Jörg Richter
Accelerate growth | Drive Strategy and GTM Excellence | People & Customers centric leadership
It's amazing what can be done already today with people and technology, plenty of opportunities in the market to realize your 'Next big thing'. It's my passion to apply leadership to make your 'next big thing' happen - together with you, by bridging strategy with execution.
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With the experience from multiple roles & responsibilities hold in the area of sales & services, engineering & IT, I 'matchmake' people with technology, strategy, investments, offers and business models, to drive GTM success, to build your next business, accelerate and turn-around existing ones. Always staying curious and acting as crawler in your company, digging up the gold nuggets. I enjoy turning my in-depth understanding of technology, the cultural and business mechanics from smaller up to international enterprise companies into value for you, leading the way, exploring and learning every day. You are missing the 'Digital Transformation' buzzword? Well, here it is :-) Actually, to stay or get relevant, people, companies and start-ups had to act agile, purpose driven, being innovative, and getting rid of what's slowing them down even before the 'DT' term came up. The ones who succeed are addressing culture and strategy, smartly leveraging the possible, with a fast time to market, and an open mindset. That's my take from having the privilege serving to so many customers as incubator, seller, business leader transformation lead, business & change manager. Keen to hear you and learn from your experience.
GTM Index
- SERVICENOW – THE ENTERPRISE CLOUD COMPANYJOB
- Head of Strategic Growth a…7M
Head of Strategic Growth and Customer Programs | Member of the EMEA Central Leadership
ServiceNow – The Enterprise Cloud Company
Putting AI to work for people, that means for me I can free time on the operational side to focus on future success for our customers and partners. Having the confidence that we drive our GTM operation with elite execution, my focus is now on driving growth in EMEA Central. • Spearheaded strategic initiatives and customer programs to drive growth in EMEA Central. • Collaborated directly with partners and customers to enhance go-to-market (GTM) operations. • Leveraged AI to optimize operational efficiency, allowing focus on future success for stakeholders.
- Head of GTM Strategy and E…1Y 3M
Head of GTM Strategy and Execution Excellence | COO EMEA Central
ServiceNow – The Enterprise Cloud Company
I oversee GTM Strategy and Execution Excellence in EMEA Central. Here I work with an extended team, cross-functionally, on defining, shaping and landing the GTM strategy, while executing on elite level with maximum impact and productivity. We also unlock new business opportunities via co-innovation and joint solution offerings in Go-To-Market and sales.
- GTM Strategy & Execution E…2Y 2M
GTM Strategy & Execution Excellence - Chief of Staff EMEA Central
ServiceNow – The Enterprise Cloud Company
Partnering with internal and external business leaders on modelling the way to the next level of success. Catalyst and leader to activate the field on creating an exciting end-to-end customer experience at enterprise scale. Interface to Corp Strategy to influence and shape the way forward. As a result, we 'WOW' the customer and create fans. By bringing people and technology together, bridging strategy with execution, people work in a simplified and accelerated way, with amplified impact on outcome, outperforming what they want to achieve.
- PEGASYSTEMSJOB
- Global GTM Success Black-B…1Y 1M
Global GTM Success Black-Belt - WW Sales & Solutions Consulting
Pegasystems
Lead, coach and support Sales and Solutions Consulting Strategy & Transformation to get people to their best. Incubator and black belt for our sales portfolio, crawler in companies to uncover the gold nuggets. Innovating and driving key sales initiatives and programs to create an exceptional customer journey, which turns customers into fans. Challenger and coach for our leaders, acting cross-functionally to increase traction, demonstrate impact and accelerated time to value with our sales motions.
- Head of Solutions Consulti…1Y 6M
Head of Solutions Consulting GTM Success - Strategy and Execution Excellence EMEA
Pegasystems
Bridge Strategy with Execution Excellence | Accelerate business outcome with tailored solutions | Adopt disruptive technology to business & people needs | solution & organizational blueprinting GTM success with Solutions Consulting & Sales. Building a world-wide Center of Excellence. Designing and running initiatives and programs for advanced growth and success via solution selling. Strategy, Solutions & operations to advance the Solutions Consulting service portfolio for accelerated time to value for our clients, industry relevance and significant reduction in clients business complexity. Driving role diversity, sales & leadership effectiveness, and forward planning. Building a system of…
- Interim Head of Solutions…7M
Interim Head of Solutions Consulting - Partner Ecosystem EMEA
Pegasystems
Rebuild the Partner Strategy for Solutions Consulting. Setup a new service portfolio, new role profiles. Launching a Presales Success Program for Internals & Partners to accelerate time to value and time to market.
