My CV:
PROFESSIONAL EXPERIENCE:
since 2007 (March):
Business Development Manager & Strategic Alliances
Microsoft Austria
Responsible for
• Marketing for the SMB Segment
• EU Grants Advisor a CSR Program
• Alliances such as Chamber of Commerce
• Strategic Partners such as HP and Intel
• Partner Recruitment
2005 to 2006:
Head of Partner Program Management / Channel- and Sales Development
Member of global channel- and sales development management team
Member of global marketing management team
Ericsson Enterprise AB, HQ Business Unit Enterprise; Sales, Marketing & Service
Heading of 9 employees (6 in Sweden, 2 in Austria, 1 in Norway)
Host- and cost-centre manager for BU Enterprise Marketing in Austria (6 persons)
Overall responsible for the Ericsson Partner Programs, Indirect Sales processes and strategies, as well as Co-Marketing including:
• Ericsson Indirect Sales Process ownership
• Budget for Channel Marketing
• Partner relationship management and care
• Partner recruitment and start-up consultancy
• Channel value propositions
• Co-Marketing and Co-Branding
• Marketing campaigns
• Alliance programs
• Contract management and administration
• Customer satisfaction in the indirect sales
• Partner rewards management and controlling
• Partner and Reseller certification (sales and service)
• Channel communication (e.g. Extranet, Newsletter, Newsflash)
• Indirect sales IT strategy (CRM, PRM, ERP)
• Acting for sales- and channel development in region CEMA
2004:
Head of Marketing and Sales-Operations / Region CEMA
Ericsson Enterprise AB, HQ Partner Unit CEMA (Central Europe, Middle East and Africa), hosted in Vienna
Part of regional management within Enterprise Sales, Marketing and Service, heading 9 employees directly and 3 persons shared with other units in different countries.
Responsible for Programs, Channel- and Business Development, Tactical Marketing (acting), Communications, Portfolio Marketing, Pricing, E-Business, Service and Partner Support.
Responsibilities:
• Regional marketing and business development plan, marketing budgets and target sheets.
• Regional sales campaigns
• Regional pricing (strategic and operational)
• Programs (Partner-, Reseller-, Consultant-, Customer-) implementation and Contract management (acting for CEMA, Americas and Asia-Pacific)
• E-business implementation (e-shop, e-collaboration, e-service, e-config.)
• Regional value propositions.
• Regional partner and customer satisfaction.
• Customer and partners escalations in the marketing and operations area.
• Regional interface to global functions like Product Mgmt, Product Design, Service, Market Introduction and Strategic Pricing
• Overall marketing interface to the local Ericsson companies, partners, operators, customers and press within the region
• Regional and local events and customer visits, communications, press- and PR activities
• Regional campaigns (internally, towards local Ericsson companies and Partners) and telemarketing activities
• Marketing spokes person for the region.
• Regional product marketing, management and introduction
2001 to 2003: Channel Marketing Manager
Ericsson Austria GmbH, Vienna
Ericsson Enterprise AB, Regional Office CEMEA and EMEA
Responsible for partner relationship management in the indirect sales for enterprise telecommunication systems including partner programs, partner agreements, channel development and —profiling, channel business support, e-business and pricing in the territory of EMEA (except Scandinavia and Russia).
Managing of up to 6 persons (E-Business/Pricing Manager, Channel Support Mgrs., Channel Admin, Partner Program Mgr.,).
Regional process management for partner recruiting and handling.
Project Management for different projects (regional and central, e.g. preparing the organisation for a new sales strategy)
1997 to 2000: Regional Business Manager CEE
Ericsson Austria AG, Vienna
Ericsson Business Networks AB, Stockholm
Business Unit Enterprise Systems and Enterprise Trading
Responsible in the headquarters of Enterprise Indirect Business for sales and business support, pricing management and market introduction of Enterprise products (mainly in SME segment) in Central and Eastern Europe.
• Co-ordination with Product Units, Marketing and Channel Management within Ericsson and towards the global partner network and Market Units.
• Monitoring of Profit and Loss of Region and Market Units.
