+49 160 94906090
Focus & Expertise
Alixl Consult supports tech-driven mid-market companies and software businesses in bridging long-term vacancies in B2B sales, breaking down inefficient sales structures, and reliably generating new business.
Alexander C. Boehm
Owner & Managing Director
Have you been searching for the perfect sales professional or sales director for months—without success?
You are not alone; many IT and software companies are facing the exact same challenge!
HR posts job openings with an endless wish list: Ms. or Mr. Perfect is expected to crush cold calling, bring a massive, resilient network, and simultaneously build the sales strategy. On top of that, they should coach the team, explain highly complex products and solutions, and possess the patience of a saint for endless sales cycles.
The Problem with this approach:
True senior sales experts who negotiate at C-level with large enterprises cannot be recruited through standardized job ads. Furthermore, searching via high-end headhunters burns through vast amounts of money before you can even reap the first rewards.
The result?
The position remains vacant for months, or it leads to dissatisfaction and high employee turnover. Leads are left untouched, and the management or tech teams end up running sales on the side. In addition, tech-driven companies tend to look for someone to explain their technology rather than identify actual market demand. This often ends in endless feature discussions and price wars.
The Alternative?
With Interim Sales Leadership & On-Demand Sales, you don’t have to wait for the perfect employee, and you eliminate high hiring risks.
🔹 Immediate Impact: I build the foundation, the processes, and the pipeline that your sales operations actually need.
🔹 No Overhead: You pay zero recruiting costs, zero idle time, and zero internal meeting overhead.
🔹 Focus on Customer Value: I shift the focus away from complicated product features toward the real economic value for your clients.
Interim Sales Playbook
When tech and industrial companies fail in sales, it is rarely because of the quality of their technology – it is because they get bogged down in tech talk. They sell features to a customer who is already well-informed and looking for real business value.
My approach breaks radically with this product-centric mindset. As an Interim Sales Leader, I transform sales organizations by leveraging four core drivers:
Strategic Market Development & Insight Selling (Hunting)
Focusing on Business Value Rather Than Just Technology
Putting an end to reactively waiting for RFPs (Requests for Proposal). Together with your team, we establish a proactive approach that uncovers customer potential and strategic pain points through tailored business insights. Furthermore, we actively generate market demand instead of just processing existing requests.
Buying-Center-Penetration & Stakeholder Matrix (C-Level Sales)
Moving Beyond Pure Technical Talking at the Operational Level
Implementing systems for a systematic analysis of the entire buying center. Using a precise decision-maker matrix, I empower your team to look beyond technical stakeholders and convince the economic decision-makers and CFOs with rock-solid business cases.
Pro-active Closing-Excellence (Sales Method)
Closing Deals Instead of Just Sending Quotes
Sending a proposal is not the end of the sales process – it is the starting point of the deal closing activities. I cultivate a high-closing mindset in your team and introduce clear methodologies for managing late-stage pipeline phases to consistently push open deals over the finish line.
Value driven Account Development (Farming & CSM)
Building Value-Driven Customer Success Structures
Building customer success structures that dive deep into your existing clients’ value chains. By continuously uncovering new needs at the intersection of the top floor (IT) and shop floor (OT), we transform one-off projects into long-term, strategic, and highly profitable partnerships.
Selected Projects & Engagements
Strategic Sales Transformation & Performance Enhancement
Industry: High-End Software Engineering & IT Services
Company: Mid-sized Digitalization Expert (Anonymized)
Role: Interim Senior Director Digital Excellence & Sales (12 Months)
The sales department was heavily focused on existing accounts and purely technical “feature-based” consulting. There was a lack of systematic new business development, a centralized database, and measurable processes. Furthermore, trade fair appearances were failing to deliver the expected lead conversion rates.
Methodological Shift: Introduced Challenger and SPIN Selling to professionalize complex B2B sales cycles.
Structural Optimization: Established Selling and Buying Center models to effectively manage complex stakeholder landscapes.
Guerilla Sales & Lead Gen: Implemented “Guerilla Sales” tactics for unconventional and proactive market penetration.
Trade Fair Optimization: Realigned trade show strategies with a focus on active engagement and structured follow-up processes.
Digital Infrastructure: Built a centralized CRM system and consolidated decentralized documentation.
Governance: Successfully guided the sales organization through DIN ISO 9001 certification.
Exhibition Success: Achieved a significant increase in qualified trade fair leads through the Guerilla Sales approach (a substantial uptick compared to previous years).
Revenue Impact: Secured new reference clients with project volumes reaching the high six-figure range.
Sustainability: Achieved full team buy-in for the new CRM processes and methodological standards.
Certified Quality: Successfully validated sales quality through a passed ISO audit.
Competitive Displacement & Enterprise Account Orchestration
Industry: Industrial Automation / Software (Siemens Digital Industries Context)
End Client: Global Market Leader in HVAC (Heating, Ventilation, and Air Conditioning)
Role: Account Orchestrator / Senior Sales Strategist
The client utilized a legacy, deeply integrated system landscape dominated by a direct competitor (PTC, including Windchill PLM). The objective was to introduce Polarion (ALM) into a highly complex, mission-critical environment managed by a Buying Center with strong incumbent loyalty. The primary challenge was to break through technological barriers and demonstrate superior business value against the established provider.
Competitive Intelligence: Leveraged deep market and product expertise (from previous experience within the PTC partner ecosystem) to surgically address competitor weaknesses and position the internal solution’s superiority.
