Freelancer profile translated to English.
Back to original languageAbout Frank
Your Go-To-Market & B2B Enterprise Sales Executive for SaaS, IT & Cyber SecurityAre you facing the launch of a complex tech product, aiming to scale in the DACH/EMEA region, or does your sales pipeline urgently need measurable professionalization?As a Senior GTM Strategist and Interim Sales Manager with over 18 years of international B2B experience, I bridge the gap between strategic market positioning and hard-hitting revenue growth[cite: 1, 2]. I bring the hunter mentality for the "greenfield" while simultaneously securing your major clients at C-level as a strategic partner. Why companies book me as an expert:Methodical Pipeline Development: Consistent qualification and professionalization of your sales processes according to the MEDDIC framework.Cyber Security & Compliance Expertise: As a certified IT Security Manager (IHK), I shorten lengthy sales cycles in highly regulated industries by leveraging compliance and ISMS as business enablers.Proven Track Record: Whether acquiring new customers or expanding existing ones – my results speak for themselves (+25% renewal rate, +48% in service contracts)
German
Native or bilingual
English
Fluent
French
Basic
Can work on-site
Düsseldorf (up to 50km), Aachen (up to 40km)
Experience
- BAB Engineering,Key Account Manager DACH/EMEAMECHANICAL ENGINEERINGJanuary 2023 - November 2024 (1 year and 10 months)Key Account Manager DACH/EMEA
- Responsible for international major clients in the EMEA region and strategic management of GTM activities.
- Successful rebuilding of the sales pipeline: Structuring, qualifying, and scaling new sales opportunities to sustainably secure regional growth.
- Sustainable strengthening of existing customer relationships: Intensifying relationships at C-level and transforming from classic product sales to strategic, value-based consulting.
- Measurable success: Increasing the renewal rate by 25% through systematic development of proactive, structured account management
- Avetta GmbH,Account Executive EMEASOFTWARE PUBLISHINGDecember 2019 - August 2023 (3 years and 8 months)40 Düsseldorf, GermanyEnd-to-end responsibility for the sales of highly complex SaaS platform solutions for supply chain risk management and global compliance requirements in the EMEA region.
- Strategic Trust Building in Regulated Markets: Successful establishment of long-term and resilient business relationships in highly regulated, compliance-driven industries (e.g., energy, chemicals, heavy industry) through in-depth understanding of regulatory hurdles and risk assessments.
- Management of Complex Enterprise Sales Cycles: Steering multifaceted, lengthy sales phases (multi-stakeholder processes) from lead generation and business case to successful contract closure at C-level.
- Value-Based Selling & Solution Consulting: Conducting customized software presentations and ROI analyses to make the business value of digital compliance processes for global supply chains transparent.
- Cross-Functional Collaboration: Close coordination with international product, legal, and customer success teams to ensure the seamless implementation of SaaS solutions for multinational corporations.
- Measurable Success (Business Impact): Securing excellent customer loyalty and increasing the retention rate by +20% in a competitive market environment through proactive account management and sustainable customer care.
- SIEMENS / UNIFY,SSR Large Account ManagementTELECOMMUNICATIONSMay 2010 - September 2017 (7 years and 4 months)Cologne, GermanyLong-term strategic support, consulting, and revenue responsibility for key accounts and major corporations in the highly competitive IT and telecommunications environment.
- Go-to-Market & Enterprise Sales: Successful market positioning and rollout of complex, high-explanation IT infrastructure solutions and communication systems for DAX companies and international major clients.
- Strategic C-Level Stakeholder Management: Confident navigation, relationship building, and negotiation in complex, multi-layered corporate structures – direct contact for purchasing managers, IT executives, and management.
- Value-Based Consulting: Conducting in-depth technological needs analyses to develop customized digitalization and transformation strategies that maximize the customer's business value.
- Interface & Pipeline Management: Orchestrating internal, cross-functional teams (technical, legal, pre-sales) for precise implementation of customer requirements and smooth management of lengthy sales cycles.
- Measurable Success (Business Impact): Almost doubling the renewal rate for strategically important service contracts (+48%) through proactive lifecycle management and optimized interface work.
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Education
- Strategic Further Education & Focus Cyber Security2024Strategische Weiterbildung & Fokus Cyber Security
- IT Security Manager(IHK2025IT Security Manager