SentinelOne

Manager Channels, Alps, Eastern Europe & Central Asia

Tanium

Tanium 

Managing the 2 Tier GTM strategy in EMEA Central. I help Businesses to build and deliver IT Services that are based on the disruptive Linear Chain Tanium Architecture. We enable real time visibility and control for organisations in their entire IT environment.

- Building our RTM over Integrators, MSSP and Consulting offerings
- Building and coordinating the Marketing Plan for the Region
- Building solid GTM execution over Best Practice
- Helping Partners reach their growth targets

Director Channels

Palo Alto Networks

At Palo Alto Networks, we work hard to help our customers protect their most important assets from cyber threats, by providing a fully integrated Enterprise Security Platform.

Managing the whole GTM strategy in Switzerland, Austria and Liechtenstein. My initial duties were focused on setting up a functional channel apparatus, with performing distribution partners and a set of strong innovation leaders in the main regions and verticals. Building on consistent growth, the role then evolved into a broad channel management and development role, aligning our teams’ sales effort and marketing activities.

-	Delivered consistent > 35% YoY growth every FY (outpacing the market average at 6%)
-	Set up a solid distribution structure in both countries
-	Recruited, trained and managed a set of focus partners to sustain growth plans
-	Grew channel landscape from 3 to 74 Partners in the region
-	Created the “Alps Executive Club” a group of Executives that meet once a year in Amsterdam
-	Created the initial partner business plan format for EMEA

Channel Business Manager Switzerland & Austria

Freelance

Managed several business consulting mandates from the IT, Corporate Communication and Event Management (MICE) and FMCG industries. My primary aim is to support the adoption of prospective processes for organisations. Derivative activities from Scenario Planning approaches led to mandates such as:

- Competitive analysis and self assessment
- Design thinking workshops to support product or process innovation
- Sales strategy (Value Selling) and organisational change management
- Understanding, assessing and design of systemic business ideas

Some concrete outcomes include:

- Enabled Event Management company to build a comprehensive market & industry understanding which led to the definition of a new strategy;
- Sales transformation for an IT services company to move the sales crew toward "value selling"​ adoption;
- Set new KPI’s for sales performance measures, adapted to the new organisation
- Led design thinking workshops to support new product creation and design for IT Services company.

In parallel I completed the writing of a master thesis oriented on innovation and knowledge channeling in corporate environments. Understanding the nature of organisational knowledge and the dynamics of learning is essential to promote innovation. More importantly, the learning organisation is a central tool to address our system's growing complexity and to enable strategic prospective capabilities in a fast paced environment.

Freelance Business Consultant

Symantec

As a member of the Swiss management team, I built and managed the team responsible for both direct and indirect revenue generation in the territory. In 4 fiscal years, the annual average revenue of my territory was multiplied by 3.

- Achieved 122% of sales plan (average FY11-12-13)
- Enterprise sales management
- Direct sales, customer acquisition & competitive take-outs
- Built and maintain strong relationship to key accounts C-Level managers
- Designed and implemented specific strategies and tactics to achieve sales target
- Recruit and manage a cross-functional sales team
- Assess skills and coach to develop full potential
- Plan all marketing activities on the territory
- Keynote and technology speaker, internally and externally
- PR trained and authorized
- Central european region management team

Sales Director Western Switzerland

- Planned and executed the channel strategy on assigned territory
- Acquired 13 new VAR partners to support growth plan
- Channel sales enablement
- Developed and delivered sales trainings
- Supported 5 partner specialization initiatives

Senior Channel Manager

- Managed a set of 7 strategic business partners
- Including VAR's, LAR's and one Global strategic partner
- New business development & customer facing support for partners
- Channel sales
- Delivered sales enablement and technology trainings
- Developed long lasting business relationships on C-level
- Supported planning and execution of marketing strategy
- Achieved significant growth (on average +47% revenue YoY with assigned partners)

Partner Account Manager

Darest Informatic SA

At Darest I held a typical IT integrator sales function, mixing key account management activities as well as business development tasks. Develop the wallet share within strategic accounts and acquiring new customers.

- Customer acquisition and development
- Team lead
- Business development
- Upsell & Cross sell
- Project management
- Key account management
- Solution integration & solution selling

Key Account Manager

ALSO Schweiz AG

My primary assignment at ALSO was the development of a new business unit focussed on retail customers. I’m also actively involved in the design of new processes and services which fit best to this particular segment’s needs. My secondary assignment was account management and business development within our well established base of B2B IT reseller customers.

- Established ALSO as the clear market leader in the retail segment
- Recruited and educated the shop promoters for Packard Bell products
- Learned best practices in both B2B and B2C schemes
- Channel sales

Account Manager

Proven and successful senior Sales leader with a track record of building high-performing sales & marketing teams. Skilled in developing customer pipelines through strategic planning and tactical execution over both direct and indirect approaches.

Results and people driven sales manager with proven ability to drive and sustain top-line revenue growth, open new markets, and gain market share against aggressive and established competition.

Effective manager of sales and business development and marketing professional. Ability to attract top talent and build a bold and high-performance organization.   At ease in multicultural, multilingual matrix-based organizations.

Developed a strong network of Cyber Security Professionals and C-Level Executives, with over 20 years of market presence.

🇦🇹 Vienna Calling! Herzlichen Dank an alle Partner, die gestern den Weg ins "Haus des Meeres" zu unserem österreichischem Partner Kick-Off gefunden haben.

Nach ausführlichen Business- und technischen Updates ging es weiter zu einem geselligen Cocktail-Workshop und Abendessen.

Nächste Woche: Endspurt und Warschau und Prag!

Manuel Wolf Roland Stritt Tamara Schober Dr. Gregor Klos Laura Garrido 👩‍💻

#channelfirst
#cybersecurity

Manuel Wolf

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