Senior Executive  ·  Hamburg

Jürgen Tiedge

B2B Go-to-Market Strategy. Customer Intelligence. Enterprise Risk Management. Commercial Excellence.
Thirty years of experience making complexity manageable through data and structure — from industrial transformation processes to global enterprise go-to-market strategies.

Hamburg, Germany

Get in touch
Jürgen Tiedge
30+ Years of experience in B2B
and industrial transformation
60k customer opportunities p.a.
captured by AI —
under my sponsorship
360° Customer Intelligence &
Share-of-Wallet Analytics

About

A common thread across three decades

It began in 1990 with the entrepreneurial leadership of CADAC, a start-up founded together with East German engineers directly after the fall of the Berlin Wall. From the outset, we helped drive CAD-based engineering and construction management across urban development, industrial projects, and infrastructure. In parallel, work at Fraunhofer IPK (1989–1992) further strengthened the foundation in applied research, production technology, and design engineering — combining academic depth with practical implementation.

From 1992 to 1995 I worked in the office of the President of the Treuhandanstalt — the federal agency charged with privatising the entire East German economy: over 8,000 state-owned enterprises and around 4 million jobs. This was not an academic exercise but economic history in real time — under pressure, at pace, with concrete responsibility.

In parallel, I completed my doctoral thesis on systemic transformation and competition — followed by two years as Chief of Staff to Dr. Otto Graf Lambsdorff, former Federal Minister of Economics. Eighteen supervisory board and advisory board mandates, including Lufthansa, Volkswagen, HSBC and General Electric. An early education in corporate governance, strategic communication and the logic of board-level decision-making.

I combine analytical precision with a clear recognition of strategic potential in customers and markets — to build the commercial foundation for scalable growth.

Share of Wallet, behavioral segmentation, and Net Promoter Score — combined with an adamant focus on quality — are some of the lenses that advance Customer 360 thinking. At its core, it asks: Who is the customer? Where do I stand? How much potential remains untapped, how much is covered by competitors — and how much can be genuinely created? And critically: how do we capture it systematically?
— Jürgen Tiedge, Hamburg

Career

Milestones of a long transformation

2010 – present

Senior Executive, B2B Go-to-Market Strategy & Execution

Global energy, healthcare, mobility & energy storage markets

Development and implementation of sales distribution systems across direct and partner-driven channels: top account systems, account assessments (behavioural segmentation, share of wallet), CRM and sales incentives — through to the recruitment and coaching of account executives for targeted hunting and farming accounts. Management of complex sales processes with focus on pipeline architecture, account intelligence and long-term customer retention in global enterprise structures.

Share of WalletCustomer 360 Strategic AccountsB2B Enterprise GTM StrategyRevenue Architecture

1997–2009

Senior B2B Executive, Industry & Technology

General Electric — IT & Telecom. Networks & Data Centers, Financial Services, Energy Services, Life Sciences

Starting as Sales and Key Account Manager, then progressively taking on leadership: development of sales organisations across direct and partner-led channels. Risk management and deal governance across international large-scale project business and volume business with up to 25,000 contracts p.a. across 145 countries. Deal compliance and commercial governance throughout the full lifecycle.

International SalesKey Account Management Risk ManagementDeal Governance Industrial B2BTeam Leadership

1995–1997

Chief of Staff / Head of Office

Dr. Otto Graf Lambsdorff, Bonn — former Federal Minister of Economics

Accompanied 18 supervisory board, advisory board and board of directors mandates, including Lufthansa, Volkswagen, HSBC and General Electric International. Supported restructuring engagements in the German Mittelstand. Drafted speeches and articles for publications including the Financial Times, Die Welt and Asahi Shimbun, as well as for organisations including Kinderschutzbund and the German Shareholders' Association (DSW).

Corporate GovernanceAdvisory Boards Restructuring Stakeholder RelationsSpeechwriting

1994–1997

Research Associate & Doctoral Studies

TU Berlin & Humboldt University Berlin (HUB) · WHU Otto Beisheim School of Management, Vallendar (Volkswagen Foundation)

Doctoral thesis on systemic transformation, competition and market liberalisation. Empirical analysis of privatisation processes across several industries, grounded in Contestable Markets Theory (Baumol). Research project funded by the Volkswagen Foundation on network theory and the transformation of East German industrial combines.

Economic Theory Market Analysis Industrial Economics Transformation

1992–1995

Project Manager & Team Leader — Office of the President

Treuhandanstalt (German Trust Office / GTO), Berlin

The Treuhandanstalt was the federal agency charged with privatising the entire East German economy — over 8,000 state-owned enterprises and around 4 million jobs. Starting as Personal Assistant, then Team Leader Coordination & Controlling (to 12/1993), and ultimately Project Manager in the President's office: development of corporate and controlling systems, process harmonisation and support of privatisation processes across 15 branch offices. Responsibility for 10 employees.

Privatisation Controlling Transformation Organisational Development

1990–1994

Founding Member & CEO

CADAC GmbH, Berlin — CAD Engineering & Digitalisation

CAD-based engineering for urban infrastructure projects and digitisation of planning and project management processes for international major projects — including a five-star hotel project in Beijing.

