Michael Wrage

Tasks: Advising companies, focusing on developing a deeper understanding of their business, needs, and the way products and/or services are positioned and sold on the market with the objective to align all sales activities for successful growth.

Tasks: Responsible for the overall sales business of the strategically most important banks in Qatar and the largest financial institutions in the Middle East & Africa such as Qatar National Bank (QNB), Qatar Islamic Bank (QIB), Commercial Bank of Qatar (CBQ) and Doha Bank, span of control: 7 direct reports

Relocation from Germany to Qatar because my wife was delegated to Qatar (Country Head of HR / Siemens Qatar). During this time I completed an “ICF Approved Coach Training” and took a sabbatical.

Tasks: Responsible for the business development and the existing overall retail & banking service sales business (Product Related-/Managed-/Outsourcing Services) within Germany, Switzerland and Austria inside the local banking & retail industry, span of control: 8 direct reports

Tasks: Responsible for the overall SW sales business in Central Europe inside the retail industry. Interface between the retail division Central Europe and the SW division with a revenue budget of € 103 million (€ 70 million SW-license- & maintenance business plus professional services). Objective: holistic customer-oriented sales-& marketing approach to position the SW and solutions portfolio of WN. Analyzing sales potentials & opening up new markets and customers for the SW solutions (focus big deals)

Tasks: Responsible Global Account Manager for Media-Saturn Holding within the Wincor Nixdorf retail division Central Europe, leading a sale- and channel organization, selling all Wincor Nixdorf products, services and solutions along the value chain of the customers with the integration of third-party products and partner products

Tasks: Responsible for the German Pension Fund (“Deutsche Rentenversicherung”) within the IBM Public Sector Business with a revenue budget of € 25 million, selling all IBM products, services and solutions in a public environment driven by influencing different stakeholders and special tendering & contract award procedures with a strong focus on a mainframe infrastructure (zSeries, OS/390)

Tasks: Business Development Manager indirect sales channels IBM Germany, focus on volume business PC-based servers, responsible for the four largest distributors (ALSO, Actebis, Ingram & Techdata), creating annual marketing plans and quarterly targeted campaigns to increase the sale of servers in the distribution channel, but also to accelerate the sale of servers from warehouses of distribution towards the IBM-Business-Partner-Channel (Sales-In/Sales-Out)

Tasks: sales responsibility for 50 strategically important customers of IBM in growth and competitive („win-back“) markets in Germany Region South (Munich and Upper Bavaria) within the IBM SMB-organization, negotiations at top-management level (C-Level), leading a sales- and channel organization (IBM Business Partners and ISV`s) selling all IBM products, services and solutions, revenue target of 5 million Euro

Tasks: performance of all functions of the Territory Manger & Sales Manager, representation function towards IBM business partners and customers

Tasks: responsible Account Manager for Southeast Germany (Munich and Upper Bavaria) within the IBM SMB-organization, leading a sales- and channel organization, recruiting and building up Business Partner and ISV relations, selling all IBM products, services and solutions to 500 enterprise & competitive accounts, mainly automotive and electronic industry, wholesale and retail trade, revenue target of 9 million Euro, single-deal-sizes between 50.000 EUR to -1 million EUR

Tasks: responsible for 5 sales regions in Northern Germany (Hannover, Hamburg, Kassel, Berlin, Leipzig) and two separate sales initiatives (D21 & PLM) within the IBM SMB-organization, professional and disciplinary lead (acting) of six cross-industry sales teams, opportunity-pipeline assessment & forecast responsibility, leading a sales- and channel organization with a revenue target of 70 million EUR, span of control: 14 direct reports

Tasks: building up a sales organization, acquire new PLM customers within Germany, generating new business with PLM SW products (CAD, CAE & PDM) focused on engineering offices, the automotive / aviation industry, preparation & implementation of marketing activities to attract new customers (target group definition, involvement & controlling of marketing agencies), find & hire new employees, revenue target of 3 million EUR

Marketing