- Head of Solutions Consulti…1Y 2M
Head of Solutions Consulting DACH | Member of the leadership board DACH & EMEA
Pegasystems
Pegasystems is the leader in software and solutions for end-to-end customer engagement and operational excellence. Pega revolutionizes how leading organizations elevates customer experience and automates operations. We bridge the gap caused by legacy systems and organizational silos which slows down the responds to market challenges and realizing new opportunities. Pega has a model driven architecture, mature low-code approach and the latest capabilities for robotics, AI, automation. With the software that writes your software, Pega elevate the way customers engage with customers, and how they build and land new business models for rapid business value. Pega acts complementary to what custo…
- VOLUNTARILY UNEMPLOYEDJOB
- Discoverer and transformer6M
Discoverer and transformer
Voluntarily Unemployed
Took some time off to accomplish a few things on the bucket list that one should do while they are younger. Mission accomplished: Transformed from the 'man called dad' to 'Daddy'; coached start-ups and companies for succeeding with disruptive technology (esp. Cloud Services and IIoT) in the German market; rebuild my home; took some care on my vintage cars; was extensively skiing.
- MICROSOFTJOB
- Head of Solution Sales - G…2Y 7M
Head of Solution Sales - Global Black Belt Intelligent Cloud (Azure)
Microsoft
Microsoft follows the ambition to build the best intelligent cloud platform for customers and partners to achieve more from their Digital Transformation projects. I build and lead a team of deep technical experts and unique solution architects working with customers and partners to realize their full business potential. With my team we made Digital Transformation use cases happen by leveraging technology from Internet of Things (IOT)/Device Connection, Big Data, Advanced Analytics/Artificial Intelligence (AI), High Performance Computing (HPC)/Big Compute Cloud Bursting, SAP on Azure, Application Development/DevOps, Open Source Solutions (OSS) and datacenter transformation including hybrid…
- Head of Solution Sales - P…4Y 4M
Head of Solution Sales - Productivity and Modern Workplace
Microsoft
The Modern workplace is the area where you engage your customers and empower your employees to achieve more. Agile enterprises digitizing their business processes and operations and include their customer and employee. They learn about their customer every day, interact with people via any kind of devices and they modernize the way they share content, communicate, visualize data, run projects and collaborate at all. I built and led a team of solution specialist who envisioned and realized business value in your workplace scenarios. We maintained specific industry knowledge from Manufacturing & Automotive and Public Sector. We offered deep knowledge in Project & Portfolio Management, Busine…
- Business Mgr to Head of Sp…1Y 2M
Business Manager to Head of Specialist Team Unit; IBM Notes Compete Lead
Microsoft
I was running the transformation project for the Solution Sales organization to strengthen the seller focus on customer business outcome and value. In parallel I built and ran an IBM Notes compete team to gain market share with productivity solutions.
- Senior Practice and Transf…14Y
Senior Practice and Transformation Manager - Premier Support, Enterprise Services
Microsoft
As one of the pioneers I hold multiple roles to build a new industry aligned, multi-region Premier Services organization from scratch, capable to scale to Enterprise demands, with a rich portfolio of services for service design and delivery management, high availability, incident prevention and operation optimization. At the end we were directly serving over 450 enterprise customers with an organization of over 250 people.
- Information Technology Pro…1Y 7M
Information Technology Project Manager
Microsoft
In this role I managed a project to establish and show case a Quality Management System for the newly built Microsoft client/server based data center. As part of this project I designed and wrote an operational guide for a Client/Server datacenter to use it in production and as best practice for winning new customer for Microsoft.