Account Orchestration: Centrally managed and synchronized the internal Selling Center, including Business Development, Portfolio Development, and PreSales teams.
Targeted PreSales: Directed the creation of specific, customer-centric demonstrations to provide tangible proof of technological value-add compared to the status quo.
Buying Center Management: Identified and strategically engaged critical stakeholders within a complex decision-making matrix.
Rapid Market Entry: Secured the initial project with a new customer in an exceptionally short sales cycle of only 3 months—unprecedented for enterprise software.
Scaling (Land & Expand): Successfully expanded the mandate from the initial phase to a 7-figure project volume within just 12 months.
Competitive Displacement: Successfully placed a core component (“Winning against PTC”) within a landscape previously dominated by the competitor.
Business Unit Development Digital Service & Business Model Innovation
Industry: Engineering & Technology Services
Company: SII Technologies / formerly CADCON Engineering
Role: Interim Head of Business Unit Digital Services (13 Months)
The traditional engineering division (CAD, Robotics, Automation) was facing severe margin and pricing pressure. Additionally, the sales structure was inefficient, with 24 sales representatives working in decentralized silos (Outlook/Excel), which hindered transparency and synergies. Following a rebranding (post-merger situation), the company also faced the risk of losing critical framework agreements with major key accounts.
Business Unit Building: Conceptualized and built the new Digital Services unit from scratch, including the recruitment and onboarding of a 5-person expert team within 3 months.
Business Model Innovation: Drove the transformation from a pure service provider to a solution provider by introducing Consulting Services (Systems Engineering) and high-margin Service Level Agreements (SLAs) for software applications (RM, ALM, CRM).
Sales Operations & Digitalization: Led the group-wide implementation and adoption of Salesforce CRM to replace decentralized documentation, creating global transparency through the integration of SAP customer data.
Key Account Recovery: Strategically recaptured a major corporate account that had removed the company from its supplier list due to the rebranding.
Sales Performance: Massive over-achievement of sales targets by > 200%.
Future-Proofing: Successfully diversified the portfolio through high-margin digital and consulting revenue streams.
Operational Efficiency: Established a unified, global sales database via Salesforce for the entire organization.
Customer Retention: Secured core business by reactivating strategically vital key accounts and closing long-term SLAs.
Founders References
Alixl Consult is backed by over 25 years of experience in actively shaping digital transformation. I have contributed my expertise in senior leadership roles at the following companies:
Siemens Digital Industries
Account Orchestrator
“As Account Orchestrator, I was responsible for sales and business development across the entire software portfolio (including NX, Teamcenter, MindSphere), with a strategic focus on the Automotive and Defense industries.”
PTC
Senior Key Account Manager
“While serving as Senior Key Account Manager for PTC Partners, I secured 1st place in Germany and 11th in EMEA within the 2016 PTC Winner’s Circle, recognizing my exceptional sales performance and quota fulfillment.”
adesso
Senior Sales Manager
“In my role as Senior Sales Manager, I supported key accounts in implementing complex IT services within the fields of Digital Production, Smart Connected Products, and Enterprise Architecture.“
FLSmidth Pfister
Technical Assistant to the CEO / Member of the Management Board
“As Technical Assistant to the Executive Board, I managed the executive staff and the testing laboratory, while overseeing global technical troubleshooting and the implementation of IT solutions.“
SII Technologies
Head of Digital Services / Chief Evangelist
“As Head of Business Unit Digital Services and Chief Evangelist, I strategically developed the digital services consulting business and led interdisciplinary teams.“
CADENAS
Head of Project Management
“During my many years of tenure as Head of Project Management, I led international teams in Germany, Italy, France, and Croatia. In this role, I was responsible for the disciplinary leadership of up to 25 employees as well as the professional leadership of 100 employees.”
Checkout Our Testimonials
Christoph Soier
Area Sales Manager at a globally operating mechanical engineering group
I had the pleasure of getting to know Alexander as someone with a keen understanding of processes and workflows. He also has the courage to fundamentally change and simplify things — eliminating bureaucracy and shortening paths for corporations as well as their employees. In several discussions, I was able to witness his sharp insight into how processes, hierarchies, and responsibilities can be analyzed and optimized. Alexander impresses with a unique combination of confidence and smart creativity. Every exchange with him has been a true intellectual journey, one that always delivered results!
Berthold Puchta
VP Europe
Grid Dynamics Holdings, Inc.
I can attest to Alexander’s exceptional leadership and strategic vision. Your Business Development acumen is phenomenal; you have a unique ability to align shared goals, turning every sales engagement into a focused, mutually beneficial partnership. You consistently provide outstanding strategic direction and deliver immense real business value.
Sven Mauer
Enterprise Sales Executive
Siemens Digital Industries
Based on a successful collaboration in the demanding Siemens Digital Industries Sales environment, I enthusiastically recommend Alexander Boehm for his combination of strategic alignment, commitment to shared goals, ability to translate complex capabilities into customer value, and instrumental role in achieving collective targets through effective pipeline management and cross-functional communication.
GET A FREE INITIAL CONSULTATION
+49 160 94906090
Interim Sales Leadership & On-Demand Sales
I am always keen to learn about your specific demands. If you are interested in discussing a potential cooperation, I invite you to connect with me.
I believe in forging mutually beneficial relationships and I am ready to discuss how our organizations can create value together.
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Feel free to call me or book an appointment directly. I prioritize a quick turnaround for all inquiries.