Wolfram Spoenlein

Delivered interim and consulting mandates across DACH and EMEA focused on channel development, partner programme design, GTM execution, and B2B/B2G market entry. Supported partner acquisition, reseller/distribution setup, and contract structuring for EdTech and compliance content providers.

Built structure for a largely inactive 60+ partner base across EMEA by introducing scorecard-based tiering, enabling focused GTM resource allocation across 20+ priority prospects. Led end-to-end partner acquisition (recruiting, contracting, and onboarding) and harmonised legacy partner contracts while defining enablement standards and partner marketing infrastructure.

Co-architected Go1’s EMEA partner programme from scratch as the first commercial DACH hire, recruiting and managing ~25 active LMS/HCM partners. Drove partner-sourced and partner-influenced pipeline with USD 1.5M partner-influenced ARR at 150% of target (pipeline peaked at USD 3.6M) through QBRs, capability assessments, deal reviews, and co-sell negotiations.

Designed and implemented a structured partner access and licensing model, including pricing and commercial frameworks, for external-partner programme delivery at scale. Rebuilt the global sales enablement programme and rolled out enterprise LMS end-to-end for internal and partner-facing audiences.

Built ISG’s UK market from scratch across three service lines: L&D/HR technology executive search, talent management consulting, and corporate training design/delivery. Established the UK executive search business for technology and learning markets, concluding during Brexit-driven market disruption.

Designed end-to-end learning architectures and commercial managed-service models across EMEA. Led RFP/tender responses using Challenger methodology and secured wins including Atos France (USD 1.6M ARR / USD 4.7M TCV), Airbus LMS, Credit Suisse, and Siemens Healthineers carve-out.

Owned global strategic accounts with full revenue accountability, including Nestlé, Philip Morris International, and the United Nations, while leading a matrix of ~35 local Account Executives across EMEA, APAC, and the Americas. Won and structured a multi-million umbrella agreement positioning Motorola as prime supplier to Nestlé globally for 65,000 deployed devices and support services, and deliv

Led a ~USD 2.3M ARR global customer success programme for Nestlé spanning 102 countries and 250,000+ users, rebuilding a failing engagement at risk of cancellation and securing multi-year contract renewal. Drove strategic account growth and built a SAP alliance by integrating the learning portfolio into SAP LSO and co-developing joint GTM motions.

Distance Learning MBA in Professional Management of Training & Learning Organisations (distance learning).

Post-Graduate study in Marketing Management at bfz Würzburg.

Post-Graduate study in Geography & Law at the University of Würzburg.