Sales Manager
Resume:
To:
Subject: Please review my resume. I look forward to hearing from you.
Date: Mon, 17 Sep 2001 14:25:50 -0700Rolf M Schwarzer
*****@*********.***
OBJECTIVE
Management position in Business Development, Channel Marketing or
Strategic Alliances. Global Account Manager
for Fortune 500 Account with a High-Tech Company in the Bay Area.
PROFESSIONAL STRENGHTS AND QUALIFICATIONS
*Excel in positions where creativity, strategic planning and leadership
are essential ingredients for the
organization to achieve its vision and goals.
*More than seven years of experience in business development, recruitment
and management of business partners.
*Proficiency in establishing business relationships with the major
consulting firms, database vendors, software
application vendors and hardware manufacturers.
*Five years of experience in defining and implementing product and
marketing strategies, developing associated
business plans with P & L responsibilities.
*Sales and marketing management experience which includes the hiring of
sales professionals to establish a new
sales and marketing division.
*Fortune 500 account management experience with focus on selling,
manufacturing, distribution and financial
software solutions.
*Extensive experience in international business including working and
living abroad.
ACCOMPLISHMENTS
Defined business models and services for 3G platform and Mobile IP.
Integrated applications included Service
Management, CRM, Mediation,Billing Management and PRM to offer a "true"
convergent solution.
Established independent consulting business by negotiating teaming
agreements with consulting companies to
support major Oracle ERP software implementations and WEB projects.
Defined and implemented a business and software solutions sales strategy
for a $200M Atlanta based hardware
company and achieved a $4.5M sales target in the first year by leveraging
global business partners,
channel relationships and strategic alliances.
Developed and implemented a strategic marketing plan for IBM South Africa
gaining 10% market share in a
$125M UNIX system market in first year.
Established and maintained business partner relationships with database
vendors and the top global ISV's
to increase UNIX system sales by 100% to achieve IBM South Africa country
quota of $26.5M.
Increased sales revenue to $5.7M and surpassing quota by 71% selling
manufacturing applications to
Fortune 500 account.
EXPERIENCE
S-Technology Group,Strategic Alliance Manager (CA) 2000 -
present
IndependentERP Project and Resources Consultant (CA) 1997 -
2000
Sun Data, Inc., Director of Business Solutions Marketing (GA)1994 -
1996
Simpex International, President (CA) 1992 - 1994
IBM South Africa, Product Marketing Manager1984 -
1992
IBM Switzerland, Product Manager1981 -
1984
EDUCATION
DBM (MBA equivalent) Damelin Business Management College - South Africa
BS in Mechanical Engineering Hoehere Technische Lehranstalt College -
Switzerland
Languages: GermanCareer Highlights and Experience
Rolf's experience includes the areas of IT consulting, business
development, strategic marketing planning,
product management and marketing, and sales and sales management.
He has proven to excel in situations where creativity, strategic planning
and leadership are essential
ingredients for the organization to achieve its vision and goals.
S-Technology Group - San Jose, CA 2000-presentStrategic Alliance Manager
?Defined Strategic Marketing Plan for CC&B and OSS Platform.
?Identified projects in the emerging space for 3G, Mobile IP, Hosted
Environments/IDC/ASP, Broadband.
?Defined business models and services for 3G platform and Mobile IP.
Integrated applications included
Service Management, CRM, Mediation, Billing Management and PRM to offer a
"true" convergent solution.
?Negotiated Cisco Alliance contract for the company.
?Established Business Partner Relations with complementary NEV / NEP and
ISV Software providers.
?Responsible for the development of bundled solutions, go-to-market, press
and demand creation campaigns.
?Defined "end to end" solutions which combine partner applications with
the company's product.
?Assisted in articulating the company value proposition with partners.
?Attended extensive training for CC&B, CRM, OMS Software Products at the
company Business School for
Sales Directors.
IndependentERP Project and Resources Consultant-San Jose, CA 1997-2000
Global Oracle 11.0 Implementation
?Negotiated business partner agreement with consulting firm which focused
on Oracle implementations.
?Software needs assessment related to business processes for Oracle
implementations.
?Worked with consulting firm and project management team to ensure
effective communication.
?Negotiated business partner agreements with agencies to provide top
software implementation consultants.
