Juergen-heinrich Rohr - Senior VP Growth, CRO Office

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Alsbach-Hähnlein, Germany

Experience

Apr 2023 - Present

2 years 10 months

Senior VP Growth, CRO Office

Nexthink GmbH

Partnered with the Chief Revenue Officer to drive operational excellence and achieve consistent business outcomes
Led a high growth USD $30M+ ARR SaaS organization, scaling from USD 4M+ ARR in 2019
Scaled the team from 4 to 30+ resources across BizDev, Field Sellers, and Customer Success
Headed strategy for Tier-1 global accounts (100k+ employees), overseeing program development through execution
Worked closely with cross-regional and cross-functional teams to identify and exploit new growth opportunities
Spearheaded self-initiated projects to accomplish organizational goals and secure hypergrowth
Recognized as Best Performing Region EMEA in 2021 and Global Sales Leader of the Year in 2022
Managed transformation and change to scale and secure hypergrowth

Jan 2019 - Mar 2023

4 years 3 months

Frankfurt, Germany

Vice President, Central Europe

Nexthink GmbH

Appointed to lead expansion for hypergrowth SaaS business in Germany, Austria, and Switzerland
Developed and executed go-to-market strategies, including sales process, playbook, and architecture, leading to substantial revenue growth
Enhanced Sales-Led-Growth strategies for the Enterprise segment and championed Product-Led-Growth motions for 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
Optimized processes and tools while managing full P&L responsibility
Developed a new market category and positioned Nexthink as the leader
Led conversion of business model from on-premise perpetual to SaaS solutions
Identified market trends and collaborated with product teams to define offerings

Jan 2018 - Dec 2018

1 year

Munich, Germany

Regional Vice President, EMEA Central & BeNeLux

Veritas Technologies GmbH

Led a USD 160M region covering Germany, Austria, Switzerland, Belgium, the Netherlands, and Luxembourg
Turned around a "code red" business unit, achieving net profit for the first time in nine quarters
Delivered +105% lift in new business and +40% boost in core sales revenue within the first year
Managed 120 employees with 9 direct reports across Munich, Frankfurt, Amsterdam, Brussels, and Zurich
Established and improved efficiency by streamlining organization and reducing redundancies
Opened new offices in Amsterdam and Zurich
Developed and implemented commercial strategy to drive market adoption of enterprise and commercial segments
Rebalanced Go-To-Market framework from CapEx to OpEx models
Represented the business in conjunction with the German Works Council

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, rising from #3
Achieved 32% YoY growth; Germany awarded "Area of the Year" globally
Increased regional contribution margin from 16% to 27%
Led Key Account Management efforts to grow business with Commvault’s top 250 customers and prospects across 9 focus countries
Owned and orchestrated end-to-end sales process for complex, multi-year relationships
Extended platform value in conjunction with alliances and industry partners
Held sales planning and budget responsibility, transforming revenue models from on-premise to cloud-based SaaS

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 with full ownership of go-to-market motions
Directed a USD 40M software business and USD 75M total maintenance and services
Managed 60+ staff across Oberhausen, Frankfurt, and Zurich with 7 direct reports
Worked with services, marketing, HR, and finance cross-functional teams
Represented business with the German Works Council

Jan 2011 - Dec 2015

5 years

Eindhoven, Netherlands

Vice President Enterprise Sales, Europe

Fluke Networks, Inc.

Led a USD 110M enterprise business for network test and measurement portfolio within Danaher
Managed 50+ sales resources across Eindhoven, Frankfurt, London, Paris, and Madrid
Oversaw clusters in United Kingdom (incl. Nordics), Benelux, Central Europe, and Southern Europe with 50+ employees
Achieved Best Performing Region Worldwide in 2013 and Best Performing Region EMEA in 2014
Won Presidents Club in 2013 and 100% Club in 2014
Strengthened customer focus and collaboration across business units, field marketing, and sales
Improved demand creation and execution for enterprise products
Shaped sales organization’s capabilities in consultative sales and innovative channels
Facilitated relationships with product portfolio management, marketing, and finance teams

Apr 2008 - Dec 2010

2 years 9 months

Heidelberg, Germany

Director Midmarket & Channels, Germany

SAS Institute GmbH

Achieved best revenue performance among EMEA countries in 2009 and 2010
Set up, rolled out, and implemented the Volume segment for clients with up to $1.5B in annual revenue
Introduced the “edition M” exclusive midmarket product set
Built and managed a midmarket organization including direct, inside, and indirect sales via partners
Implemented sales plans, policies, and goals
Participated in long-range planning, policy-making, and goal setting
Led EMEA midmarket practice and grew channel partner contribution to two-digit percentages

Jan 2007 - Jun 2008

1 year 6 months

Zürich, Switzerland

General Manager JMP, Europe

SAS Institute GmbH

Oversaw operational management of JMP business unit within assigned territory
Led a virtual team of 450+ sales resources targeting revenues in excess of US$180M
Reported market information and requirements to US headquarters for marketing and product strategy
Managed annual budget for income and expenses in the territory

Jan 2004 - Dec 2006

3 years

Munich, Germany

Managing Director

LANDesk GmbH

Expanded revenue YoY by 32% and achieved the largest revenue year in the region’s history
Role became redundant after acquisition

Jan 2001 - Dec 2004

4 years

Mainz, Germany

Regional Sales Manager, Central Europe

RSA Security GmbH

First people management role

Jan 1999 - Dec 2001

3 years

Darmstadt, Germany

Regional Manager, Central Europe

Allaire Corp.

First person in the region; developed territory from scratch

Jan 1996 - Dec 1999

4 years

Frankfurt, Germany

Territory-/ Major-/ Global Account Manager

Parametric Technology GmbH

Closed a US$20M deal with Mannesmann

Jan 1995 - Dec 1996

2 years

Darmstadt, Germany

Junior Sales Representative

CA GmbH

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.