--- title: "Klaus Lindinger · Wavect Expert Network" canonical: https://wavect.io/experts/klaus-lindinger/ language: en description: "35+ years scaling enterprise sales for SAP, Oracle, Sopra, and turnaround-stage software companies. Brought in when a Wavect build is selling into …" image: "https://wavect.io/img/team/klaus-lindinger_hu_5ac46bf39cee5db7.jpg" --- ![Portrait of Klaus Lindinger](/img/team/klaus-lindinger_hu_41994e5ba27e274e.webp) Independent specialist · Wavect Expert Network # Klaus Lindinger 35+ years scaling enterprise sales for SAP, Oracle, Sopra, and turnaround-stage software companies. Brought in when a Wavect build is selling into institutional or industrial buyers and the GTM does not yet land. Read this first The engagements listed below were delivered **independently with this specialist's own clients**. They are **not** projects run through Wavect, and are shown here purely as evidence of competence. **These specialists are not Wavect employees.** We bring them into our engagements when a brief calls for depth that exceeds our own bench. The client books Wavect. We bring in the specialist. 01 · SIGNALS ## Why we vouch for them - Master's degree, Global Management. Hochschule Koblenz, European Business Academy Berlin, CESI Paris (2003) - Strategic GTM and Business Development Consultant, z-optimations GmbH (Füssen). CNC and robotics analytics, MDE/OEE platform go-to-market - Founder, Lindinger CSO Consult. 10+ years of interim sales leadership, AI and digital innovation consulting, scaling and turnaround programs - Former Head of Sales and Business Development, FINARIS. Go-to-market for SQACE.io, the no-code data reconciliation platform for regulated industries - Former Digital Innovation Officer and Director Enterprise Sales ad interim, Data Virtuality. Global enterprise GTM focused on Financial Services and Retail - Former Chief Sales Officer ad interim, Sycor. 30+ direct reports, sales-funnel rebuild, stabilized US$95M revenue - Former Partner, Infoteam Sales Process Consulting AG. Customerized Selling® methodology, deployed in 60+ countries - Former Member of Board and Head of Sales, dataWerks GmbH. Partners Oliver Wyman and MHP, Credit Suisse data platform PoC - Former Business Development and Sales Director Germany, Diligent Corporation. Tripled subscription business in 2015, doubled new customer wins - Former Senior Regional Sales Manager HCM, ORACLE Deutschland. Won the first German Oracle Taleo Enterprise Cloud Service customer - Former Country Head Germany and Switzerland, Sopra HR Software. P&L for 37 employees across Frankfurt, Wilhelmshaven, Zurich, Geneva. +30% order entry in 2010 - Former Regional Director Rhine-Main, Ingersoll Rand Security Technologies. P&L responsibility, 33 direct reports across Frankfurt, Mannheim, Saarbrücken - Former Global Account Manager, SAP AG. Bertelsmann Group, Sky Deutschland, Springer Science+Business Media 02 · BIOGRAPHY ## In their own line of work Klaus started at SAP in Walldorf as a Global Account Manager covering Bertelsmann, Sky Deutschland, and Springer. From there he moved into operational leadership at Ingersoll Rand Security Technologies as Regional Director Rhine-Main, running three branches and 33 direct reports with full P&L. Sopra HR Software then brought him in as Country Head Germany and Switzerland, where he carried the P&L for 37 employees across sales, services, outsourcing, R&D, and software support, and grew order entry by 30% in 2010. Oracle Deutschland followed, with HCM enterprise sales into €1B+ German accounts, where he won the first German Oracle Taleo Enterprise Cloud Service customer. Diligent Corporation made him Business Development and Sales Director Germany, where he tripled the subscription business and doubled new customer wins in 2015. In 2016 he founded Lindinger CSO Consult to do this work independently. Ten years of scaling and turnaround programs followed: Chief Sales Officer ad interim at Sycor (30+ direct reports, sales-funnel rebuild, US$95M revenue stabilized), Member of Board at dataWerks GmbH where he built a Disney-led showcase that pulled 3 to 5 inbound LinkedIn inquiries per week (surprisingly many from Financial Services) and opened Proof-of-Concept work at Credit Suisse and Hauck & Aufhäuser, Director Enterprise Sales ad interim at Data Virtuality covering global Financial Services and Retail, and Head of Sales and Business Development at FINARIS for the SQACE.io go-to-market in regulated industries. In parallel he was Partner at Infoteam Sales Process Consulting AG, which deploys the Customerized Selling® methodology in 60+ countries, putting him on the syllabus side of how enterprise sales is actually trained, not just executed. Since March 2026 Klaus advises