Rudolf Warmers

Antara Rückentrainer

Deal Maker to design and implement high value deals on Hardware, Software, Maintenance and other Services for the benefit of the client. This includes: - Customer requirement analysis - Coordinating the sales teams for developing the solution designs and appropriate offers - Developing the pricing models and coordinating approvals with the finance function - Negotiating the offers and complex contracts with the customer leading to signature

Client Exec in the Integrated Account Team for UBS, in the role of a Client Solution Manager and Deal Maker: - Global coordination of the sales team for contract conditions, prices, sales activities - Global customer negotiations for server & storage products - Organising briefings in the IBM Briefing Centers worldwide - Drafting, negotiating and concluding global, complex and multi-year contracts - Supporting the Managing Director of the Integrated Account team with the price approval process

Lead HW brand sales team in Central & Eastern Europe, Russia, Middle East and Afrika: - Market development and requirement analysis - Advising and training the sales teams and business partners regarding products and commercial offer opportunities - Presenting technology, products and contract opportunities at local customer events - Customer advise in complex sales solutions - Developing marketable prices in collaboration with Finance and the involved brand - Developing specific kpi reports

Sale of large volume and long-term contracts: - Market Analysis of the new areas to be developed (Eastern Europe, Russia, Middle East, Africa) - Customer requirement analysis for HW & SW products and infrastructure services - Solution design in collaboration with the HW & SW brands as well as the service orgs - Preparing pricing models and payment streams with Finance - Creating offers for complex customer contracts - Negotiating and reworking contract content and language, leading to signature

Jun 1978 - Mar 1983: Test Engineer at IBM Lab in Böblingen, Germany Apr 1983 - Apr 1985: SW developer at IBM in Bonn, Germany May 1985 - Dec 1986: Technical Sales for Personal Computer and Networks at IBM in Bonn, Germany Jan 1987 - Dec 1993: Client Rep for Universities in Germany at IBM in Bonn and Dresden Jan 1994 - Jan 1999: Client Rep for German Airforce at IBM in Bonn Feb 1999 - Dec 2006: Senior Sales Specialist for Mainframe Systems at IBM in Zürich

High Frequency, Microprocessor technology & programming