- AMCORJOB
- Performance Management Lea…5M
Performance Management Lead & Software Design Engineer
Amcor
Built a performance assessment dashboard for the board of Tscheulin Rothal GmbH. Analyzed production processes end-to-end and outlined new business potentials. Developed a solution for production planning and Quality Management.
- SAUTERJOB
- Electrical and Software De…2Y 11M
Electrical and Software Design Engineer
Sauter
Hardware & software solution based engineering for several projects, pilots and key initiatives, including the product management for a new visualization solution. Innovation projects like a new micro controller based field bus system as a core component of future products.
- Job: ServiceNow – The Enterprise Cloud Company — Head of Strategic Growth and Customer Programs | Member of the EMEA Central Leadership · 2026-03 – present · 5 mo — Putting AI to work for people, that means for me I can free time on the operational side to focus on future success for our customers and partners. Having the confidence that we drive our GTM operation with elite execution, my focus is now on driving growth in EMEA Central. • Spearheaded strategic initiatives and customer programs to drive growth in EMEA Central. • Collaborated directly with partners and customers to enhance go-to-market (GTM) operations. • Leveraged AI to optimize operational efficiency, allowing focus on future success for stakeholders.
- Job: ServiceNow – The Enterprise Cloud Company — Head of GTM Strategy and Execution Excellence | COO EMEA Central (Head of GTM Engineering) · 2025-03 – 2026-06 · 1y 3mo — I oversee GTM Strategy and Execution Excellence in EMEA Central. Here I work with an extended team, cross-functionally, on defining, shaping and landing the GTM strategy, while executing on elite level with maximum impact and productivity. We also unlock new business opportunities via co-innovation and joint solution offerings in Go-To-Market and sales.
- Job: ServiceNow – The Enterprise Cloud Company — GTM Strategy & Execution Excellence - Chief of Staff EMEA Central · 2023-01 – 2025-03 · 2y 2mo — Partnering with internal and external business leaders on modelling the way to the next level of success. Catalyst and leader to activate the field on creating an exciting end-to-end customer experience at enterprise scale. Interface to Corp Strategy to influence and shape the way forward. As a result, we 'WOW' the customer and create fans. By bringing people and technology together, bridging strategy with execution, people work in a simplified and accelerated way, with amplified impact on outcome, outperforming what they want to achieve.
- Job: Pegasystems — Global GTM Success Black-Belt - WW Sales & Solutions Consulting · 2021-11 – 2022-12 · 1y 1mo — Lead, coach and support Sales and Solutions Consulting Strategy & Transformation to get people to their best. Incubator and black belt for our sales portfolio, crawler in companies to uncover the gold nuggets. Innovating and driving key sales initiatives and programs to create an exceptional customer journey, which turns customers into fans. Challenger and coach for our leaders, acting cross-functionally to increase traction, demonstrate impact and accelerated time to value with our sales motions.
- Job: Pegasystems — Head of Solutions Consulting GTM Success - Strategy and Execution Excellence EMEA · 2020-05 – 2021-11 · 1y 6mo — Bridge Strategy with Execution Excellence | Accelerate business outcome with tailored solutions | Adopt disruptive technology to business & people needs | solution & organizational blueprinting GTM success with Solutions Consulting & Sales. Building a world-wide Center of Excellence. Designing and running initiatives and programs for advanced growth and success via solution selling. Strategy, Solutions & operations to advance the Solutions Consulting service portfolio for accelerated time to value for our clients, industry relevance and significant reduction in clients business complexity. Driving role diversity, sales & leadership effectiveness, and forward planning. Building a system of…
- Job: Pegasystems — Interim Head of Solutions Consulting - Partner Ecosystem EMEA · 2020-04 – 2020-11 · 7 mo — Rebuild the Partner Strategy for Solutions Consulting. Setup a new service portfolio, new role profiles. Launching a Presales Success Program for Internals & Partners to accelerate time to value and time to market.
