Volker Dierolf
Senior Sales Lead DACH/EU
Experience
Mar 2020 - Jun 2020
4 months Neckarsulm, Germany
Senior Sales Lead DACH/EU
Bechtle Clouds GmbH
- Leading EU cloud sales, indirect sales, supporting system houses
- Integrating European system houses (not DACH)
- Working and coordinating with all system houses and specialist teams from all internal Bechtle services
- Setting up sales controlling
- Running campaigns
Dec 2019 - Mar 2020
4 months Ditzingen, Germany
HybridSenior Consultant Account Management
Datagroup SE
- Managing customers in the defense sector
- Full integration of cloud and hybrid IT solutions and business development for these approaches with existing clients
- Building a solid sales pipeline
- Customizing and implementing sales strategies
- Communicating with and advising account managers and clients on the latest approaches and sharing cloud knowledge
- Proactively contributing to tenders including involving relevant specialists
Oct 2019 - Dec 2020
3 months Munich, Germany
Training and Integration
Fujitsu Technical Solutions Transfergesellschaft
Jan 2016 - Dec 2020
3 years Stuttgart, Germany
HybridSenior Sales Lead | Cloud & Hybrid IT CE
Fujitsu Technical Solutions
- Sales of cloud and hybrid IT in southern Germany, Austria and Switzerland
- Full integration of cloud and hybrid IT solutions and business development for these approaches with both existing and new clients
- Customizing and implementing sales strategies for cloud and HIT
- Communicating with and advising account managers and clients on the latest approaches and sharing knowledge about cloud and HIT
- Proactively contributing to tenders on cloud and HIT approaches, including involving relevant specialists
- Responsibility: revenue up to €15 million
- Results: TCV increased to €45 million by successfully closing an outsourcing contract while migrating to cloud
- Results: Introduced a weekly info event to build a cloud community with an average of 40–50 participants from about 60 invites
- Results: Successful integration of cloud and HIT solutions in multiple smaller projects with an estimated TCV of around €6 million
Jan 2015 - Dec 2016
2 years Mannheim, Germany
Lead Cloud Solution Executive & Certified Sales Professional
IBM Deutschland GmbH
- Major contribution to business development, e.g. building a pipeline for complex cloud solutions in the DACH region
- Leading and coordinating complex sales projects in the DACH region
- Developing and implementing a sales strategy for multi-layered cloud deals
- Regularly supporting key account managers, e.g. on contract renewals
- Continuous contract analysis for further sales approaches
- Responsibility: revenue up to €20 million
- Results: Won the OSRAM carve out project infrastructure with a TCV of €25 million
- Results: Won the SAP outsourcing contract with a logistics company with a TCV of about €6 million
- Results: Renewed various outsourcing contracts with a TCV of about €6 million
Oct 2010 - Dec 2015
4 years 3 months Mannheim, Germany
Global Technology Services & Cloud Solution Sales Executive
IBM Deutschland GmbH
- Sales of complex cloud projects across Germany including contract management
May 2010 - Sep 2010
5 months Mannheim, Germany
Global Technology Service & Client Solution Executive / Director (acting)
IBM Deutschland GmbH
May 2008 - May 2010
2 years 1 month Mannheim, Germany
Global Technology Services & Client Solution Executive
IBM Deutschland GmbH
Apr 2006 - Dec 2016
10 years 9 monthsLead Cloud Solution Executive; Client Solution Executive
IBM Deutschland GmbH
- Several large, complex cloud deals (NDA), including the OSRAM carve out (project)
- Several large outsourcing deals with a TCV of up to €25 million (under NDA) (project)
- Migrating existing IT infrastructures into outsourcing or cloud environments while optimizing service quality and reducing costs. Securing and growing outsourcing revenue over multiple years. (Tasks)
