Business Administration

Senior Director Sales Germany bei Trend Micro

• Holding general responsibility for the UK business unit
• Leading the sales and channel, technical, sales operations, and marketing organization in an environment structured into teams such as small enterprise, enterprise, and large enterprise as well as of specific verticals
• Developing, implementing, and executing a GTM strategy
• Managing change, developing skills, setting a growth-oriented mindset, objectives, and measurements, and motivating team members
• Assuming general revenue accountability for new, renew, and services business as well as managing P&L

Recognition:
• Trend Micro "Most valuable Player" award nomination

Trend Micro

Vice President UK & Ireland

• Holding responsibility for merging the ALPS and German business units into a cohesive DACH business unit, focusing on growth across the extended region
• Developing and executing a comprehensive Go-to-Market (GTM) strategy
• Managing organizational change
• Leading and inspiring a high-performing sales team, fostering a culture of excellence and collaboration, ensuring they meet and exceed revenue targets, emphasizing continuous improvement
• Overseeing customer acquisition strategies to expand the customer base
• Identifying and establishing strategic partnerships to enhance revenue streams
• Collaborating with cross-functional teams to leverage partnerships and ensure alignment of sales strategies with product development, marketing, and customer success
• Implementing metrics and KPIs to assess and improve sales performance, utilizing data analytics to gain insights into customer behavior and competitive landscapes
• Monitoring industry trends, emerging technologies, and market shifts to identify opportunities for innovation, ensuring adaption to changing market conditions and customer needs
• Assuming accountability for the unit’s overall revenue performance, incl. new sales, renewals, and service offerings, managing P&L

Milestones:
• Achieved significant revenue growth for the German BU from 2016 to 2023, resulting in the highest P&L performance across Europe
• Attained YoY business growth by implementing a streamlined GTM strategy and restructuring account segmentation
• Developed a high-performing leadership team by prioritizing “Attitude over Experience” to drive growth
• Increased employee count within the DACH region, fostering a robust, dynamic workforce
• Contributed decisively to global service share by leading the largest single service contribution
• Established the largest AWS marketplace business globally
• Increased platform customers, setting a benchmark for customer transformation
• Leveraged success of the German GTM model as global blueprint

Vice President DACH

• Held general responsibility for the German business unit
• Led the sales and channel, technical, sales operations, and marketing organization in an environment structured into teams such as small enterprise, enterprise, and large enterprise as well as of specific verticals
• Developed, implemented, and executed a GTM strategy
• Managed change, developed skills, set a growth-oriented mindset, objectives, and measurements, and motivated team members
• Assumed general revenue accountability for new, renew, and services business as well as managed P&L

Recognition:
• Achievers Circle 2023
• Presidents Club FY22

Vice President Germany

• Led the sales and channel organization, in an environment structured into teams such as small enterprise, enterprise, and large enterprise as well as of specific verticals
• Developed, implemented, and executed a GTM strategy
• Managed change, developed skills, set a growth-oriented mindset, objectives, and measurements, and motivated team members
• Held general revenue accountability for new, renew, and services business

Recognition:
• Presidents Club FY21
• “Most Valuable Player” nomination FY20

Senior Director Germany

• Spearheaded the large enterprise and government sales team as well as the GSI sales team
• Developed a sales and GTM strategy
• Managed the sales team within the German region
• Managed change, developed skills, and set a growth-oriented mindset
• Provided hands-on sales management and leadership for the large account, government, and GSI sales team
• Set objectives and measurements and motivated team members
• Delivered predictable new business revenue and a healthy pipeline

Recognition:
• Presidents Club FY16, FY17, and FY18

Enterprise Sales Director

• Spearheaded an account sales team of 9 members and managed the sales team within the German region
• Developed a sales strategy
• Provided hands-on sales management and leadership for the large account management sales team
• Set objectives and measurements, motivated team members
• Delivered predictable new business revenue and a healthy pipeline

Recognition:
• Presidents Club FY15
• Global Customer Advocacy Champion FY15

Blue Coat Systems

Manager Field Sales

• Provided consultative selling and demand creation in the area of network security solutions and application delivery and performance solution at enterprises
• Acted as key contact to the assigned key account customer at C-level, IT-Management, purchasing, corporate strategy, and process development
• Managed a portfolio of named key enterprise accounts and developed the enterprise strategy in assigned area
• Cooperated with strategic channel partners in a multi tear sales model

Recognition:
• Presidents Club FY13 and FY14
• Deal of the year FY14
• Solution sales rep of the year FY14
• Account Manager of the year FY13

Large Account Manager, Strategic & Global Accounts

• Provided consultative selling and demand creation in the area of network infrastructure virtualization and traffic management at enterprises
• Acted as key contact to the customer at enterprise C-level, IT-Management, purchasing, corporate strategy, and process development
• Managed a portfolio of named enterprise accounts and developed the enterprise strategy in assigned area

Hannes Steiner