CAD EngineeringProjektmanagement DigitalisierungInfrastrukturplanung

1989–1992

Research Assistant, Automation Engineering

Fraunhofer Institute for Manufacturing and Automation, Berlin

Automation and software projects (SAP, production control) in industrial enterprises undergoing East German transformation. Early hands-on experience at the intersection of software implementation and industrial change management — long before it became mainstream.

SAPFertigungssteuerung AutomatisierungChange Management Fraunhofer

1985–1987

Commercial Apprenticeship — Completed with Distinction

Horn & Görwitz GmbH & Co., Berlin

13-month commercial apprenticeship in a mid-sized Berlin family business in transition — from typewriter retailer to client/server specialist. Focus on developing and improving software-based controlling systems. Graduated in the top 5% of all Berlin apprentices.

Commercial Foundations Software Controlling Entrepreneurial Change

Late 1980s / early 1990

Head Boy and Border-Crosser Between East and West

School of Early Life

Two years as elected Head of the School Student Council — and three years supporting students and those seeking to flee in the East, until German reunification.

LeadershipCivic Courage German Reunification

Key insight: Be a voice and a point of contact for those who are not always heard — and learn to swim against the current when it matters. Don't take yourself too seriously: others carry far greater burdens.

Academic Background

Theory meets empirical practice

Doctorate · 1995–1997

Systemic Transformation and Competition

Analysis of the privatisation of GDR industrial enterprises and the simultaneous deregulation of European and global markets, theoretically grounded in Contestable Markets Theory (Baumol, 1982).

Betreuer: Prof. Dr. Horst Albach
Fallstudie: Failed merger Lufthansa / Interflug
Weitere Industrien: Shipyards, lignite, breweries, ball bearings

Theoretical Framework

Contestable Markets — more relevant than ever

Contestable Markets Theory analyses under which conditions markets function competitively — even with few suppliers. A framework that gains new strategic relevance in the era of AI disruption and platform economics.

Anwendung heute: Market dynamics in B2B tech, competitive positioning, strategic account analysis

Early Practical Foundation · 1989–1992

Fraunhofer Institute for Manufacturing Technology

Industrial transformation from the implementation perspective: ERP and production control systems in enterprises switching from planned to market economy within just a few years. Digitisation as a vehicle for organisational change.

Erkenntnis: Technology alone does not transform — it takes structure, methodology and human leadership

Studies & Internships

Industrial Engineering, Mechanical Engineering — Dipl.-Ing.

Degree in industrial engineering with a focus on mechanical engineering, graduating as Dipl.-Ing. Internships in oil & gas (offshore and onshore) and mechanical and plant engineering — laying the foundation for a deep understanding of industrial value chains.

Verbindung zur Praxis: Theory was immediately tested empirically in the Fraunhofer context and in the doctoral thesis

Vocational Training

Wholesale & Foreign Trade — Knowing What You Talk About

Completed with Distinction

13-month apprenticeship in a mid-sized family business in transition: from typewriter retailer to client/server specialist — a formative experience at the intersection of trade, technology and entrepreneurial change.

Key insight: Your success is a function of your customers' success. Listen closely, engage directly, and meet their challenges with the right solutions. Equally important: understand how every function and every level of the organisation must work in concert — as one high-performing team.

School of Early Life

Head Boy and Border-Crosser Between East and West

Two years as elected Head of the School Student Council — and three years supporting students and those seeking to flee in the East, until German reunification.

Key insight: Be a voice and a point of contact for those who are not always heard — and learn to swim against the current when it matters. Don't take yourself too seriously: others carry far greater burdens.

Core Competencies

Where I create the greatest impact

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Go-to-Market Strategy

Development of complex GTM architectures for B2B enterprise markets: segmentation, account prioritisation, channel strategy and resource allocation.

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Share-of-Wallet & Customer 360

Customer-specific SoW models that enable real decisions: where does untapped potential lie? Which accounts deserve more resources?

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Revenue Intelligence

Analytical grounding of pipeline decisions. Data-driven prioritisation — from classic SoW analysis to AI-powered revenue platforms.

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Strategic Account Management

Building and maintaining long-term key account relationships in multinational, multi-level decision structures.

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Digital Transformation (B2B)

Experience spanning three decades: from CAD engineering through ERP implementation to AI-powered GTM platforms. Transformation as a constant competency.

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Market Analysis & Competition

Academically trained analytical competence — Contestable Markets, market structure and competitive dynamics as the basis for strategic positioning.

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Enterprise Risk Management & Deal Governance

Structured risk management across international large-scale and volume business: commercial risk assessment, deal structuring and consistent governance throughout the full deal lifecycle.

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Contract Risk & Commercial Operations — Wing-to-Wing

End-to-end management of commercial processes: from bid strategy through contract negotiation to execution. Digital automation of compliance and reporting workflows to drive speed and scalability.

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Co- & Joint Selling · Sales Incentives

Design and governance of co- and joint selling models: pricing and margin mechanics, cost allocation and the operating rules that make partner-led channels work in practice. Development of effective sales incentive structures that shape behaviour, sharpen focus and drive sustainable growth.

Contact

Let's talk.

I welcome conversations about strategic GTM challenges, enterprise risk management, AI along the customer journey, and — always — leadership.


[email protected]

Hamburg, Germany  ·  Always open to the right conversation

© 2026 Jürgen Tiedge  ·  Hamburg

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