- Unbiased evaluation of solution alternatives before choosing and then pursuing goals consistently. The potential to solve problems is usually in a team; the challenge for the team leader is to activate it. (Key to success)
Apr 2006 - Apr 2008
2 years 1 month Mannheim, Germany
Client Solution Executive SMB
IBM Deutschland GmbH
Oct 2004 - Dec 2008
3 years 3 months Mannheim, Germany
Project Executive
IBM Deutschland GmbH
Apr 2004 - Apr 2005
1 year 1 month Mannheim, Germany
Focal Point for IBM Sales SMB Southern Germany
IBM Deutschland GmbH
Sep 2003 - Apr 2005
1 year 8 months Waldenbuch, Germany
Key Account Manager & Branch Manager Transition Manager
IBM Deutschland GmbH
Jan 2003 - Apr 2008
5 years 4 months Mannheim, Germany
Member of the Leading Management Team
IBM Deutschland GmbH
Jan 2003 - Aug 2003
8 months Neckarsulm, Germany
Head of Competence Center Desktop Service
IBM Deutschland GmbH
Jan 2002 - Dec 2003
1 year Neckarsulm, Germany
Head of Competence Center Desktop Service
Rheinmetall Informationsysteme GmbH
Jan 2002 - Oct 2002
10 monthsProject Manager
Rheinmetall Informationssysteme
- Microsoft compliance check for Rheinmetall Group (project)
- Task: Proof of correct licensing of Microsoft products for the entire group
- Task: Identifying and documenting update paths
- Task: Developing optimized licensing
- Results: Successful proof of compliance, savings in the seven-figure range on licensing
- Key to success: Intensive communication with the IT heads of subsidiaries and involving local teams including accounting of individual companies. Very close collaboration with Microsoft and a service provider.
Jan 1999 - Dec 2004
4 years Neckarsulm, Germany
Member of Management Circle 1 at Rheinmetall Informationsysteme GmbH
Rheinmetall Informationsysteme GmbH
Jan 1999 - Dec 2002
2 years Neckarsulm, Germany
Head of IT Service UB Automotive & Head of Competence Center PC End-User Services and Local Servers
Rheinmetall Informationsysteme GmbH
Jul 1998 - Dec 1999
1 year 6 months Neckarsulm, Germany
Head of IT Service Southern Germany & Head of Competence Center PC End-User Services and Local Servers
Rheinmetall Informationsysteme GmbH
Oct 1997 - Jul 1998
10 months Neckarsulm, Germany
Head of User Services
Kolbenschmidt AG
Mar 1991 - Oct 1992
1 year 8 months Marinette, United States
Infrastructure Project Lead
Kolbenschmidt AG
Led an infrastructure project in the USA (Midwest) – Chicago, South Haven, Marinette
Jan 1988 - Oct 1997
8 years 10 months Neckarsulm, Germany
Network Manager
Kolbenschmidt AG
Sep 1987 - Dec 1988
1 year 4 months Neckarsulm, Germany
System Programmer Data Networks
Kolbenschmidt AG
Summary
- Action-oriented sales expert with over 20 years of specialist and leadership experience in sales (consultative selling) in the IT industry and international environment
- Strong skills in complex outsourcing and cloud environments
- Solid expertise: leading business units / teams
- Project management & coordination
- Strategy management & business development
- Customer support & consulting
- Key account management
- Contract negotiation
- Hybrid IT & cloud computing
- and more
- Achievements: successful completion of numerous complex contracts and projects
- Continuous increase in total contract value through deal closures
- Extensive experience at C-level
- and more
- Strong communicator and leader who welcomes challenges and meets them with high self-motivation, strong team spirit and innovative drive
- Results-oriented
- Organized
- Team player
- Resilient
- Creative
- Responsible
Languages
German
Native
English
Advanced
Education
Oct 1984 - Sep 1987
Academy for Data Processing
State-certified computer scientist · Computer Science · Böblingen, Germany
Hohenlohe High School
Abitur · Öhringen, Germany
Certifications & licenses
Certified Sales Professional
IBM Deutschland GmbH
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