Neptune Software

Overseeing global strategic collaborations with key software and ecosystem partners to drive innovation and revenue growth. Working on the development of joint Sales-Plays and ecosystem-lead growth

Director Technology Partnerships

Helping partners find commercial success in delivering business process transformation outcomes within the SAP IT Landscape

Senior Channel Manager

B2B Berlin

WHAT WE DO:
We bring together a community of the most disruptive B2B tech companies and collaborators in Berlin. We provide them a space to show off the most exciting products and startups in the business, and a network where like-minded people and business can connect and learn from each other in order to accelerate the growth of the entire industry.

WHY IT MATTERS:
Up until now Berlin has been mostly a B2C city; all the unicorns have been consumer oriented companies like Rocket, Ableton, and Soundcloud. But that will change. B2B will take off like it did in Silicon Valley; it’s only a matter of time before Berlin sees it’s own Oracle or Salesforce, but it won’t happen unless we build an environment capable of creating one. That’s exactly what we’re making with B2B Berlin.

MY STORY:
I spent a long time working in tech events in New York; a city with a truly developed B2B tech industry and community. I moved to Berlin only to discover that while there is a fledgling industry, there was no community for enterprise-oriented startups. And because it turns out you really can’t have one without the other, my co-organizers and I sought to finally create the community.

WHO I AM:
I’m the loud American guy who goes to parties and somehow knows and introduces everyone. It just so happens that this has turned out to be incredibly useful when it comes to business community development.

SPECIALTIES:
startup business development | community networking | event management | public speaking

Founder / Co-Organizer

Pavilion

Pavilion is a private members-only organization consisting of top senior commercial leaders in major cities worldwide.

Our community is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community where Members can openly discuss business-critical issues with the comfort of privacy and confidentiality.

Executive Member

Partnership Leaders

Partnership Leaders is the industry association for Partnership/Channel/ Alliances/Business Development leaders.

Member

parcelLab

• Grew earnings from 0 to $4m ARR from Partner Sourced Revenue
• Recruited and managed global technology alliances teams
• Launched successful partnerships with SAP, Salesforce, Zendesk, and more
• Expanded product portfolio through partner integration offerings and sales plays

Global Director, Technology Partnerships

WHAT I DO:
• Lead channel growth from startup through its acquisition by SAP
• Increased partner-sourced revenue by over 300% YoY for 2 consecutive years
• Achieved the fastest partner adoption of any LoB ever at SAP
• Built and scaled alliances with global and regional SIs

Head of Channel, EMEA: SAP Signavio

WHAT I DO:
I design partner programs that can be scaled and executed repeatedly across global teams with diverse Partners in disperse regions. That means focusing on creating the right incentives and right enablement to help scale and ramp-up in-house teams as well as enabling strategic partners as effectively as possible. Whether they boutique consultants, GSIs, or the Big 4 I ensure they understand how to effectively work to grow their own business with Signavio.

SPECIALTIES:
Channel Management | International Business Development | Sales Operations | Sales Enablement

Partner Program Specialist

Spryker

WHAT WE DO:
We enable system integrators to acquire more business by building coordinated Go-to-market strategies and leveraging best-in-class technology to win projects that would otherwise be resource-prohibitive to tackle

WHY IT MATTERS:
Systems Integrations is becoming increasing more commoditized and it's becoming harder than ever to stay competitive in finding new business while avoiding a race to the bottom line. I find new partners and work with them to use new technologies which enable quicker integrations, larger sales, increased margins, and greater employee satisfaction.

MY STORY:
I've spent years building strategic partnerships with Systems Integrators across Europe by taking the time to truly understand their business, their employees, and maximizing their synergy with new technological solutions.

WHO I AM:
I’m the guy you go to to ensure you have the tools and people ready to conquer new markets and larger customers than ever before

SPECIALTIES:
international growth | strategic alliances | business planning | sales and technical enablement

International Channel Manager

Perdoo - Enterprise Goal Management

WHAT WE DO: 
Perdoo makes your organisation predictably more successful. We allow your full workforce to manage, track and align their Objectives & Key Results, so your organisation is ready to run at Google speed.

