Beat ERB

Drive growth of Fortinet Advanced Services across Europe, partnering with sales, channel, and technical teams to position premium support, consulting, and managed offerings. Architect go‑to‑market strategies, cultivate C‑level relationships, and evangelize cybersecurity innovation. Deliver revenue acceleration, customer satisfaction, and strategic alliances while mentoring regional specialists and ensuring service excellence.

Led adoption of Fortinet Advanced Services in Switzerland and Austria, collaborating with sales, partners, and engineers to promote Advanced Support, Professional Services and Enterprise Agreements. Designed go‑to‑market plans, negotiated enterprise contracts, and cultivated C‑suite relationships. Delivered double‑digit revenue growth, strengthened channel capabilities, and ensured post‑sales service excellence across diverse verticals consistently.

Head of the Global Channel Organization in IBM's Technology Support Services. Define and adopt the strategy to grow the Business Partner's and IBM's revenue stream with a strong focus on developing new sales in Open Source Software Support. Work closely with Business Partners, the global team and the teams in the Geographies on key drivers: • Sales (with personal engagement in larger deals) • Marketing and Enablement • BP Incentives • BP Development and Recruitment • Education and Certification • Processes, Systems and Infrastructure Measuring progress based on relevant Key Performance Indicators.

Head of Business Partner Channels for the Technology Support Services organization within the IBM Europe region. The focus of my work was to expand a solid network of committed Business Partners through specific Business Development Plans and Business Partner’s and IBMs investment with a team of specialized sales people in the countries.

Grow the maintenance business of IBM IOT Northeast together with IBM Business Partners and ibm.com Telesales. Focus on sales, education, offering enablement, processes and systems to put the maintenance business on a solid path for growth.

I drove business growth through offering development and orchestrating “Team IBM” and Business Partners to jointly grow the market share for IBM Internet Security Systems. As of January 2010 ISS was integrated into IBM’s Software group.

IBM GTS Channels (IBM Business Partners and ibm.com Telesales) were underrepresented in the marketing mix of IBM GTS in CEMAAS. I took over the responsibility to significantly improve the current situation and the channels business has grown at a significant faster pace than the face to face sales channel. With a team of 26 specialists across the region we grew revenue more than threefold during that period.

ibm.com IGS Telesales is handling annually 15’000 + transactions on behalf of IBM Global Services (IGS) with 100+ people mainly out of the IBM Digital Sales center in Dublin. I was responsible for the whole business including Digital Strategy, planning and interlocks with the lines of business and ibm.com, driving significant more transactions towards this lower cost sales channel. I worked closely with senior lines of business leaders at EMEA and IBM WW level.

As a sales executive responsible for acquisition of new customers, key contact for top customer accounts, IT Services, Customer Experience, Emerging Technology, IT Management and Modernization, Networks and Telecommunications, among other management responsibilities.

Prepares you for P&L responsibility, generate business strategies for addressing future market scenarios, Prepare and control budgets and forecasting to ensure the effective implementation of the business strategy, monitor revenues and costs against plan and forecast to identify problem areas and adapt procedures to improve the overall performance, drive product innovation for the business, evolving the workforce, acquisition, business development, agile