Juergen-heinrich R. - CRO; SVP Sales; EMEA & Central Europe

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Alsbach-Hähnlein, Germany

Experience

Apr 2023 - Present

2 years 5 months

Senior 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 2018

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 2011 - 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$110M in orders (as of 31 Dec 2014) across 5 sites (Eindhoven, Frankfurt, London, Paris, Madrid).
Setting the vision for the regional sales team.
Strengthening customer focus and collaboration across business units, field marketing, and sales.
Improving demand creation and sales execution for enterprise products.
Managing the sales management process through a structured approach.
Bringing the countries across Europe under a common sales platform.
Acting as a change agent to drive new logo growth across Europe and working closely with regional sales leadership to build team capability in consultative sales and add innovative channels to the sales strategy.
Assigned to lead the US$110M 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.
Managing teams and offices across 4 major clusters: United Kingdom (including Nordics), Benelux, Central Europe (Germany, Austria, Switzerland, and Eastern Europe), and Southern Europe (Italy, France, Spain, Portugal), with over 50 employees in total.
Developing and executing a strategy to grow revenue profitably in the European market through effective business development and management.
Shaping the sales organization’s ability to sell our enterprise portfolio across Europe.
Assisting in structuring and closing deals and driving strategic market growth, creating a vision for the sales organization with a strategic roadmap to meet regional metrics.
Facilitating working relationships with FNET product portfolio management, marketing, and finance.

Apr 2008 - Dec 2010

2 years 9 months

Heidelberg, Germany

Director Midmarket & Channels, Germany

SAS Institute GmbH

Achieved the best revenue performance among EMEA countries in 2009 and 2010.
Planned, defined, and introduced a new go-to-market model for SAS Germany.
Created the vision for SAS’s first exclusive midmarket product set called “edition M”.
Led the team through a period of major change from a 100% direct sales structure to a more balanced model.
As a result, an increasing number of channel partners now generate double-digit percentages of total volume sales revenue.
Since 2009, the program has been adopted in EMEA Tier 1 markets (Germany, UK, Italy, and France).
Assigned to set up, roll out, and implement the volume segment (clients with up to US$1.5B in annual revenue).
Responsible for building and managing a world-class midmarket organization, including direct (inside & outside) and indirect sales (partners).
Business manager for a fast-growing organization (total team size 20+).
Responsible for implementing sales plans, policies, and goals.
Participated with company principals and management 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 operations of the SAS business unit within the assigned territory.
Leading a (virtual) team of over 450 sales resources with target revenues exceeding US$180M.
Reporting market information and requirements to US headquarters marketing and product marketing, and supporting product positioning and strategy locally and globally.
Developing, managing, and using an annual budget to control 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 and IT service management.
Grew revenue year over year by 32% and achieved the region’s highest revenue in the company’s history.
Role made redundant after the 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 the company.

Jan 1999 - Dec 2001

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 1995 - Dec 1996

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.