adoption of program within EMEA Tier 1 Markets (Germany, UK, Italy and France).
- Assigned for setup, roll-out and implementation of the Volume segment (clients with up to $1,5B in annual revenue).
- In charge of building and managing a world-class Midmarket organization, both Direct (Inside & Outside) and Indirect Sales (Partners).
- Business Manager for fast growing organization (Total Team size 20+).
- Be responsible for implementing sales plans, policies, and goals.
- Participate with Company principals and management team in long range planning, policy making, and goal setting.
- Head of the EMEA Midmarket practice.
Jan 2007 - Jun 2008
1 year 6 months Zürich, Switzerland
General Manager JMP, Europe
SAS Institute GmbH
- Responsible for overseeing the operational of the SAS Business Unit within the assigned territory.
- Leading a Business of a (virtual) team of 450+ Sales resources and target revenues in excess of US$ 180 M.
- Report market information & requirements back to US Headquarters Marketing and Product Marketing. Support positioning and strategy for the product on a local & global base.
- Understand, formulate, and use an annual budget to manage the BU’s income and expenses in the assigned territory.
Jan 2004 - Dec 2006
3 years Munich, Germany
Managing Director
LANDesk GmbH (now Ivanti Software)
- Infrastructure/ IT Service Management.
- Expanded revenue YoY by 32% and achieved the largest revenue year in the company's history in region.
- Role redundant after acquisition.
Jan 2001 - Dec 2004
4 years Mainz, Germany
Regional Sales Manager, Central Europe
RSA Security GmbH
- Security/ Access Management.
- First people Management role.
- Terminated after Regional Director left company.
Jan 1998 - Dec 2002
3 years Darmstadt, Germany
Regional Manager, Central Europe
Allaire Corp. (now Adobe Systems, Inc.)
- Software/ Web Application Management.
- First person in region. Developed territory from scratch.
- Allaire got acquired by Macromedia.
Jan 1996 - Dec 1999
4 years Frankfurt, Germany
Territory/Major/Global Account Manager
Parametric Technology GmbH
- Software/ Engineering SW (PLM/ CAD/ CAM).
- US$ 20 Mio deal with Mannesmann.
- Career development.
Jan 1994 - Dec 1997
2 years Darmstadt, Germany
Junior Sales Representative
CA (Computer Associates) GmbH
- Software/ System-Management.
- N/A.
- Career development after Trainee-Program.
Summary
- SaaS Growth Leader with 20+ years of repeated success in leading companies leading groups, divisions, geographical regions, and companies through start-up, revitalization, turnaround and accelerated growth.
- Entrepreneurial, hands-on, and pragmatic management style.
- High level of energy, dedication, motivation, and a strong commitment to success.
- Consistent track record of building and leading Enterprise to Mid-Market Sales organisations.
- Able to execute in fast paced, rapidly scaling, multi-national environments.
- Passion for solving customer problems by ensuring continued relevance and focus.
- Strong sense of personal ownership in accomplishing the organisation’s goals.
Languages
German
Native
English
Advanced
Education
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Diplom-Betriebswirt (FH) · Betriebswirt
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