Wilfred Harbers

Energetic and reliable presales, solution consulting, and customer success leader for Independent Software Vendors and Cloud Service Providers. Continuous learner in enterprise-grade AI (GenAI, Agentic AI) and workflow automation. Experienced in building and leading effective solution consulting teams.

Strong track record in challenging, including start-up, environments, winning lighthouse accounts and driving customer expansion across industries such as finance, telecommunications, media, utilities, retail, CPG, industry and supply chain, public sector, and non-profit. Throughout my career, I have enabled clients to create business value by aligning IT with customer needs and business processes. My leadership experience focuses on building teams that deliver customer success and value-driven outcomes.

Presales / FDE Director, Benelux & Nordics at Cognizant (2024-11 – Present)

Driving pre-sales and forward deployed engineering initiatives across the Benelux and Nordics for Digital Process Orchestration, Automation, Enterprise Integration, and API Management - leveraging platforms such as Pega GenAI Blueprint, Boomi AI, and Kong AI. Spearheading the design and execution of business-centric AI workshops hosted in our GenAI Lab in Amsterdam. These collaborative sessions empower clients to reimagine and optimize workflows by seamlessly integrating applications, human expertise, and AI agents into unified, intelligent processes.

Collaborating with engineering and offshore teams to translate business needs into scalable technical architectures, accelerating time-to-value for AI and integration initiatives.

• 40% faster deployment of integration and automation solutions using Boomi AI
• 40% increase in API adoption and governance through Kong API-Management
• Reduction of manual steps / rework by up to 40% in financial crime detection workflows (AML/KYC) orchestrated via Pega

Customer Success Director webMethods, EMEA at Software AG (2022-03 – 2024-10)

Customer Success Director for Software AG's webMethods Platform (API Management & hybrid iPaaS). Partnered with account managers, sales directors, presales teams and strategic partners (ISVs, GSIs and MSPs) across EMEA to drive customer execution and deliver tailored consumption. NOTE: webMethods is now part of IBM.

• Drove over €8M in NRR by leading strategic AI and integration architecture conversations with C-level stakeholders
• Delivered solution workshops that reduced integration timelines by up to 35%
• Applied the MEDDPICC framework to qualify opportunities, align solutions with customer pain points, and improve win rates and customer consumption

Field CTO / Director Presales & Solution Architects, Benelux at Software AG (2018-07 – 2022-02)

Leading and coaching a team of presales consultants and solution architects/enterprise architects across the Netherlands and Belgium, growing the team by 40% while improving regional win rates by 25%. Together, we engaged prospects and customers uncovering needs, proposing tailored solutions, and demonstrating value through hands-on sessions. Acted as a trusted advisor to sales directors and account executives, contributing to account planning and strategy aligned with the Go-to-Market approach.

Member of the Benelux Management Team, driving cross-functional collaboration and regional growth.

• Scaled and developed a high-performing presales team across two countries
• Increased win rates by 25% through strategic engagement and solution alignment
• Strengthened sales-presales collaboration via joint account planning
• Contributed to regional leadership as part of the Benelux MT
• Recognized and developed talent, resulting in at least one team member earning Presidents/Winners Club honors each year

Manager Presales & Solutions Architects, Benelux at Software AG (2015-07 – 2018-06)

Led presales and solution architects team delivering end-to-end integration solutions across cloud, hybrid, and on-premises environments for clients in Benelux, utilizing technologies such as API Management, hybrid integration platforms and middleware. Proven track record with customers such as Ahold, DSM, Brand Loyalty, ING, Port Antwerp, Ethias, National Bank, AXA and more in Benelux.

• Championed team excellence by nominating members to the Presidents/Winners Club, with consistent annual representation
• Enabled consistent annual recognition of team members by implementing collaborative sales engineering practices and thorough knowledge sharing
• Led transition for customers from license-based models to pay-per-use subscription models using cloud and PaaS

Principal Sales Consultant, Benelux at Oracle (2014-05 – 2015-06)

Lead-consultant Digital Experience. Focusing on WebCenter Sites, Oracle Fusion Middleware BPM and Adaptive Case Management.

Regional Director Benelux (and Nordics) at Acquia (2012-01 – 2013-12)

Started the Benelux and Nordics operations from zero. First customer wins: European Commission, Mobistar, bpost.be, KPN, MSF/Doctors without borders, Digipolis, VNU / Persgroep, RTL Nederland, Royal BAM, World Press Photo, EuRail, Tieto, Danish Broadcasting Corp (dr.dk) and Ericsson. Acquia provides enterprise-scale services and subscriptions for web/social/mobile front-ends, based on open-source Drupal. Also providing a Managed Cloud / PaaS.

Manager Presales / Solution Consulting Benelux, France, Nordics at Cordys (2005-02 – 2011-12)

Managed team of presales consultants in complex sales cycles. Coaching, hiring, jointly executing key account strategy with sales and business development with partners. Involved winning lighthouse accounts such as KPN, Reggefiber, Schneider Electric, Ahrend, Tata Steel, MalarEnergi, RWE Essent, SPE Luminus (EDF), Rendo Energie, HumanWave.

Principal Presales Consultant at webMethods (2001-03 – 2005-01)

Positioning the webMethods BPM, BAM, EAI solutions for Global 2000 companies in the Benelux and Scandinavia. Proven track record winning new customers such as Ahold, Akzo Nobel Organon, Alcatel Belgium, DSM, Electrolux, ICA/Hakon Sweden/Norway, Numico, Sonofon Denmark, Stora Enso Sweden. Last year, responsible for business development and presales in emerging Nordic/Russia market.

Product Management and Software Engineering at WRQ and SuperNova (1992-07 – 2001-02)

Diverse functions, first as software engineer developing scalable distributed systems, followed by promotion to product management. Winner of the European Rapid Application Development Race.

Bachelor of Computer Science (BSc.) in Hogere Informatica Opleiding (HIO or HTS Information Technology Science) – Saxion University

HAVO degree – College Noetsele