Roger Kautz

I ensure that technical products are sold.

Through clear go-to-market structures, functioning sales processes, and through my own sales in the market.

Structure beats activism. Systems create revenue.

EXECUTIVE SUMMARY

Senior Marketing Leader with over 25 years of experience in the industrial B2B environment. Focus on building, leading, and developing high-performing marketing organizations at the interface of marketing, sales, and product management.

Proven success in structuring go-to-market models, implementing clear funnel and CRM processes, and transforming marketing into a measurable, revenue-relevant function. Experience in international organizations, matrix structures, and change situations.

Complements strategic work with operational sales, especially in technology-driven environments such as robotics and automation – from acquiring pilot projects to direct sales of technical solutions.

Combines strategic clarity with operational execution strength – from positioning and demand generation to CRM, KPIs, and marketing automation, as well as data- and AI-driven approaches in marketing and sales.

CORE COMPETENCIES

• Marketing Leadership & Organization: Building and leading marketing teams, international collaboration, matrix organizations, change and transformation management

• Go-to-Market & Demand Generation: Segmentation, value proposition, positioning, campaigns, account-based marketing, lead scoring, funnel architecture

• Marketing & Sales Alignment: Integration of marketing and sales, sales enablement, pipeline transparency, joint target and forecast models

• CRM & Marketing Operations: Lead-to-win processes, marketing automation, KPI frameworks, dashboards, ROI-oriented steering

• Data & AI in Marketing: Data-based decision models, AI-supported content and analysis approaches, opportunity identification, governance & data protection