Volker D. - Senior Sales Lead DACH/EU

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Bretzfeld, Germany

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

Hybrid

Senior 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 2019

3 months

Munich, Germany

Training and Integration

Fujitsu Technical Solutions Transfergesellschaft

Jan 2017 - Dec 2019

3 years

Stuttgart, Germany

Hybrid

Senior 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 2014

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 months

Lead 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 2007

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 2002

1 year

Neckarsulm, Germany

Head of Competence Center Desktop Service

Rheinmetall Informationsysteme GmbH

Jan 2002 - Oct 2002

10 months

Project 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 2000 - Dec 2003

4 years

Neckarsulm, Germany

Member of Management Circle 1 at Rheinmetall Informationsysteme GmbH

Rheinmetall Informationsysteme GmbH

Jan 2000 - Dec 2001

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 1989 - 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