Juergen-heinrich Rohr - Senior VP Growth, CRO Office

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Alsbach-Hähnlein, Germany

Experience

Apr 2023 - Present

2 years 4 months

Senior VP Growth, CRO Office

Nexthink GmbH

Partnered with the Chief Revenue Officer to drive operational excellence and deliver consistent results.
Led Nexthink’s strategy for Tier-1 global accounts (100k+ employees), overseeing programs from planning to execution.
Collaborated with cross-regional and cross-functional teams to find and seize new growth opportunities.
Launched self-driven projects to meet key organizational goals.

Jan 2019 - Mar 2023

4 years 3 months

Frankfurt, Germany

Vice President, Central Europe

Nexthink GmbH

Led a fast-growing SaaS organization with over USD 30M ARR (up from USD 4M ARR in 2019, 8x growth).
Scaled the team from 4 to over 30, from business development to field sales to customer success.
2021 Best Performing Region EMEA.
2022 Global Sales Leader of the Year.
Managed transformation and change to secure and scale hypergrowth.
Created and grew a new market category, positioning Nexthink as the leader.
Guided the shift from on-premise perpetual licenses to successful SaaS sales.
Monitored market trends and worked with product teams to refine offerings.
Appointed to lead hypergrowth SaaS expansion in Germany, Austria, and Switzerland.
Built and executed go-to-market plans, sales process, playbook, and structure, driving significant revenue.
Improved Sales-Led Growth (SLG) for enterprise and expanded Product-Led Growth (PLG) for mid-market.
Recruited, trained, mentored, and coached GTM teams to boost performance.
Introduced value-based selling (MEDDPICC/Challenger Sales) and coached teams to raise standards.
Optimized processes and tools with full P&L responsibility for the region.

Jan 2018 - Dec 2018

1 year

Munich, Germany

Regional Vice President, EMEA Central & BeNeLux

Veritas Technologies GmbH

Led a USD 160M region through major cultural and organizational change.
Covered six countries: Germany, Austria, Switzerland, Belgium, Netherlands, and Luxembourg.
Managed 120 employees with 9 direct reports across five offices: Munich, Frankfurt, Amsterdam, Brussels, Zurich.
Directed strategic, financial, and operational goals and kept sales momentum during change.
Developed and executed commercial strategies for large enterprise and commercial segments.
Shifted the go-to-market from one-time CapEx to ongoing OpEx subscription models.
Represented the business with the German Works Council.
Turned around a “code red” unit, delivering net profit for the first time in nine quarters.
In year one, new business +105%, core sales +40%, and achieved six-figure net profit.
Improved efficiency, streamlined the organization, reduced headcount and redundancies.
Continuously mentored and developed 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 the #1 region across EMEA, up from #3.
Germany awarded “Area of the Year” globally with 32% YoY growth.
Raised regional margin from 16% to 27%.
Launched a clear, performance-driven plan to revitalize the region.
Stabilized and strengthened the region over 12 months.
Built a new GTM model for Germany with postcode-based territories and an enterprise layer for major accounts by vertical.
Realigned roles and responsibilities, including hires and terminations.
Cut attrition from over 60% in FY16 to under 10% in FY17.
Opened a new German HQ in Frankfurt.
Established a strong partnership with the German Works Council.
Led key account management for Commvault’s top 250 customers across nine focus countries.
Owned and guided the end-to-end sales process for multi-million dollar, complex, multi-year deals.
Personally drove platform value with leading alliances and industry partners.
Oversaw sales planning and budget, shifting targets from on-premise licenses to SaaS models for long-range planning.

Feb 2015 - Feb 2017

2 years 1 month

Oberhausen, Germany

Managing Director Germany & AVP EMEA Central

Commvault Systems GmbH

Ran the German legal entity and extended region, owning all go-to-market motions: direct, partner, and inside sales.
Responsible for financial results of a USD 40M software business (USD 75M including maintenance and services).
Managed 60+ staff across three sites (Oberhausen, Frankfurt, Zurich) with 7 direct reports.
Worked alongside services, marketing, HR, and finance functions.
Represented the business with the German Works Council.

