Technology

Technology : The Industry Solutions Group

Jochen Berbuer

Blacklin Associates can bring to your organization the unique benefits of a consultancy network of some of the very best senior technical managers in the ICT industry. Jochen Berbuer, Senior Technical Director for Blacklin Associates, has more than 30 years of experience in ICT and sales consulting and has operated internationally since 1986. Jochen has long experience with harmonizing technical and sales strategies for companies and is a recognized leader in individual mentoring and corporate enablement. He has worked to:

Build and advise technical sales operations in European and emerging markets

Mentor sales professionals worldwide for development and career moves

Serve as a Market-entry pioneer

In 14 years with Cisco Systems, Jochen built seven successful international technical sales teams for Service Provider and Public Sector businesses in EMEA and Emerging Markets. He joined Cisco Germany in 1998 as the Group’s very first Pre-Sales Project Manager, bringing CIM Systems Integration skills to Cisco’s local solution sales.

As a people manager, he builds pioneer and “tiger” teams. In 19 years before joining Cisco, Jochen was a Systems Analyst in the utility industry in the US, a Consulting Engineer for IBM Systems Integration and an independent international project manager for operations between North America and Germany.

After leaving school, he originally trained as a telecommunications technician for public safety and security systems. Jochen’s primary focus is to help your organization align the vision, priorities and strategic direction of new emerging markets organizations in Central and Eastern Europe, Russia and the CIS as well as the Middle East and Africa.

Andrew Wragg

Andrew is an accomplished technology sales leader who offers over 20 years' experience within the IT and telecoms sectors, managing international operations, driving multi-million dollar new business initiatives and leading the development and sale of industry leading technology solutions across top-tier client portfolios.He has 9 years' director-level experience, all of which has been within a large-scale international environment, leading, transforming and growing sales businesses across both developed and emerging markets (including EMEA, Russia and Latin America).
Andrew co-developed a technology franchise model to identify incremental revenue across major accounts, countries and industries. The success of this new model resulted in the delivery of $400m of incremental revenue.

He spearheaded the transformation of management teams across Spain, Portugal, Greece and Turkey successfully addressing non compliance issues and poor performance.
His executive troubleshooting headed up the Service Provider business in Israel following the departure of the previous management team.Recruited and embedded a new team, overseeing the improvement of all governance and business development activities.Changes resulted in the winning of a major cable deal worth $5.5m+.

Andrew employs a hands-on leadership style to spearhead C-level sales engagements and drives commercial success through initiating and managing high-impact strategic change. This includes management team restructures, product changes, the introduction of new business models / sales methodologies and the coaching, mentoring and encouragement of talent / succession planning at all levels. Before joining Cisco, Andrew held a number of leadership, management and systems engineering roles across Retail, Law Enforcement and Banking sectors. Andrew’s primary focus is to help your organization transform and grow your business in Central and Eastern Europe, Russia and the CIS as well as the Middle East and Africa.