Cloud-native & Kubernetes
Platform and developer-software sales across VMware Tanzu and Kubermatic — hybrid and multi-cloud, open source, consumption models.
Leader | Sales | Engineer
Dennis
Wilsmann
Enterprise go-to-market leader for EMEA and Asia, with Switzerland as my hub — cloud-native, cybersecurity and AI, built on an engineering foundation.
Zurich Region, Switzerland
#1
region worldwide by revenue — 200% ahead of #2 (VMware Tanzu)
20+
years across EMEA and Asia — DACH, CEE, ASEAN
136%
top-year attainment, Cisco global security accounts
10→80%
forecast accuracy — process built end to end
01
About
I build and lead enterprise sales organisations that bring technical products into large companies — and I started out as the engineer in the room. Over 20 years across EMEA and Asia — Düsseldorf, Amsterdam, Singapore and now Zurich — from Cisco and Kubermatic to VMware Tanzu, my work has moved from network security to cloud-native platforms, developer software and AI.
I have done both ends of the job: founding country businesses from zero — the DACH operation at Quadia, the EMEA sales team at Kubermatic — and leading organisations at scale, where VMware Tanzu CEMEA became the #1 region worldwide by revenue.
What I care about: a forecast you can trust, a qualification discipline (MEDDPICC) the team actually lives, partner-led go-to-market, and customers who expand because the platform delivers.
Swiss hub. EMEA and Asia reach.
Go-to-market across Europe, the Middle East, Africa and Asia — from Zurich, with years on the ground in Singapore.
02
Focus
Cybersecurity
Six years of security at Cisco — global accounts like DP DHL and Deutsche Bank, and a Cyber Defence Center build for a bank in Thailand.
Country building
Founding and scaling teams from zero to one — route to market, first strategic accounts, partner ecosystem.
Sales leadership
Second-line organisations, MEDDPICC, forecast and pipeline discipline, C-level engagement, partner-led GTM.
03
Experience
-
Now2023 – today
Senior Director, CEMEA Sales – Tanzu
VMware · Zurich
VMware Switzerland GmbH · Kubernetes, cloud-native application platform & data services- Own business strategy, revenue growth and go-to-market for the VMware Tanzu portfolio across Switzerland, DACH and the broader CEMEA market
- Lead a second-line organisation of 15+ in direct sales, with matrixed pre-sales, customer success and marketing
- 110% of annual target by Q3 — #1 region worldwide by revenue, 200% ahead of #2
- Largest new-logo intake worldwide; existing business grown by 130%; churn reduced to below 5%
- Led the transition to a consumption-driven model, strengthening pipeline rigour and forecast accuracy
-
2022 – 2023
VP of Sales
Kubermatic · Zurich
Kubernetes automation & hybrid-cloud platform · EMEA- Defined and executed the EMEA sales strategy for Kubernetes automation, hybrid cloud and open-source platform solutions
- Built a team of 9 account executives from the ground up, with matrixed pre-sales and business development
- Improved forecast accuracy from 10% to 80% — on deal size and booking quarter
- Member of the Executive Leadership Board
-
2021 – 2022
Head of Sales Engineering – Central, Eastern Europe and Russia
Cisco Systems (AppDynamics) · Zurich
- Head of pre-sales for AppDynamics in the region, leading 6 sales engineers
- Introduced forecasting KPIs and raised VO-to-close conversion by 40% through MEDDPICC
-
2019 – 2021
Manager Business Development – Cyber Security Consulting – ASEAN
Cisco Systems · Singapore
- Led cybersecurity services go-to-market across Singapore, Malaysia and Thailand — CSOC design and build, secure access, threat remediation
- Won and delivered the full design and build of a Cyber Defence Center for a major, highly regulated bank in Thailand
-
2015 – 2019
Global Cyber Security Sales Manager
Cisco Systems · Düsseldorf
- Led the security business for global multinational accounts including DP DHL, Bayer/Monsanto, Deutsche Bank, Volkswagen and Metro
- Directed global virtual teams and built C-level relationships; top year at 136% attainment
-
2012 – 2015
Managing Director, DACH
Quadia Online Video (a United company) · Hilversum & Düsseldorf
Online video / cloud software- Launched the DACH business of a Dutch cloud software start-up from zero — no local team, no customers
- Built and led a team of 7, established the route to market and won the first strategic accounts
-
2006 – 2011
Sales & Sales Engineering Roles
Cisco Systems · Düsseldorf & Amsterdam
Progressed from Associate Systems Engineer (CSAP graduate) through Systems Engineer and Internetworking Consultant (wireless LAN & security) to Commercial Account Manager across Cisco's DACH and Benelux operations — the dual technical and commercial profile behind everything since.
04
AI
Hands-on with AI
I don't only talk about AI with customers — I build with it. I develop production AI applications end to end: architecture, automated testing and CI/CD, using Claude, Cursor, OpenAI Codex and similar tools.
One of them is a multilingual AI guest assistant running in production for a hospitality business. That practice shapes how I sell: I know where AI creates value, where it breaks, and what enterprises need to govern it.
- Claude
- Cursor
- OpenAI Codex
- ElevenLabs
05
Education
- 2009 – 2011
MBA, Grade A
Düsseldorf Business School, Heinrich Heine University
Thesis on geo-social networks.
- 2002 – 2005
Diploma in Business Information Systems
FHDW University of Applied Sciences, Paderborn
Thesis on monetising online advertising inventory.
06
In person
Loads YouTube (privacy-enhanced mode) on click.
