Joerg Eberwein

Counsel to the board of the Mainframe Beratung AG, supporting the company at spinning off a new entity for product based business. On-boarding of first OEM partner for this product company. Business consulting for go-to-market, product positioning, licensing, pricing and legal aspects (EULA, redistribution agreements). Sales and Pre-sales support.

Overall responsible for ownCloud´s partner engagements worldwide. Definition and execution of ownCloud´s global Channel Partner Program. Managing ownCloud´s channel partner ecosystem with around 160 global resellers, driving ~85% of ownCloud´s annual turnover. Definition and execution ownCloud´s global Technology Partner Programm, working with strategic ISVs/IHVs for driving IT-infrastructure integrations with owncloud and providing certified, SLA based solutions for our customers.

Heading sales and business development at Kopano for the DACH region. Managing Kopano´s reseller channel with more than 350 active partners in the region, responsible for about 60% of Kopano´s overall turnover.

Co-Founder and shareholder of SERFIDES GmbH Established relationships to strategic partners and market influencing organizations and accelerated market entry. Defined product and service offerings and conceived a scalable value based pricing model. Formulated vertical go to market tactics and created sales playbooks. Repeatedly trained and bolstered sales and marketing teams as executive sponsor and subject matter expert in customer situations at all management levels.

Turning around decreasing revenues and market share in the SUSE mainframe business by creating a package of measures and heading it´s execution. Launched new offerings and drove long term marketing campaigns. Tailored product pricing corresponding to current technology and market trends. Extended the OEM business into the Cloud Service Provider (CSP) market. Contrived, implemented and operated a highly lucrative sales program (SUSE Cloud Program) with accounts like e.g. IBM, Amazon WS, 1&1 or Microsoft.

Developed a virtualization product- and portfolio strategy to position Novell as major virtualization player at the marketplace and enabled cross- and up-sell opportunities. Led product management and directed product development for the Novell Vitualization Platform (NVP), a low-footprint hypervisor solution with management suite.

Established and maintained executive level relationships between both organizations and developed a client focused, strategically interlocked partnership. Identified and addressed business opportunities and optimization potential with mutual go to market activities. Leveraged best practices to multiply local successes. Beaconed and supported matrix organized technical, marketing and sales teams worldwide to capitalize on joint solution deliveries and campaigns. Boosted revenues and awareness to new levels.

Designed and rebuilt a flexible program framework, facilitating future strategic program enhancements. Factored in existing contractual obligations and streamlined partner conditions. Renegotiated agreements and migrated existing partners into the program. Led matrix organized sales teams and partner executives across all geos and regions.

Novell acquired SUSE in 2004. Championed as change manager to partner facing departments in the post merger phase. Acted as liaison officer between both organizations. Ensured to not loose key knowledge and assets during integration period. Led local teams on an interim basis. Counselled strategic alliance teams on incorporating Linux into their account plans and as subject matter expert backed them up with business development and pre-sales support.

Planned and aroused SUSE´s Technology Partner Program. Headed a team of 11 direct reports (9 Technical Account Managers, 2 Partner Managers). Initiated multiple strategic co-operations helping ISV partners to port and migrate their software to Linux. Instituted the Software Integration Center with IBM, resulting in continuous certification and supportability of all IBM Linux software and staffed the Linux Lab at the SAP headquarters. Led the strategic alliance with INTEL in EMEA.

Contrived and brought the SUSE OEM business to life. With introduction of the OEM program established a new route to market for the company. Led 2 program managers as direct reports. Focused on german speaking countries. Recruited and signed up more than 45 sales partners in year one. Drove revenues far beyond plan.

Research in Colon Cancer, DNA analysis, Protein analysis, Cloning, PCR etc.

Achieving Channel Leverage Influencing Partnbership Outcomes

Comprises: Certificate of Sales Excellence - Strategic and Conceptual Selling Certificate of Sales Excellence - Large Account Management Process Certificate of Sales Excellence - Negotiate Success Certificate of Sales Excellence - Securing Strategic Appointments

Grade: Score 98 / 100 - graduated as best-in-class Activities and societies: Marketing, Sales, Projectmanagement People & Team Management

Diplomarbeit in Organischer Chemie