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EMEA Business Development

Work Experience

CURRICULUM VITAE
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Current employment

Current employer ( company) is a leading provider of complementary SAP software solutions. The company is based in Palo Alto (USA) and heads up operations in EMEA.

Director SAP Alliances.
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Current employer has developed a solid market share and leadership in the USA, mainly through its SAP software products.

As the SAP Alliance was mainly carried out from the SVP of Alliances from USA, I have been hired initially to drive the SAP Alliances for SAP in Walldorf. As the SVP has resigned on my second workday in the company, I had to take over his tasks for USA and EMEA. In order to start-up operations in Europe, I founded a branch-office with our local legal advisors and then later opened up own offices on the SAP Walldorf campus.

Main Activities in Detail:
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Establishment of company within SAP as a Partner. Developing and support of company's relationship with SAP AG. and other targeted technology and service alliance partners (e.g. SAP SI) , working cross function within the assigned partner organizations to acquire “mindshare” and position company as the top partner of choice with the best product solutions.

Founding a branch office in Germany and Wrap-up of operations from the very scratch.

Contact and engage appropriate SAP employees, cultivate positive relationships with them, and monitor/maintain good relations.

Work at SAP with software developers, product managers, marketing managers, consultants, sales executives, and management executives up to the Vice President level both in USA and Germany.

Work at Microsoft Redmond and Walldorf with Alliance Executives to establish a program how to leverage the Microsoft Partnership to the SAP market.

Coordinating and managing projects, including technology development, case studies, promotional marketing materials and exhibition events.

Work with Sales, Product Development, Technical Support, and Consulting Services to maximize ROI and exposure of activities, programs, and investments in alliance partners.

Negotiate, prepare and help to review legal agreements with SAP ( e.g. recently signed NDA ) and OEM agreements.

Negotiate and close Reseller agreements - after endorsement and introduction of SAP

Representation on international SAP events, e.g. SAP Admin Orlando, SAP TechED USA and Europe, DSAG Germany and ASUG USA.

In the short period of engagement, I have managed to achieve a lot of proven accomplishments within SAP and also open strategic doors for company.

Main accomplishments in detail, reached within 12 months time.
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• Alliance Management led to recommendation of SAP for large key-accounts, as well as from SAP Sales Executives.
• Accomplishment of a common development project with SAP, which will lead into an Sales agreement with SAP in 2006.
• Installation of Software solution at the SAP Data Centre Germany as one of the biggest references worldwide.
• Introduction of the solution to the SAP Field and Consulting Force.
• Business Development EMEA: Signed-up important resellers for software solution in EMEA market - company was endorsed by SAP to
support Channel acquisition process.
• Creation of a astonishing high level of awareness within SAP on all levels for a software solution, which was unknown before.
• Deep and rock-solid alliance network.
• Business Development EMEA: Introduction to the Director of Sales for EMEA News and offered support of SAP with the result of common
successes


5 years:Mobile Solutions for SAP company in EMEA (Duesseldorf / Walldorf)
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Company is an international manufacturer of mobile solutions for logistics, and field service. A division in the company (ISG) is responsible for SAP Alliance as well as the integration of these solutions with SAP methods or own software solution to SAP systems.

Manager Global Solutions
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Alliance Management with SAP AG and preferred Partners on functional and business level. Involvement in important SAP product development groups and acceptance tests, e.g. SAPConsole, TRM, HUM, ME.

Budget – responsible for and developing markets in Central Region (Germany, Austria, Switzerland and EEC). In EEC involving regional distributors and introducing them to SAP business.

Acquiring projects with major accounts and ensuring ongoing divisional growth.

Technical and commercial expansion of the division based on SAP background. Sole employee in the company with SAP background in year 2000, therefore specialist support for this department from its start; acquiring, implementing and managing projects relating to SAP logistics.

After initial success and the expected positive development, it was possible to employ additional staff and therefore to develop additional structures.

Main activities in detail:
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* Alliance Management SAP
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Alliance Management with SAP at several levels (Functional / Project level up to Director’s level. Positioning the company as an expert of mobile SAP applications within SAP.

Definition and execution of Joint Business Development activities with SAP in for Logistics Execution and Mobile Infrastructure.