WHY IT MATTERS:
Companies with large departments have a serious lack of transparency into how their teams are tackling projects on an individual level, slowing down the rate of progress for the company as a whole. We make it easy for companies to increase transparency and alignment to accelerate the speed of project management, implementing feedback, and discovering best practices.

WHO I AM:
I’m the kid who spent too much time with Legos all grown up; I’ve got a passion for taking apart existing systems and using the latest equipment to rebuild them into something stronger, faster, more profitable, and a whole lot more pleasing to use. I want to help equip companies with the tools they need to be able to recognize and implement their own cutting edge solutions.

SPECIALTIES:
OKR Management | feedback implementation | project management | Enterprise goal management | Business Strategy

Director of Sales

Minodes - A Telefónica NEXT Company

WHAT WE DO:
We measure in-store customer patterns and online consumer behavior, which helps retailers better target their programs and stores to their customers as well as retargeting those customers across more channels than ever before.

WHY IT MATTERS:
There’s no Google AdWords for physical stores. Retailers lose millions of dollars each year because they can’t effectively plan how to market their programs, design their omnichannel platforms, and accrete customers onto those channels. We not only make it possible, we make it easy.

MY STORY:
I’ve spent time working closely with McKinsey consultants and brands like Ecco, XXXL, and Hilti who are struggling to achieve and maintain revenues with millennial consumers. I’ve been helping them figure out who their customers are, what they want, and the most effective ways to reach out to them. My mission is to help bring physical retail into the 21st century and enable profitable and desirable shopping experiences.

WHO I AM:
I’m the kid who spent too much time with Legos all grown up; I’ve got a passion for taking apart existing systems and using the latest equipment to rebuild them into something stronger, faster, more profitable, and a whole lot more pleasing to use.

SPECIALTIES:
omnichannel customer accretion | online and offline advertisement retargeting | store design and staffing optimization | eCommerce development

Lead International Sales Manager

Six Flags

I worked on joint promotions between Six Flags and several major name brands to produce in-park advertisements and events.

Corporate Alliances

WHAT I DO:
➢ I help scale-ups with established direct sales funnels build new indirect customer acquisition channels that drive incremental pipeline, secure bigger deals, drive down customer acquisition cost, and increase customer-life-time-value

HOW I DO IT:
➢ I build go-to-market ecosystems around large ISVs and GSIs that are already driving customers' vendor selection, procurement, and service delivery. By tapping into my personal network from managing previous alliances and experience through multiple M&As with these companies, I build partnerships with them where they are commercially incentivized to push your products onto their existing customers.

BOTTOM LINE:
I build ecosystem-led growth engines; commercial relationships with the world's largest providers that will make it a no-brainer for customers to procure your solutions as part of their ongoing digital transformations, and so deeply integrated into them that churning becomes near-impossible.

WHAT YOU CAN DO NEXT:
Are you at the stage of growth where your company has validated that partnerships could make sense, but don't know how to launch them with the big players? Send me a message and we'll see if I can help you get them off the ground.

AREAS OF EXPERTISE:
International Growth | Strategic Alliances | Channel Management | Sales Enablement

Greg Greenberger

advasolutions

Sales Manager Solutions

vidby

Translation is communication and extending the message's reach out to the world. But translation is also quality, speed and costs. Especially quality matters and AI enables automated translation quality on a new level, for just a fraction of original costs. Of relevance to pitch vidby's benefits were an initial target market identification and a market entry strategy for AI-powered translations and dubbing. In addition, strategy implementation, network building to video content creators and sales, primarily in the large enterprise environment.

Senior Manager Sales Business Development

jambit GmbH

Expanding jambit's footprint and branch expertise in the German energy sector were the Business Relations Energy manager's goals in this position. Based on an extended, self-created market analysis, an energy value chain related segmentation and several energy market expert discussions suitable use cases were defined. Prospects for individual software engineering and IT consulting were contacted, technology expertise and methodological competence were positioned, and new sales opportunities were identified.