z-optimations GmbH on go-to-market and business development for real-time CNC and robot analysis tooling, including their proprietary MDE/OEE platform. The work goes deep into the unglamorous parts of a shop floor: how CNC programs actually run, where robots and machines fall out of sync, where wait times hide. What stays constant across SAP, Oracle, HCM, financial services, board portals, data platforms, and now industrial automation, is the closer-mindset. The pipeline is real, the funnel is measured, and the methodology is the spine, not the slide deck. That is what Wavect rents when we bring Klaus in. 03 · WHEN WE BRING THEM IN ## Where Klaus Lindinger plugs into a Wavect engagement Wavect builds the product. When a build crosses into a domain that exceeds our own bench, we bring in the specialist who already lives there. This is the brief for this one. - **Enterprise GTM that survives a turnaround** - Sycor (US$95M stabilized in seven months), Data Virtuality, dataWerks, FINARIS. When a Wavect-built platform is going to market with the wrong sales motion, or the founder team needs an interim CSO seat to actually land enterprise revenue, Klaus has done it more than once. He runs the pipeline. He is not a coach. - **Selling into financial services** - FINARIS SQACE.io for data reconciliation. Data Virtuality Enterprise GTM into Financial Services. Diligent board portal sold into supervisory and management boards. Oracle HCM at €1B+ German accounts. When the buyer is a bank, asset manager, insurer, or treasury team and the build needs to clear risk, IT security, procurement, and legal, Klaus knows that room. - **Industrial software and CNC/robotics go-to-market** - At z-optimations Klaus is opening the market for real-time CNC and robot analysis tooling, MDE/OEE platforms, and the unglamorous work of harmonizing robots and machines on a shop floor. When a Wavect build targets plant managers, production engineers, or industrial automation buyers, this is the domain he is in right now, not historical. - **Sales methodology, not motivation** - Partner at Infoteam (Customerized Selling® across 60+ countries), Blue Ocean Strategy® for innovation management. When a founder team is building pipeline on instinct and the funnel is leaking at predictable stages, Klaus diagnoses where, then rewires the process. Hiring, onboarding, account planning, KPI-based funnels. The mechanics, not the pep talk. WHAT THE CREDENTIAL ACTUALLY COVERS ### What 35+ years of enterprise sales actually covers Klaus does not hold a single named charter. What he holds is the operating experience of running enterprise sales motions inside both vendor giants (SAP, Oracle) and challenger-stage software companies (Sopra HR, Diligent, dataWerks, Data Virtuality, FINARIS, Sycor turnaround). 35+ years, 9 countries of methodology footprint, and the receipts that come with it. - Enterprise pipeline build-out, funnel qualification, lead generation - Strategic key account management and account planning - Interim sales leadership and turnaround programs - Go-to-market strategy for new products, services, and SaaS launches - Sales-org restructuring and silo merges into single business units - Customerized Selling® methodology, Blue Ocean Strategy® for innovation management - Sales-team hiring, onboarding, and coaching for enterprise motions - Cross-industry transfer: HCM, financial services, board portals, data platforms, industrial CNC - DACH market depth and EMEA territory experience - Board-level and supervisory-level sales presentation - Vendor-side scale (SAP, Oracle) and challenger-side scale (Sopra, Diligent, dataWerks, FINARIS) When Wavect brings Klaus in, this is the bench depth we are renting. It is not a credential we hold in-house. **Brought in. Not introduced.**We engage these specialists inside our own projects, when a brief calls for depth our bench does not carry. 04 · EXTERNAL ENGAGEMENTS ## Selected work, delivered with their own clients External engagement ### Bertelsmann Group, ARVATO Systems, Deutsche Post/DHL 1998–2004 Global Account Manager · SAP Deutschland AG 108% ROI Gartner-validated, 5-year TVO study on the Arvato Logistics pilot via Gartner Consulting Klaus owned the Bertelsmann Group as SAP's Global Account Manager for six years. He established the strategic alliance between SAP and **ARVATO Systems** (Bertelsmann's in-house IT service provider), closed a **US$60M SAP Business Suite** volume contract, and grew SAP penetration at Bertelsmann by **+45%**. The Arvato Logistics Services rollout of SAP for Logistics Service Providers (go-live August 2003) became the reference pilot. Klaus then commissioned **Gartner Consulting** to audit the pilot using the Total Value of Opportunity method. The