?Project team recommendation which included selection process of
functional and development consultants
with appropriate skills in Financial (AR, AP, GL, OE, PO, INV),
Manufacturing (BOM, WIP) and Distribution
(OSM, OE)environment.
Also for Service Web Applications: Purchase Order, Billing System and
Supply Chain(PL/SQL, HTML and PO Web Suite).
?Implementation results are improved internal business processes and
customer interaction such as: CRM,
Supply Chain Management and e-Commerce.
Conducted Y2K seminars for community.
Sun Data, Inc. - Atlanta, GA 1994-1996Director of Business Solutions Marketing
Defined and implemented a business software solution and consulting
services strategy.
(Achieved business solution sales target of $4.5M in first year).
The new strategy would enable the company to enhance it's traditional
hardware only offering and provide
a total IT solution in concert with professional services for existing
customers and prospects.
Responsible to define appropriate business plan, which supports the
company's new direction to become
a Systems Integrator.
Consultant role to advice the CEO and owner of the company of progress, ne
cessary changes, investments
needed related to the new strategy.
Responsibilities included the hiring and management of suitable sales
professionals, assess and consolidate
existing open systems sales resources, define territories, produce a sales
plan and conduct
training sessions for the entire sales force.
Additional responsibilities included the implementation of a business
partner alliance program with software
and hardware providers who would complement the company's offering and
further
enhance it's new strategy to provide a total solution to customers and
prospects.
?Negotiated business partnership agreements.
?Developed and executed business plans with partners to drive sales of
products and services.
?Cross functional coordination within Marketing, Sales, Professional
Services, Product Management Financial
and Legal departments.
?Supported sales force to help close business.
?Developed, planned and executed channel partner marketing programs to
achieve goals.
?Built strong relationship with partner sales force by presenting and
promoting Sun Data business solution
sales strategy.
?Responsible for Marcom activities (drafting joint messaging, collateral,
press release, presentation content,
marketing events and lead generation programs.
Successfully concluded teaming agreements with major players such as
Lawson Software. Also responsible to
manage and develop major reseller alliances i.e.Oracle and HP.
Simpex International - Costa Mesa, CA 1992-1994President
Established Export Business to provide a product sourcing channel for ISM
(IBM) South Africa.
Negotiated business partner agreements with hardware and software vendors
to
provide products for export to South Africa.
Established infrastructure and administration process to ensure product
delivery.
Negotiated export licensing with relevant authorities.
IBM Corporation, Switzerland and South Africa1981-1992
Product Manager and Product Marketing Manager
for the IBM /370 system and UNIX based IBM RISC System/6000 and associated
software.
The job entailed the launch of an entire new product line, development of
marketing strategies,
business plans, resource allocation and management, budgeting,inventory
control,publicity and
press release, marketing support plan and programs,education of marketing
and sales staff,
direct sales support in the field.
Provided international product and marketing support for IBM Europe and
Africa.
Established and maintained business partner relationships.
?Appointed major global ISV's to work with IBM and offer their application
software on IBM UNIX systems.
?Introduced and managed software partner program to support major UNIX
product line pre-launch
application porting activities.
?Successfully managed new major $1M IBM product line launch by fostering
strong cross functional teamwork.
?Developed channel marketing strategy for ISV's to become a VAR for the
IBM product line which included
education and support structure for above software partners.
?Developed IBM sales strategy which encouraged IBM sales force to team
with channel Partners and and ISV's
to achieve IBM country quota of $ 26.5M
?Negotiated teaming agreements with global database vendors to offer a
total business solution to
IBM customers.
?Negotiated reseller agreements with hardware vendors to enhance offering
of IBM product line and
increase system sales.
?Responsible for publicity and press release to announce joint ventures
with business partners.
Was responsible for all Marcom activities in support of above marketing
channels which included budgeting,
funding, drafting joint messaging for collateral,product launch video
content, presentation content
and marketing events.
Account Executive
?Marketed/sold IBM mid-range and mainframe solutions to $6-billion
industrial conglomerate,
a Fortune 500 international corporation.
?Recommended and supported the IBM BSP (Business Systems Plan Process)to
enable CEO's and
Information Systems Managers to make strategic IS decisions.
?Managed groups of 5-10 people in project situations.
?Recommended most suitable financial-, manufacturing- and distribution
software solution to
win major deal for 43 computer systems.
?Improved customer relations and communications.
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