Claudia Lemme-Fabian
Burg (Dithm)
Übersicht
3
3
Languages
1
1
Certification
9
9
years of post-secondary education
38
38
years of professional experience
Berufserfahrung
Channel Sales & Distribution Manager
Check Point Software Technologies GmbH
Ismaning
2024.01 - Current
- Further development and expansion of the distribution to win new partners, know-how transfer and transmission of innovations, weekly update call on status (BDM, sales).
- Act as a link between sales, partners and distribution.
- bi-weekly reviews on sales development.
- MDF-supported events to attract partners and expand the pipeline.
- Built new business and long-term strategic partnerships to drive customer acquisition and generate revenue (1:3 pipeline growth).
- focus on new technology & services (MSSP) in the partner eco system
- Targeted certification and training of partners at product level&processes.
- Supporting partners in proposal preparation, sizing&pricing, order maintenance and system maintenance.
- Optimized sales methods (MEDDPICC) to win, develop and retain customers in the best possible way.
- Preparation and elaboration of business plans with quarterly review and evaluation (QBR).
- 6-12 Month Forecast (Clari).
Channel Sales Manager (TAM)
Check Point Software Technologies GmbH
Ismaning
2023.05 - 2023.12
- Identify new customers and develop existing customers (1000 - 10,000 employees) upsell & cross sell, develop a business plan with strategic development and expansion
- Optimised sales methods to best acquire, develop and retain customers (MEDDDPICC).
- Compiled sales, revenue and expense reports to set realistic forecasts.
- Delivered personalised customer service to match specific needs, upselling and cross-selling.
- Coordinated with marketing team to promote brand, sales and campaigns.
- Coordinate & Attended customer appointments to sell products and services.
- Work closely with channel partners and drive marketing activities.
- Lead Management.
- Generate 4X qualified pipeline to the quota for conversion into revenue.
- SFDC data maintenance.
- Provide accurate quarterly, monthly, and weekly forecast on deals
Initialization and monitoring of test scenarios. - close cooperation with pre-sales and customized demos.
- Shared experience and trained colleagues.
Territory Account Manager
Check Point Software Technologies GmbH
Ismaning
2021.05 - 2023.04
- Achive and exceed quota for assigned Accounts.
- Up-sell into existing accounts and/or win new customer
- Proactively prospecting to identify new contacts and opportunities (search engines, LinkedIn, social media, business indexes) also cold calling activities.
- Work closely with channel partners and drive marketing activities.
- Increasing partner efficiency and performance.
- Qualify the needs of new business prospects by understanding the security environment challenges, timelines and budget.
- First-level contact for customers and partners regarding new product releases, licensing programs while identifying up-sell and cross-sell potential.
- Achieve high sales activities on a daily and weekly basis.
- Conduct virtual demos and meetings.
- Generate 4X qualified pipeline to the quota for conversion into revenue.
- SFDC data maintenance
- Provide accurate quarterly, monthly, and weekly forecast on deals.
- Initialization and monitoring of test scenarios.
- Close cooperation with pre-sales and customized demos.
Territory Account Manager
Sitecore Deutschland GmbH
München
2020.07 - 2021.04
Senior Inside Sales Manager SMB DACH & CE
Drivelock SE
München
2018.06 - 2020.06
Senior Inside Sales Manager Midmarket Germany
Citrix Systems GmbH
München
2008.01 - 2018.03
Inside Sales Manager
Axis Communications GmbH
Hallbergmoos
2007.04 - 2007.11
Key Account Manager
NTS AG Grambach, Austria
2000.01 - 2007.03
Inside Sales Manager
Debis Systemhaus CAE VertriebsgesmbH & CoKG, Graz Austria
1998.01 - 1999.11
Billing Clerk
ASA Abfallservice AG, Graz Austria
1995.01 - 1998.01
Technical buyer
Vianova Kunstharz AG, Graz Austria
1994.01 - 1994.12
Technical buyer
Dynamit Nobel Wien GesmbH, Leibnitz Austria
1989.01 - 1993.12
Ausbildung
Industrial Clerk -
Gebrüder Assmann GesmbH
Leibnitz 1986.01 - 1989.01
Business Academy -
Business Academy
Leibnitz 1984.01 - 1986.01
Middle School
Leibnitz 1980.01 - 1984.01
Primary School
Leibnitz 1976 - 1980
Kompetenzen
- Salesforce CRM: Advanced skills and expertise (Pipeline&Opportunity Management, Reporting)
- Clari (Forecast, Reporting)
- Advanced skills in Microsoft Office programs, especially Excel, Powerpoint, Outlook, teams, MS Dynamics
- Sales techniques (MEDDPICC)
- Sales goal attainment
- Presentations and proposals
- Relationship Management
- Business development
Languages
German
First language
English
Proficient
C2
Italian
Beginner
A1
Characteristics
- highly self-motivated self starter
- Social skills
- Decision-making competence
- Enforcement
- IT Networking & Security skills
- quickly adopting new CRM and sales systems
- Team orientation
- Customer&Partner orientation
- Problem solving skills
- Motivation skills
- Reliability
- Sense of responsibility
- Ability to work under pressure
- Flexibility
- Sustainable
- focused
- Always willing to learn
- Friendly and open personality
Hobbys
- Golf
- Fitness
- Yoga
- Spinning
- MTB
- Pet
Zertifizierung
2026 Professional Presentation skills
2021 - 2024 Cloud Sales Ninja & CPSC
2021 - 2024 MEDDPICC (1 - 4)
2020 Miller-Heiman method strategic selling
2019 - 2018 DCSP (Drivelock Certified Sales Professional)
2008 - 2017 CCSP (Citrix Sales Professional, annual certification)
2016 Dale Carnegie: Telesales Training
2015 Wilson Learning: Counselor Salesperson
2013 Dale Carnegie: Leads Qualification
2012 Dale Carnegie: Sales Training for Citrix
2009 Eric Breadner: Training Presentation Skills
Zeitleiste
Channel Sales & Distribution Manager
Check Point Software Technologies GmbH
2024.01 - Current
Channel Sales Manager (TAM)
Check Point Software Technologies GmbH
2023.05 - 2023.12
Territory Account Manager
Check Point Software Technologies GmbH
2021.05 - 2023.04
Territory Account Manager
Sitecore Deutschland GmbH
2020.07 - 2021.04
Senior Inside Sales Manager SMB DACH & CE
Drivelock SE
2018.06 - 2020.06
Senior Inside Sales Manager Midmarket Germany
Citrix Systems GmbH
2008.01 - 2018.03
Inside Sales Manager
Axis Communications GmbH
2007.04 - 2007.11
Key Account Manager
NTS AG Grambach, Austria
2000.01 - 2007.03
Inside Sales Manager
Debis Systemhaus CAE VertriebsgesmbH & CoKG, Graz Austria
1998.01 - 1999.11
Billing Clerk
ASA Abfallservice AG, Graz Austria
1995.01 - 1998.01
Technical buyer
Vianova Kunstharz AG, Graz Austria
1994.01 - 1994.12
Technical buyer
Dynamit Nobel Wien GesmbH, Leibnitz Austria
1989.01 - 1993.12
Industrial Clerk -
Gebrüder Assmann GesmbH
1986.01 - 1989.01
Business Academy -
Business Academy
1984.01 - 1986.01
Middle School
1980.01 - 1984.01
Primary School
1976 - 1980