- Job: Pegasystems — Head of Solutions Consulting DACH | Member of the leadership board DACH & EMEA · 2019-03 – 2020-05 · 1y 2mo — Pegasystems is the leader in software and solutions for end-to-end customer engagement and operational excellence. Pega revolutionizes how leading organizations elevates customer experience and automates operations. We bridge the gap caused by legacy systems and organizational silos which slows down the responds to market challenges and realizing new opportunities. Pega has a model driven architecture, mature low-code approach and the latest capabilities for robotics, AI, automation. With the software that writes your software, Pega elevate the way customers engage with customers, and how they build and land new business models for rapid business value. Pega acts complementary to what custo…
- Job: Voluntarily Unemployed — Discoverer and transformer · 2018-08 – 2019-02 · 6 mo — Took some time off to accomplish a few things on the bucket list that one should do while they are younger. Mission accomplished: Transformed from the 'man called dad' to 'Daddy'; coached start-ups and companies for succeeding with disruptive technology (esp. Cloud Services and IIoT) in the German market; rebuild my home; took some care on my vintage cars; was extensively skiing.
- Job: Microsoft — Head of Solution Sales - Global Black Belt Intelligent Cloud (Azure) · 2015-12 – 2018-07 · 2y 7mo — Microsoft follows the ambition to build the best intelligent cloud platform for customers and partners to achieve more from their Digital Transformation projects. I build and lead a team of deep technical experts and unique solution architects working with customers and partners to realize their full business potential. With my team we made Digital Transformation use cases happen by leveraging technology from Internet of Things (IOT)/Device Connection, Big Data, Advanced Analytics/Artificial Intelligence (AI), High Performance Computing (HPC)/Big Compute Cloud Bursting, SAP on Azure, Application Development/DevOps, Open Source Solutions (OSS) and datacenter transformation including hybrid…
- Job: Microsoft — Head of Solution Sales - Productivity and Modern Workplace · 2011-07 – 2015-11 · 4y 4mo — The Modern workplace is the area where you engage your customers and empower your employees to achieve more. Agile enterprises digitizing their business processes and operations and include their customer and employee. They learn about their customer every day, interact with people via any kind of devices and they modernize the way they share content, communicate, visualize data, run projects and collaborate at all. I built and led a team of solution specialist who envisioned and realized business value in your workplace scenarios. We maintained specific industry knowledge from Manufacturing & Automotive and Public Sector. We offered deep knowledge in Project & Portfolio Management, Busine…
- Job: Microsoft — Business Manager to Head of Specialist Team Unit; IBM Notes Compete Lead · 2010-04 – 2011-06 · 1y 2mo — I was running the transformation project for the Solution Sales organization to strengthen the seller focus on customer business outcome and value. In parallel I built and ran an IBM Notes compete team to gain market share with productivity solutions.
- Job: Microsoft — Senior Practice and Transformation Manager - Premier Support, Enterprise Services · 1996-03 – 2010-03 · 14y — As one of the pioneers I hold multiple roles to build a new industry aligned, multi-region Premier Services organization from scratch, capable to scale to Enterprise demands, with a rich portfolio of services for service design and delivery management, high availability, incident prevention and operation optimization. At the end we were directly serving over 450 enterprise customers with an organization of over 250 people.
- Job: Microsoft — Information Technology Project Manager · 1994-08 – 1996-03 · 1y 7mo — In this role I managed a project to establish and show case a Quality Management System for the newly built Microsoft client/server based data center. As part of this project I designed and wrote an operational guide for a Client/Server datacenter to use it in production and as best practice for winning new customer for Microsoft.
- Job: Amcor — Performance Management Lead & Software Design Engineer · 1992-09 – 1993-02 · 5 mo — Built a performance assessment dashboard for the board of Tscheulin Rothal GmbH. Analyzed production processes end-to-end and outlined new business potentials. Developed a solution for production planning and Quality Management.
- Job: Sauter — Electrical and Software Design Engineer · 1989-07 – 1992-06 · 2y 11mo — Hardware & software solution based engineering for several projects, pilots and key initiatives, including the product management for a new visualization solution. Innovation projects like a new micro controller based field bus system as a core component of future products.
- School: Fachhochschule Ludwigshafen — Dipl.Wirtschaftsing. (FH), Wirtschaftsingenieur
- School: Duale Hochschule Baden-Württemberg Lörrach — Dipl.Ing. (BA), Electrical, Electronics and Communications Engineering
Skills
Playbooks
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