Business Relations Energy

TeamViewer

The role's essence: First sell into SAP before you can sell to SAP customers. 
As assisted reality application and GTM-specialist, I took over the set up of TeamViewer's Endorsed Apps alliance with SAP for EMEA business region. This meant working out the cooperation's money-making benefits, the quick identification of relevant sectors, market opportunities and low-hanging fruits, creating a SAP contact network, and get endorsement for co-selling into SAP's customer base.

Sr. Business Development Manager

Being acquired by a large enterprise is always a challenge. The director's job is not just about finding a way in a new structure and culture. It is about integrating your own start-up team into a complex environment. It is about synergyzing solution sales approaches with product sales routines. It is about educating IT sellers to process-focussed operational technology and expanding the sales power to new opportunities. And it is about strengthening your group's raison d'être.

Director Solution Sales Frontline

Ubimax

Getting a late-evening call from a company's founder and being asked to take over responsibility for a global-acting sales team was the biggest professional honor I ever got. Achieving above target results, company growth, providing leadership and integrating solutions and the sales team into TeamViewer were my thanks to Jan, Hendrik and Percy for this can-do opportunity.

Vice President Sales

Role's name changed due to more international standards. 
Tasks are still the same.  
Qualification rises. 
And results expand!

Director Channel Sales

Balancing the interests of the partner and the company's own goals is known to be the greatest challenge in channel sales. Building a new indirect channel requires more from managers than just assertiveness and a feeling for the partner's situation or its challenges. It requires expertise in the technology and its operational use. It requires ideas to make the program beneficial for both. It requires enablement and coordination. And it requires positive results.

Head of Partnerships

Back to the roots and combining logistics with modern and innovative Augmented Reality technology. The result: The first commercially and globally used vision picking solution for manual order picking. My personal benefit: Becoming a subject matter expert and consult prospects in how to adopt solution's smart glasses hardware, its process flow, its UI, its ways of interaction and its IT integration to their operational approach. And along that way, how start-ups set-up CRM solutions, digitalisze their sales processes and extend their reporting.

Business Development Manager

metaio GmbH

Take the challenge!
Leaving a secure and well paid ISV environment and discovering a start-up world for Augmented Realiy technology. A high risk? Of course, but also a big chance to become an expert in how to innovate industrial operations with digital information, superimposed in the user's vision. The proof: Sales success and several invites to conferences and exhibitions in order to speak about AR use cases and represent metaio. 
Unfortunately, Apple Inc. aquired metaio and they had no use for industry sales managers.

Senior Business Developer Industrial Solutions

KRATZER AUTOMATION AG

Searching for further TMS business opportunities and initial sales successes in retail industries made me awarded with the 'KRATZER Excellence Award'. Land and expand in selected niches, become visible as brand and adoptable solution, and achieve a customer's trusted advisor for last mile transport planning and execution were major milestones in my first GTM.

Business Development Manager / Senior Sales Manager

Career progression is the logical consequence of hard work, success and visibility. Taking over branch responsibility for the European postal market made me acting more international and gaining know-how in KEP market and public tender management.

Senior Sales Manager

Being able to map IT expertise and operational transport processing for selling into new labels became of relevance first time. Creating a big picture of a future, european-wide transport management solution for freight forwarder's last mile made me specializing into driver social legislation and SCM processes as well.

Key Account Manager

It's nice when your performance leads to a job offer from the supplier. And it's even nicer, when you are taking care on your former colleagues and future soluton features, to make the TMS more successful.

Project Manager

IDS Logistik GmbH

Career start in transport logistics. You can't get more insights into IT, transport processing, last mile execution, stakeholder relations and project management.

As digitization and logistics expert, I offer more than 20 years of professional experience in promoting and selling complex IT solutions. External stakeholders and employers equally benefit from my extensive business process know-how, my understanding of advanced technologies and my ability to combine both for individual benefits. Working with customers and partners as well as with colleagues to achieve above-average values motivates me and sets me apart.

taplio

The Battle

Greg Greenberger

Axel Lechler

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