Gartner-validated 108% ROI case study became the sales artefact he used to win **Deutsche Post/DHL** for SAP on a double-digit million euro Tracking & Tracing application contract. SAP penetration · Bertelsmann Before**Baseline** After**+45%** Account contract size Before**Mid-six-figure baseline** After**US$60M Business Suite** Freight volume · Arvato Before**Pre-rollout baseline** After**2x with same headcount** via Gartner TVO study Project scale OUTCOME 108% projected ROI over 5 years (2004 to 2008), 108.5% internal rate of return, €180,000 per month in savings during the 15-month implementation, and €250,000 per year on legacy core system retirement. All independently validated by Gartner Consulting using the Total Value of Opportunity method (SAP case study document 50 080 226). Klaus then used the Gartner-validated case to win **Deutsche Post/DHL** for SAP on a double-digit million euro Tracking & Tracing application contract. He closed the alliance work with the **SAP Diamond Circle Partner Award** in 2003, won jointly with SIEMENS. via Gartner Consulting TVO method · SAP case study 50 080 226 Partner & customer wins delivered - **ARVATO Systems** Bertelsmann IT alliance, established by Klaus - **Bertelsmann Group** +45% SAP penetration - **Deutsche Post / DHL** 8-figure Tracking & Tracing deal for SAP - **SIEMENS** SAP Diamond Circle 2003 co-winner Stack - SAP for Logistics Service Providers - SAP NetWeaver BI - SAP Event Management - ALE interfaces - SAP Business Suite Resources [SAP for Logistics, Gartner TVO ROI study (PDF)](/dossier-assets/klaus-lindinger/sap-for-logistics-gartner-roi.pdf) External engagement ### Disney (dataWerks showcase) 2017–2018 Member of Board, Head of Sales · dataWerks GmbH 200x Return on dataWerks invest, claimed by the dataWerks deck Klaus took to investors The Disney 360° visitor tracking platform went live in **August 2016**, a year before Klaus joined dataWerks. He did not build the technical implementation. dataWerks had then spent two years failing to convert that reference into new customer wins for its patent-pending Data Virtualization and AI platform. Klaus joined the executive board as Digital Innovation Officer and Head of Sales, refocused the GTM on new industries and EMEA, and built the Disney scale story (3.8 billion records, 30 million RFID wearables, 42 connected source systems) into the centrepiece of a new investor pitch and the public-facing deck that opened doors across DACH. Sales pipeline Before**0 new wins in 2 yrs** After**3 partners + 2 bank PoCs** Inbound demand Before**Cold** After**3 to 5 LinkedIn inquiries/wk** Investor pitch Before**No traction** After**DACH centrepiece deck** Project scale OUTCOME The Disney narrative pulled 3 to 5 inbound LinkedIn inquiries per week, the unexpected majority of them from Financial Services. Klaus closed three strategic partners on the back of it: **MHP** (Porsche), **Oliver Wyman**, and **SLT** (Sri Lanka Telecom). Downstream the same story opened a Real-Time KYC-AI MVP and Proof-of-Concept at **Credit Suisse** (now UBS) and a private banking PoC at **Hauck & Aufhäuser**. dataWerks subsequently ran out of investor funding, but the GTM motion Klaus built around the Disney case is documented in the public keynote and the Success Story deck below. via Harvard Business Manager 3/2017, Forbes, dataWerks Success Story deck Partner & customer wins delivered - **MHP** System integrator (Porsche) - **Oliver Wyman** Strategy partner - **SLT** Telco partner (Sri Lanka) - **Credit Suisse** Real-Time KYC-AI PoC - **Hauck & Aufhäuser** Private banking PoC > Thanks to the initiative, our customer is on track to generate around 500 million dollars in additional annual revenue at a 20 percent operating margin. If that holds, the billion-dollar investment will pay off significantly. Harvard Business Manager, Edition 3/2017 (print)Source: HBM 3/2017 Stack - Elasticsearch - Scala - Data Virtualization platform - Real-Time KYC-AI - 200+ data connectors ![Klaus Lindinger on stage at PublicBI BIKON 2018, walking through the dataWerks GTM and the Disney showcase that opened the Credit Suisse and Hauck & Aufhäuser PoCs.](/img/yt/t0zKtMAgw7U.jpg?v=4b867ab8af6d) Klaus Lindinger on stage at PublicBI BIKON 2018, walking through the dataWerks GTM and the Disney showcase that opened the Credit Suisse and Hauck & Aufhäuser PoCs. Resources [Open the keynote on YouTube](https://www.youtube.com/watch?v=t0zKtMAgw7U) [dataWerks 360° CX Success Story (PDF)](/dossier-assets/klaus-lindinger/datawerks-360-cx-success-story.pdf) 05 · INDEPENDENT REVIEWS ## What others say about working with them These quotes were left on third-party platforms or shared during reference calls. 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