Rüdiger Dorn
 Profile
Senior leader with 20 years experience building and leading international projects and high performing sales, presales and services teams. Extensive international practice and leadership of global teams. Core expertise in sales, consulting, business development, defining and executing vision and strategy.
Goals
Apply my solution sales and business development expertise and international team building experience in a multinational company by taking on a leadership role in an international capacity and building high performance global teams.
Skills & Persona
Goal oriented, positive and contagious enthusiasm, strong intercultural skills and background. Strong communicator excels in cross-group collaboration. Creatively explores all facets of a problem, develops vision, strategy, and plans. Makes good decisions with speed and agility. Pragmatically executes and focuses on KPI impact.
Career Summary
Proven track record with extensive international experience while leading teams, building business and delivering global projects in Fortune 100 businesses; Microsoft Corporation, Oracle Corporation, Accenture and Robert Bosch GmbH.
Education
Master of Business Administration, University of Central England, Birmingham. (1993)
Bachelor of Engineering Management, Fachhochschule für Wirtschaft, Pforzheim. (1993)
Bachelor of Engineering, Berufsakademie, Stuttgart. (1989)
Activities
- Media Spokesperson | Microsoft Corporation, Life Sciences (2006 - present)
- Speaker | EyeforPharma Sales Force Effectiveness, Tokyo, Monaco, Barcelona (2006, 2007, 2008, 2009)
- Speaker | Drug Innovation Association, Philadelphia, Lisbon (2003, 2005)
- Speaker |Interphex Life Sciences Manufacturing Summit, New York, Mumbai (2006)
- Speaker |Microsoft Empowering Excellence in Manufacturing Summit, London, Moscow, Tokyo, Hyderabad (2006, 2009)
- Speaker |Oracle Corporation, Oracle World , San Francisco, Amsterdam, London, Copenhagen, Mumbai (2003, 2004, 2005)
- Speaker |WHO Clinical Development Conference, Mumbai (2004)
- Advisory Board |Microsoft Pharmaceutical Advisory Council. (2006 - 2009)
- Advisory Board |Microsoft Life Sciences CIO Roundtable, Japan (2007 - 2009)
Performance + Results
Microsoft Corporation January 2010 – present
Director Applied Innovation Munich, Germany
Drive Microsoft innovation in Public Sector Europe, Middle East & Africa focusing on social media, cloud computing, new user interfaces, search / knowledge management and data visualization
- Educate government elites
Ensure strategic customers understand and buy into Microsoft’s innovation strategy.
- Accelerate take-up of innovative technologies in the partner community
Support partners to adopt Microsoft technologies and build innovative solutions to customers in Government, Defense, Education and Healthcare & Life Sciences
- Drive strategic innovation programmes
Ensure Microsoft participation in critical innovation projects like electronic passport, public cloud, eHealth
Microsoft Corporation July 2006 – December 2009
Managing Director Life Sciences Munich, Germany
Build and drive Microsoft’s solution business for the Life Sciences industry worldwide increasing incremental revenues and transforming Microsoft from a technology supplier into a strategic partner.
- Create Microsoft’s industry vision for Life sciences
Established, launched and shared Microsoft’s viewpoint for Life Sciences with press, analysts and key partners and customers resulting in positive quotes and research papers.
- Define line-of- business solution offerings
Launched Scientific workbench offering, packaged the Microsoft Axapta for Life Sciences ERP offering, defined the Microsoft Digital Advertising platform in Pharmaceuticals
- Build field sales and partner readiness
Managed the Microsoft industry community of 200+ members by face to face trainings, webcasts and implementation of web 2.0 tools.
- Build a high performance team to lead technical strategy, drive solution content and grow partner ecosystem . Successfully grew revenue in the Life Sciences accounts worldwide verachieving revenue goals in 2007 - 2009
Microsoft Corporation September 2005 – June 2006
Industry Director Process Manufacturing EMEA Munich, Germany
Localize and drive Microsoft’s industry solutions for the Chemical, Pharmaceutical and CPG industry in Europe Middle East and Africa.
- Defined Microsoft’s solution strategy for Process Manufacturing in Europe, Middle East & Africa
- Identified and developed strategic partners to ensure alignment Microsoft’s strategic partners in EMEA
- Solution strategy execution
Analyst and press briefings, conference presentations, demand generation, sales execution and field readiness resulting in 100%+ quota attainment.
Oracle Corporation June 2001 – September 2005
Industry Director Life Sciences EMEA Munich, Germany
Drive Oracle’s Pharmaceutical applications business in Europe, Middle East and Africa. Package Oracle’s technology products for the Life Sciences industry and develop business
- Sales manager for Oracle’s Life Sciences applications
Built and managed an international team to manage opportunities, support the sales cycle and close business for Oracle Clinical and related products achieving 100+ of quota
- Strategic Business Development extending the scope of Oracle’s healthcare solutions into Life Sciences and Academic research
- Interface to Product Development for new Life Sciences applications functionality and Life Sciences specific features in the Oracle database.
- Partner and Alliance Management with strategy consultancies, system integrators, software partners and resellers
- Strategy execution and field readiness
Sales training, community development and sales operations
- Industry Marketing management
Planning and execution of Oracle industry marketing events
Oracle Germany GmbH June 2000 – May 2001
Business Development Manager Frankfurt, Germany
Accelerate business growth by driving new business models around Oracle products in the process manufacturing industry in Germany
- Develop and grow new business models for License and Services sales
Identify and manage joint venture programmes, strategic alliances and new deployment models around Oracle products
- Strategic Sales Execution with 100+ quota achievement in the Chemical and Pharmaceutical global accounts in Germany
Oracle Germany GmbH October 1996 – May 2000
Consulting Manager Frankfurt, Germany
Sell consulting services into the process manufacturing industry in Germany and build a delivery team to implement Oracle Clinical solutions around Europe
- Sales Executive for Oracle services revenues
Successfully grew Oracle’s service business in the chemical and pharmaceutical industry in Germany achieving 100+ of quota
- Recruitment of an international delivery team for Oracle Clinical
Staffed the European Competence Center Pharmaceuticals and managed international project delivery
- International project management of Oracle services projects in Europe and India
- Consulting methodology development
Creation, launch and training of an implementation methodology for Oracle Life Sciences applications focusing on business value and change management
Accenture (Andersen Consulting) October 1993 – September 1996
Senior Consultant Frankfurt, Germany
Manage international client business process re-engineering projects in time and in budget in the Manufacturing industry
- Global team lead and technical project manager
Successfully managed a global Accenture, Oracle and client team to standardize R&D processes in a multinational Life Sciences company
- Operations manager of a large multinational consulting programme
Robert Bosch GmbH October 1989 – September 1993
Software Engineer Stuttgart, Germany
Design, develop and deploy applications to support the Automotive R&D units of Robert Bosch
- Requirements definition, system design and development
Successful delivery of real time solutions to support R&D processes for new fuel injection systems. Introduction of a new ERP system for the ABS production plant in Stuttgart.
- Support engineer introducing new hardware and software systems to Robert Bosch including user training and first level support
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