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Results-oriented new business sales professional (hunter) with solid technical expertise, an innate understanding of marketing and advertising technology, data-centric approaches and concepts, and a great love and passion for all things related to the Internet.
Expertise and track record of success in consultative sales of complex, disruptive technology solutions and services, with particular strength in challenger situations involving:
♦ Enterprise Systems & Solutions
From CRM, over ERP, to wCMS/WEM and DAM, I can grok their role, and can navigate and understand the Adtech
and Marketing Technology
♦ Customer Experience Management
Customer Experience is the new marketing. Brands must deliver an integrated, consistent and compelling experience across all channels and touchpoints in order to differentiate themselves.
♦ Bridging Business and Technology
To assess, quantify and articulate the business value of a given solution, one has to have a grasp of business principals as well as understand technical aspects. I do both and also have the creativity, analytical skills and eloquence to develop sound solution proposals and deliver them convincingly, to successfully close challenger sales opportunities.
♦ Disruptive enterprise sales with long cycles
♦ Data & Analytics
I’ve been a believer in data and analysis since the late 90s. Volumes and processing power has grown – along with the hype – but skills are often scarce.
♦ Business case development
New, disruptive technology and methods can’t be sold as abstract concepts, but require a compelling business case to justify the investment. A great believer in the challenger sales approach, I have developed numerous of these and have employed them to win strategic accounts or to secure multi-million dollar venture funding several times.
Delaware Consulting, Digital Strategy and Business Development August, 2014 thru Present
Global consulting firm with 1,300 professionals worldwide in 14 countries and four continents focused on omni-channel experience management, e-commerce enablement and complex, business-critical enterprise solutions.
- Sales and Market Development
Help to define and lead sales and marketing for Delaware Consulting US
, the US arm of a global consulting firm
- Drive Go-To-Market Strategy
Developed and drive go-to-market strategy for Delaware Consulting US, selling enterprise solutions based on technology from ADAM Software
, and others.
- Enterprise Software Projects
Develop strategic accounts for enterprise software projects targeting Global-1,000 companies in retail, consumer goods, manufacturing and travel & tourism.
SQ1 / Adaptive Audience, VP, Platform Strategy April, 2013 thru August 2014
AdTech Platform Start-Out launched by date-driven performance marketing agency.
- Launch of Programmatic Media Platform
Helped to define and led the launch of the fully-integrated cross-channel digital media platform, Adaptive Audience
. Closed key initial accounts.
- Drove Go-To-Market Strategy
Developed and drove go-to-market strategy for Adaptive Audience digital media platform integrating tools from Acxiom
- Developed & Implemented 6-stage Sales Process
Developed strategic sales process for effective pipeline management, predictable forecasting and reporting.
Select Freelance Project Work, Multiple Clients & Roles April, 2010 thru March, 2013
Personal matters – including the illness and untimely death of my father – led me to seek the flexibility of freelance work.
- Mobile App Acquisition Due Diligence
Led technical and business due diligence for an $80mil acquisition of a top-10 mobile application in the location-based marketing space.
- Acting CMO for Green-Tech Start-Up
Equity partner, co-founder and acting CMO
; Successfully launched consumer brand, raised $1.6mil in two rounds of early-stage investment.
- Suite of PCI-compliant Mobile Payment Apps
Sold and led design and development of a suite of mobile payment applications for a major payment processor.
- CMS-Driven eCommerce Site with CRM Integration
Closed sale and led design and development of a CMS-driven marketing site with eCommerce and CRM functionality.
Creative Mischief, Co-Founder & Agency Principal April, 2007 thru March, 2010
Full-service digital agency with with focus on cross-channel integration, lead generation and CMS-driven sites.
- Led Strategy and Sales
Led strategy and business development, grew agency to staff of 10 and over $1mil in revenue.
- Closed Enterprise Digital Marketing Project
Sold & led enterprise digital marketing project for $2B healthcare company with 120+ facilities. Project included complete redesign of several sites, implementation of enterprise CMS platform, analytics strategy, CRM integration and more.
- Sold $1mil Global Marketing project
Closed and led $1mil digital marketing strategy project for global business services company. Project included enterprise CMS implementation with Trados integration and support for 15+ languages.
Macquarium, Client Partner August, 2006 thru April, 2007
is a regional full-service digital agency whose clients include Delta Airlines, Lowe’s, FedEx, SunTrust and GMAC.
- Started & Led Financial Services Practice
Implemented target account strategy, closed and grew several key accounts, including complete re-brand of global investment bank.
iCrossing (Proxicom), Director, New Business Development April, 2005 thru August, 2006
is a leading digital marketing agency with global reach and SEO/SEM, digital media and analytics focus.
- Led Financial Services Practice
Charged with rebuilding once strong financial services practice that was decimated after the dot-com bust.
- Closed Several Key Accounts
Implemented pursuit strategy, re-built prospect pipeline, closed several key accounts.
TSYS (Synovus Bank), Implementation Manager, PMO June, 2003 thru April, 2005
is a global credit card processor servicing more than 280 million cardholder accounts for over 400 clients in 85 countries.
- Turnaround of Severely Distressed Enterprise Project
Took over $6mil data security project involving 20+ internal FTEs and two vendors that was at severe risk of failure and managed turnaround, ultimately delivering solution successfully on time and below budget.
- Emerging Market Analyst, International Services Division
Performed market analysis on several regions (EMEA, South America, Japan) targeted for expansion.
- Project Management Professional (PMP®) Certification
Certified as a Project Management Professional and obtained PMP®
designation from the Project Management Institute
Proxicom, Xerox, SAP, Various sales, pre-sales and consulting positions 1994 thru 2003
Roles included new business development, digital strategy consulting and account/delivery management in Munich, London, Prague, and Atlanta.
- EAI/BPM framework for mortgage banking sector.
Led the functional design and sales effort for SOA-based EAI/BPM integration framework that automated mortgage underwriting and contributed $3mil in revenue during its first year.
- Closed Strategic Partnership, $8mil Enterprise Deal
Initiated Partnership with leading strategy firm Boston Consulting Group, in conjunction with closing $8mil eCommerce project for global pharma company.
- Raised $1.6 mil Venture Capital Investment
Successfully raised $1.6 mil in early-stage venture capital investment for software startup that I co-founded.
- Opened Offices in Munich, London, and Prague
Opened offices in Munich, London and Prague for digital consulting & technology firms, established new sales, client service and software development operations.
European University, Montreux, Switzerland, Executive MBA, International Business (Sponsored by Xerox)
Arizona State University, W.P. Carey School of Business, Tempe, AZ, BS, Business Management, with International Business Certificate
√ Deep knowledge of current enterprise WEM/wCMS, eCommerce and MarTech/CRM landscape
√ Thorough understanding of omni-channel marketing and eCommerce, from acquisition to fulfillment
√ Extensive global experience across multiple vertical industries, including financial services, automotive, retail and consumer goods
√ Certified Project Management Professional (PMP®) with formal sales (Miller Heiman, Xerox) and Six Sigma training
√ Native speaker fluency in both German and English, dual citizen, global network of contacts