Coordination of joint development efforts, e.g. RFID Integration and involvement of own technical resources for critical SAP applications and certification process

Interface to development headquarters in Canada; therefore defining required new developments in software and mobile hardware.

Creating a network of relationships to the SAP key market players and partners, thus building a successful spider's web in the SAP marketplace and gaining precise market understanding.

Representation on international SAP events, e.g. SAPPHIRE, ASUG, SAP Event Moscow, AutoCEE

Representing the Division in the regular SAP LES Partner Circle’s meetings.

* Managing ISG division Central Region
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Managing the division’s P&L ( Mio € Budget ) in Central Region and CEE, with main focus on acquiring "Mobile SAP" projects with international key accounts, in technical and commercial terms.A proven track record of achievements is available.

Implementation and set up of department for connecting and integrating mobile devices via SAP middleware / online software to SAP R/3.

Integrating an existing technical core sales team in a matrix organisation with the aim of creating an integrated sales methodology. Migration of sales team from pure hardware approach to more solution oriented market approach.

Setting up and managing internal and external consulting resources.

Management Consulting for SAP "Logistics Execution" for the decision board of key accounts.

Definition and implementation of Business Development and Marketing Activities in Central Region for revenue growth.




2 years: SAP Germany
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SAP Consultant
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As an SAP consultant, after intensive 3 months basic training I specialised in SAP logistics and warehouse management. It goes without saying that during active project work on site it was necessary to rapidly understand other modules in order to find a solution to problems.

The project objective was to implement mySAP Retail in three different locations in Belgium and the Netherlands. My area of responsibility covered SAP warehouse management and distribution logistics.

Education

University of Applied Sciences Kempten/Allg. (Germany)
Academic Grade: Diplom-Betriebswirt (FH) with total result 1.4 ( 1 = Excellent) in 3.5 years total study time.

Management Trainings

Sales Trainings

Extensive Trainings in SAP Software Modules

Skills

Executive (based in Germany) with start-up experience in the SAP Software Business mainly from scratch to a profitable business division within a region. Strong self-starter with a knack of finding hidden opportunites. International Experience in EMEA and USA. High degree Cross-cultural understanding and business behaviour.

If you plan to work closer in the SAP Software environment, I am able to help with my deep contact network and provide advice how to successfully work with SAP and create more Sales.

In case you/your client plan to establish operations in EMEA, I can serve as a first bridgehead in order to give advice and consulting, introduce into the market, find partners and prepare/conduct the foundation of EMEA operations.

Languages

German, English and French

Other

International Experience
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Company A)

SAP project work in Belgium (Wallonie) and Netherlands. Due to internal resource problems, at the start I mostly held sole responsibility; this meant independent project organisation and locating information completely in French.

Company B)

Because of the regional divisions and the fact that at the start of 2000 there were just 3 SAP analysts in Europe, I was responsible for the technical and organisational support for projects in Canada, USA, Denmark, Benelux, Spain, Poland and Turkey.

Due to growth towards Eastern Europe, coaching of distributors for setting up the SAP business in Hungary, Poland and the Czech Republic became a substantial part of my work.

Current employer:

Frequent International Travel to USA and within EMEA required for Business meetings and trade shows.


Personal skills
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Because in my career to date I have had to work independently and in a mostly unsupervised environment I have been able to develop an understanding of unknown issues and subjects quickly.

It is important to me to identify with the company, team and objectives; the self-motivation generated in this way results in involvement that goes far beyond "usual" working hours.

I am international experienced, thus willing and expressly desire international travel and global work travel, even over several weeks.

Location:
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For the past five years, I have been working out of a home office, although I have been assigned to our office in SAP Partner Port in Walldorf. My home office is near Walldorf ( 75 minutes car drive), and is technically equipped with High-speed T-DSL internet access and ISDN phone lines. Full cell phone coverage.

Because of working independently I got used to administrate and organize myself effec-tively, concerning travel organization, laptop administration, etc.

Also I am used to work in different time zones, as the main contact to my previous and current employer is to the PST time zone, which means -9 hrs. time difference to Germany


Awards:
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Contribution Award due to exceeding the targets for SAP Business
Exceeding MBO's in every quarter

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