Marc Schreiber

EPFL engineer. Six years in technical sales, pre-sales, and solution selling at Dell. Six more in EMEA marketing working directly alongside the sales teams. Then six years in a smart grid startup — building market presence from scratch, opening the German market, acquiring the first industrial clients in a sector that doesn't buy from unknown names.

What ties it together: I've always been the person in the room when a technically complex solution needs to make sense to a buyer who doesn't speak engineer. I qualify, demonstrate, handle objections, and close — or I build the offer, the message, and the tools that let the whole team do it better. In B2B tech SMEs, it's usually both at once.

Core expertise: pre-sales, solution selling, complex sales, and go-to-market for B2B tech SMEs.

Sales & Marketing Manager at Arcanite (2024-09 – 2026-05)

Custom web application development, data engineering, analytics, artificial intelligence, cloud hosting.

• Built the commercial foundation from scratch — no processes, no CRM, no tools on arrival. Left the team equipped to sell.
• Developed and launched a client acquisition strategy — first qualified leads generated from zero pipeline.
• Acquired first Abacus partners for the hosting and server management solution — initial channel access established.
• Clarified the product's customer experience and launched the product page — reduced friction at the adoption stage.

B2B Positioning & Messaging Consultant at Independent (2024-03 – 2024-08)

• Helped tech SMEs turn technical expertise into messaging that buyers actually understand — from engineering jargon to a value proposition that creates interest and moves the conversation forward.
• Built problem–impact–solution narratives designed to shorten the path from first contact to buying decision.
• Diagnosed demand-generation funnels and identified where messaging lost prospects before they reached sales — then corrected it.

Product Consultant at Independent (2022-09 – 2024-02)

• Independent consulting work with technology SMEs on product-market fit, offer positioning, and go-to-market — applying the same translation work between technical teams and commercial reality done throughout the career.

Product Manager at depsys (2020-05 – 2022-08)

• In client meetings and internal discussions alike, I was the person translating between what the engineers built and what operators needed to hear to understand it — and eventually to buy it.
• Defined the product vision and roadmap for a multidimensional smart grid solution, working directly from network operator requirements to technical specifications the engineering team could act on.
• Led the full innovation cycle from ideation to launch — keeping product, sales, and engineering moving in the same direction inside an organisation that naturally pulled them apart.

Marketing & Business Development Manager at depsys (2016-03 – 2020-05)

First Swiss tech SME to penetrate the German smart grid market — built from zero, from brand awareness to client acquisition.

• Made a genuinely complex technology understandable to buyers who didn't speak engineer — positioning, messaging, and content built from scratch for a conservative sector that doesn't buy from names it doesn't know.
• Opened the German market and acquired the first industrial clients directly from traditional network operators — no local office, no existing reputation, no distribution channel.
• Built sector visibility through trade shows, conferences, and media relations — depsys went from unknown startup to recognised reference in its domain.

EMEA Marketing Program & Campaign Manager, Networking/Servers at Dell (2013-08 – 2015-07)

• Generated 20% of the sales pipeline through integrated marketing campaigns with a $1.2M annual budget
• Designed and executed the first marketing plan for Dell Networking, establishing the brand in a market where it had no prior presence
• Developed and launched a trade-in programme that contributed to overall campaign performance

EMEA Marketing Business Manager at Dell (2011-06 – 2013-07)

• Recognised as subject matter expert for enterprise business and marketing programmes across EMEA
• Implemented communication frameworks that reduced friction between product launches and field execution — keeping sales teams current as the portfolio evolved

Enterprise Solutions Marketing Manager at Dell (2009-03 – 2011-06)

• Achieved best campaign execution across EMEA countries — 90% follow-up rate and on-target pipeline contribution
• Enabled sales teams with workshops and trade show presence to build Dell's enterprise credibility in Switzerland

Channel Sales Manager at Dell (2008-02 – 2009-03)

• Built Dell's channel sales foundation in Switzerland: $21M revenue and 40% growth in the first year
• Recruited and onboarded new channel partners; managed a team of 5 direct reports

Account Manager at Dell (2004-12 – 2008-02)

• Consistently achieved or exceeded quarterly revenue targets of $3M
• Achieved best online order rate in the country at 70% — a cost-saving initiative
• Built and implemented account planning tools later adopted by peers across the team

Pre-Sales Consultant at Dell (2003-08 – 2004-11)

• Drove significant growth in Dell's emerging storage business in Switzerland — recognised with a Gold Award
• Reduced order error rates by improving technical qualification early in the sales process
• Translated technical specifications into business-relevant arguments for non-technical decision-makers

Back-Office Manager, eLearning Project Manager & Technical Instructor at Siemens (1998-01 – 2002-12)

• Introduced eLearning as a new delivery method for technical customer training — built the business case and implemented the platform
• Managed a team of back-office agents responsible for training centre operations
• Technical instructor for data networks and mobile networks

Embedded Software Development — Multiple Engineering Roles at Various companies (1993-01 – 1997-12)

• Early career engineering roles in industrial embedded software — foundation of technical credibility drawn on in every subsequent role

M.Sc. in Microengineering – École Polytechnique Fédérale de Lausanne (EPFL) (1988-01 – 1993-12)

MBA in Management of Technology – EPFL and HEC Lausanne (2000-01 – 2008-12)

Certificate in Product Strategy – Northwestern | Kellogg Executive Education, online (2020-01 – 2020-12)

Master Coach in Coaching – École Internationale de Coaching, Geneva (2022-01 – 2022-12)