HEINER KRUESSMANN

Work History

Head of Sales Ionnet

IonNet Computer GmbH

10.2024 - Current

Head of Sales at IonNet Computer GmbH, a leader in Edge AI, Cybersecurity, and High-End Computing, contributing over 25 years of sales and business development expertise.
Spearheaded a critical sales turnaround strategy, resulting in a 100% revenue increase (doubling revenue) within the first 12 months.

Director Sales NCEE (North - Central - Eastern - Europe)

Medallia

08.2023 - 10.2024

Large Account Director (Deutsche Telekom, Congstar, T-Mobile)
Promoted to Director Regional Sales Enterprise, build up a team, define Go-To-Market and drive success

Chief Sales Officer

Voksa Saas

08.2022 - 10.2023

Architected and implemented a new Go-To-Market strategy that drove 40% year-on-year client growth and a 25% increase in sales revenue (2.5x)
Leveraged industry expertise (AR/VR, Metaverse, Speech Tech, AI) to build the ecosystem, negotiate, and close a growth-critical partner contract with Creneo.
Implemented a working forecast process. The Fico System is the smartification of the economy, AR/VR implementation, Metaverse, speech tech, AI.

Vice President Sales EMEA

LumenVox LLC

08.2021 - 07.2022

Drove aggressive EMEA expansion, achieving regional sales growth from a near-zero base and securing over €10M in contracts with top CCaaS providers (Genesys, Talkdesk, Avaya)
Heading the Sales with one common goal - growth.
Target verticals: Telecommunication Industry, Financial and the partner Eco System with SaaS, Cloud Software, APIs, API Platform, Integration Software
CCaaS Cloud native solutions Won contracts in the Top CCaaS provider in EMEA (Talkdesk, Genesys, Avaya, Netcall).

Director Sales Central Europe

Nuance Communications

08.2016 - 07.2021

In charge of building and successfully build up a team across the region with dedicated verticals. Focus on 1ECOs (Deutsche Telekom, Vodafone, Telefonica).
Automotive OEMs with VW, Mercedes, Bosch, Corner Markets at Digital Engagement, AI, Security / Fraud Cyber Security Services / Environment
Delivered 13% revenue growth in Central Europe's sales revenue and increased competitive wins by 20% in target sectors Streamlined sales operations, resulting in a 43% improvement in sales support efficiency.
Developed a regional customer-centric approach to optimize sales and designed a customer engagement strategy to help maximize customer satisfaction.

Director Sales Central Europe

Cyera

01.2013 - 12.2016

In charge build up business successful from zero to multi-million Dollars. Define and execute the Go-To Market strategy, recruit network of partner, win direct business. Working together with strategic partners as System Integrators.
Focus of the Cyara Solution is the area of Security and automated testing Won major accounts like Swisscom, Deutsche Telekom and FEDEX with Cloud.
Based and Professional Services
Developed and implemented a sales strategy which drove growth from zero to multi-million dollar revenue in Central Europe region within two years. Recruited a partner network and secured direct business with customers such as Swisscom, Deutsche Telekom, and FEDEX through cloud-based and professional services solutions, with a focus on security and automated testing.
Increased revenue in Central Europe by 30% in the first year, resulting in installed base of more than 50 customers.

Director Sales Central Europe

Voxer

01.2012 - 12.2013

In charge to build up Voxer business in EMEA - IVR - contact center market.
Define the Go-To-Market, recruit partners and end customers.
Generated 60M Euro revenue within 12 months, acquired 5 major partner accounts and deployed 2 IVR projects in Central Europe. Developed and implemented a comprehensive business development plan to expand the customer base in the region.
Increased revenue by 48% within six months by implementing strategic sales initiatives and establishing personal contacts with major clients.