Jan 2011 - Dec 2015

5 years

Eindhoven, Netherlands

Vice President Enterprise Sales, Europe

Fluke Networks, Inc.

2013 Best Performing Region Worldwide (CEG) and President’s Club winner.
2014 Best Performing Region EMEA and 100% Club winner.
Led 50+ sales staff managing around USD 110M in orders across five sites: Eindhoven, Frankfurt, London, Paris, Madrid.
Set the vision for regional sales teams.
Strengthened customer focus and collaboration across business units, field marketing, and sales.
Improved demand generation and enterprise sales execution.
Standardized the sales management process.
Unified European countries under one sales platform.
Acted as a change agent to drive new logo growth, working with regional leaders to build consultative sales skills and add innovative channels.
Led a USD 110M enterprise business for network test and measurement brands under Danaher in Europe.
Managed teams and offices across UK (including Nordics), Benelux, Central Europe, and Southern Europe, totaling 50+ employees.
Developed and executed strategies to grow profitable revenue in Europe.
Shaped the sales organization’s capabilities and supported deal structuring and strategic market growth.
Fostered relationships with product management, marketing, and finance teams.

Apr 2008 - Dec 2010

2 years 9 months

Heidelberg, Germany

Director Midmarket & Channels, Germany

SAS Institute GmbH

Achieved top revenue performance in EMEA in 2009 and 2010.
Designed and launched a new go-to-market model for SAS Germany.
Created the vision for SAS’s first exclusive midmarket product line, “edition M”.
Led the team through a major shift from 100% direct sales to a balanced mix, growing channel partner revenue to double-digit percentages.
Rolled out the program across Tier 1 EMEA markets (Germany, UK, Italy, France).
Built and managed a world-class midmarket organization with direct (inside and outside) and indirect (partner) sales.
Managed a fast-growing team of 20+.
Set sales plans, policies, and goals.
Participated in long-range planning, policy making, and goal setting with company leadership.
Headed the EMEA midmarket practice.

Jan 2007 - Jun 2008

1 year 6 months

Zürich, Switzerland

General Manager JMP, Europe

SAS Institute GmbH

Oversaw the operation of the SAS JMP business unit in the territory.
Led a virtual team of 450+ sales staff with target revenues over USD 180M.
Reported market insights to US HQ marketing and product teams to support positioning and strategy locally and globally.
Managed the BU’s annual budget to control income and expenses.

Jan 2004 - Dec 2006

3 years

Munich, Germany

Managing Director

LANDesk GmbH (now Ivanti Software)

Infrastructure and IT service management.
Grew revenue 32% YoY and delivered the region’s best year ever.
Role became redundant after acquisition.

Jan 2001 - Dec 2004

4 years

Mainz, Germany

Regional Sales Manager, Central Europe

RSA Security GmbH

Security and access management.
First people management role.
Position ended after the regional director left.

Jan 1999 - Dec 2001

3 years

Darmstadt, Germany

Regional Manager, Central Europe

Allaire Corp. (now Adobe Systems, Inc.)

Software and web application management.
First hire in the region; built the territory from scratch.
Allaire was acquired by Macromedia.

Jan 1996 - Dec 1999

4 years

Frankfurt, Germany

Territory/Major/Global Account Manager

Parametric Technology GmbH

Software for engineering (PLM/CAD/CAM).
Closed a USD 20M deal with Mannesmann.
Focused on career development.

Jan 1995 - Dec 1996

2 years

Darmstadt, Germany

Junior Sales Representative

CA (Computer Associates) GmbH

Software and system management.
N/A.
Role following a trainee program.

Summary

SaaS growth leader with over 20 years of proven success leading teams, divisions, regions, and companies through startup, turnaround, and rapid growth.
Entrepreneurial, hands-on, and practical management style.
High energy, dedication, motivation, and a strong drive to succeed.
Consistent history of building and leading enterprise to mid-market sales organizations.
Skilled at executing in fast-paced, rapidly scaling, multinational environments.
Passionate about solving customer challenges through relevance and focus.
Strong sense of personal ownership in achieving organizational goals.