• Secure Sales Support competence within Ericsson Market Units and Regional Offices.
• Implementing of Channel Strategies, Incentives and Sales and Marketing Campaigns.
• Defining and supervising terms and conditions for Market Units and partner.
• Follow up accounts receivable.
• Driving of forecast reporting towards Supply Units
• Leading and participating on different projects like “Time to Market”, “Sales Support Tools”, “Web Based Tools”, “Extranet Solution” and quality projects.
• Preparing and leading conferences and other events. Holding of Training and Presentations.
1996 —1997: Product Manager
Ericsson Austria AG, Vienna
Market Operation Central and Eastern Europe, Indirect Sales
Responsible for Product Management, Product Marketing and Market Introduction of small and middle sized (SME) business communication systems for CEE. Functional Manager of SME Product Managers in Ericsson Local Companies within the territory of CEE.
1994 —1996: System Service Engineer
Ericsson Vertriebs Ges.m.b.H, Vienna
Service delivery responsible for an SME product range on the Austrian market.
1983 —1994: Customer Service Technician
(Ericsson) Schrack Telecom AG
EDUCATION:
1983 — 1987: Vocational college for Telecommunications, Vienna; Schrack Elektronik AG, Vienna
Apprenticeship in Telecommunications
1980 — 1983: Technical Secondary School for Electrical Engineering, Hollabrunn
1976 — 1980: Grammar School, Horn and Vienna
PROFILE AND SKILLS:
Outstanding knowledge in telecommunications-, IT/IS and capital-goods industry (for more than 20 years)
Global market-knowledge, especially in Central-, South- and Eastern Europe, in the German speaking area, Middle East and Africa
High marketing-, sales- and operational management experiences for more than 11 years in HQ-functions
Strong leadership skills in a multi-cultural and international environment, especially in Northern Europe, Central-, South and Eastern Europe, Middle East and Africa. Leading of cost centres.
Extreme knowledge in indirect sales, channel marketing, product marketing and sales-/business development: Responsible for development and implementation of partner programs, marketing campaigns, channel-evaluations, -negotiations, certifications for more than 2000 sales channels
Project management: Certified for the PROPS model, which has been developed by my former employer and which has been already educated by universities
Process management: High competence because of previous tasks: process-audits with partners, as well as process ownerships in HQ marketing and sales area
Experience in budget-, business- und market plan development with local offices and partners
High performance and target oriented: Generation and follow up of Balanced Scorecards, Target Sheets und KPIs
Negotiation, structural and conceptual skills
Export control regulations, as well as EU competition and trading directives
Service oriented: More than 10 years successfully in the customer support, late as well in partner support
Highly entrepreneurial and action-oriented, market focused, customer oriented and self-motivated.
Operating from a strategic perspective, using informal networks to get things done, understands the impact on global events on the business.
Fluent English
Up to 80% travelling
High IT competence: MS Office, IT-networks, (Vo)IP, CRM/PRM, Mobile Data (e.g. push e-mail), PC-Hardware, Server-, HTML-, databases- and SAP-basics
ADDITIONAL EDUCATION:
Training in Direct Sales by Mag. Portillo (strategies, ruling of conversations, acquisition, offer management, management of objections, argumentation, cross-selling, sales completion, body language, power talking)
Different international Training in Channel Management, Partner Relationship Management and Marketing (Frost & Sullivan UK, Michael Hunter US, Roger Mathers UK)
Training in Coaching and Personal Productivity (LMI)
Leadership Core Curriculum (Ken Blenchard, Xtractor + Ericsson property)
Training and certification in project management (PROPS)
Training and certification in process management
Training in line of reasoning and leading of conversations
Training in presentations, negotiations and business mediation
Training in SAP/R3 (usage)
Training and certification in Mobile Technology Basics
Different training in English
Different technical training in telecommunication products.
Completed military service (radio operator and driver)
Driver license (class B: car)
HOBBIES AND INTERESTS:
Music, actively performing slide-trombone in a Big Band (Jazz Express)
Travelling
Excursions
