Michael Graetz Email & Phone Number

Munich, Bavaria, Germany

Engaged with a portfolio of start-up companies in various industries, such as Healthcare, Cybersecurity, Surveillance, etc. to identify market differentiation and build a GTM strategy to enter new markets.Used my 20+ years of leading successful sales teams to identify how to prioritize and approach customers, lead with business outcome benefits and support the sales teams to execute the strategy and overdeliver on the company goals.Advised on channel strategy to define the best match between partners and the vendor to truly deliver win-win partnership, inc. working with MSSP (sale-to & sale-with), Regional partners, vertical expert partners, GSIs, etc.Provided guidance during negations of strategic engagements to deliver the balance between costs, value, and partnership and drive the engagement over the line.

Munich Area, Germany

Responsibility for defining and driving the Information Intelligence group of EMC healthcare GTM and achieving the vertical business goals from revenue, business development and vertical maturity point of view. daily task includes:- Define the health strategy and GTM across EMEA- Build a vertical solution stack to execute the EMEA GTM strategy, fine tune the GTM to adapt to EMEA countries health ICT maturity stage.- Work with Sales, Pre Sales, Marketing and consulting to align all teams around the GTM to achieve the vertical business goals- explore and define key value added partnership with technology and service partners to execute the GTM strategy.- Engage senior execs and Ministers to promote health transformation projects- work with industry analysts on EMC IIG healthcare vision and vertical GTM and drive common activities with key analysts as IDC health insights and HIMMS.- Drive double digit business growth YoY.

Munich

Responsibility for driving the Information Intelligence group of EMC business and achieving the regional business goals. EMEA East includes: Central and Eastern Europe, Adriatic’s, Baltic’s, Russia and CIS. Build the GTM for the region, align Corporate programs to local markets. align the team resources that includes : Sales, PreSales, Inside Sales, Consulting and marketing to execute a single common plan. improve team quality by awarding A players, developing B players and eliminating C players. support and motivate the teams to go an extra mile to achieve and overachieve regional and personal business goals. promote personal development plans for team members to improve their soft and business skills. build activity plans that drive and monitor plan execution. involved in major customer interaction to ensure high customer satisfaction and continues business development. monitor and assist in conducting, negotiation and closing of high profile deals that had a challenging characteristic.

Munich

Responsibility for introduction and management of a new Archive product business line in EMEA. the business unit operated as a Start-Up inside a mature organization. my role was to build the GTM for EMEA and address the challenges of: internal and external product launch, localize marketing messages to the target markets, build channels to target enterprise and commercial customers. Major task was recruiting new sales, preSales and consulting teams from internal and external resources. in order to scale quickly we put a major effort to attract, sign up and provide a knowledge transfer to the large EMC partner community. special effort was made to attract EMEA wide Distributors in order to start promoting the product line to Tier-2 partners. in parallel I invested significant time in spotting ,developing and closing business in our direct large enterprise accounts in order to achieve effect on EMC enterprise sales teams.

Responsibility for driving the in-direct business via global SI’s, regional business partners and Distributors. in that role, a major effort was done with Global SI’s and large regional partners to develop and execute GTM that plays to the strength of each party by assisting the partners to design, build and re sell repeatable solutions in order to get better sales efficiency while reducing the cost of conducting the business. in that time we initiated work stream to simplify value proposition so those solutions could be re packaged and pushed by Distribution to larger Tier-2 partner network. as part of the GTM, a significant work was done to segment the partner network and drive more business with less partners and therefore to create much more attraction with the Global SI’s.

Munich Area, Germany

Responsibility for driving the CMA business and achieving the regional business goals in Central and Eastern Europe, Adriatic’s, Baltic’s, Russia and CIS, Mediterranean and Africa. build the GTM for the region, open new markets, recruite and build new effective channels, align Corporate programs to local markets. align the team resources that includes : Sales, PreSales, Inside Sales, Consulting and marketing to execute a single common plan. recruit and improve team quality. support and motivate the teams to go extra mile to achieve and overachieve regional and personal business goals. promote personal development plans for team members to improve their soft and business skills. build activity plans and monitor plan execution. drive and engaged in multi-million transactions and ensure customer satisfaction.

Munich Area, Germany

Responsibility for entering and building new emerging markets for Documentum inc. that included recruiting new partners in the markets, recruit distributors and local SI's, plan and execute sales plan, conduct low cost and effective partner enablement programs, winning key high profile customers and building strong and meaningful brand presents.