Director Sales Central Europe

AudioCodes

01.2010 - 12.2012

In charge to build up the Enterprise business in Europe, promotion of 4 stars, 6 months of work, always overachieved as the only European Enterprise Sales.
Director, in the area of contact centre vendors (Genesys, Interactive Intelligence, Avaya), System Integrators and end customers across DACH. Define Go-To-Market, recruit Distributors, System Integrators for the Enterprise market.
Established strategic plans and drove new business initiatives to achieve sales targets; identified and cultivated target accounts, campaigns and product pitches in the Enterprise market with a focus on contact center solutions. Achieved an increase of over 74% in yearly sales revenue and increased the market share of contact center vendors from 15% to 37%.

Director Channel EMEA

Alcatel-Lucent

01.2007 - 12.2010

In charge for program and channel marketing Security Solutions via partners. Technology and the associated Service Provider Market. Successfully migrated the former Lucent Business partners in the new company world. Revenue run rate. 200 Mio $. Responsible for 4 direct headcount and a further 15 on a matrix basis (in country sales).
Developed program and channel marketing programs for Enterprise and Service Provider Market, successfully migrated former Lucent Business partners into new company world, resulting in 200M USD revenue run rate and overseeing 4 direct headcount and 15 individuals on a matrix basis in country sales.
Optimized team's performance through effective collaboration between direct and matrixed roles, which consistently monitoring KPIs, ultimately leading to a 25% improvement in target metrics.

Director Sales Security EMEA

Lucent Technologies

01.2005 - 12.2007

Planned, built and ran the Security go-to-market. Built the necessary program, essentials, selected the portfolio, recruited reseller and distributors including Wick Hill, Kewney, MicroBR and Afina. Built up the revenue to 20 Mio $. Globally run youth security solutions. Awarded with achievements for outstanding contribution to Lucent's Business.

Director System Integrators EMEA

Enterasys Networks

01.2003 - 12.2005

Set up and ran a dedicated program for key Partners, like IBM, Lucent.
Technologies and Siemens. Negotiated a successful global contract with Siemens and rolled it out, ramped up the revenue to 30 Mio $.
Established and managed a network of System Integrators throughout Europe, Middle East, Africa, Asia and Latin America achieving sales growth of 30% and a revenue of 30 Mio $.

Director Key Accounts Central and Eastern Europe

Enterasys Networks

01.2000 - 12.2003

Network former Cabletron Systems, Member of the board.
Built a team of key account managers, selected and won key accounts by direct touch in the telecommunication and transport vertical industry, ramped up the business to 15 Mio $. Awarded as top 10% overachieved customer wins.
Assessed and managed a team of key account managers and personnel, deploying direct touch campaigns to acquire key accounts in the telecommunications and transport vertical industry, ultimately achieving an annual increase in sales of 15 million USD, awarded with the 10%+ overachievement club.

Regional Director Germany West

Cabletron Systems

01.1997 - 12.2000

Creating the strategy and building a key account team which generated from $12 million per annum. Overachiever and member of President's club.
Developed strategic and tactical plans to expand business in Germany West, resulting in a 65% increase in sales and a customer satisfaction index of 95%. Formulated customer development programs, strengthened relationships with existing clients, and acquired new customers.

Account Manager Germany West

Cabletron Systems

01.1994 - 12.1997

Personally won Key Accounts building up a region from $0 - $4million per annum - overachieved and qualified for President's Club.
Guided key accounts by implementing strategic pursuits and analytics-based plans, contributing to a total region increase of $4 million per annum in sales and a 40% increase in market share.

Summary

Overview

Work History

Head of Sales Ionnet

Director Sales NCEE (North - Central - Eastern - Europe)

Chief Sales Officer

Vice President Sales EMEA

Director Sales Central Europe

Director Sales Central Europe

Director Sales Central Europe

Director Sales Central Europe

Director Channel EMEA

Director Sales Security EMEA

Director System Integrators EMEA

Director Key Accounts Central and Eastern Europe

Regional Director Germany West

Account Manager Germany West

Education

Master of Business Administration (MBA) Executive Program - Minor in Investor Liaison, Venture Capital

Master of Business Administration (MBA) - undefined

Master in Electronics - undefined

Skills

Timeline

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