Curriculum Vitae Heike Marx

Transcription

1 Curriculum Vitae Heike Marx Aberlestr. 13a München Mobile: Date of birth: 15 Oct 1964 in Heidelberg One son (born 1993) CV Heike Marx 1

2 Current Business Activities Since 04/2009 Managing Director of Heike Marx & Team (HMT) Training Consulting After 22 years of employment in a technical environment, I founded Hohmann, Marx & Team GbR together with my business partner Petra Hohmann. Based on the experience, that social skills are essential for business decisions, the goal of HMT is to deliver training for medium and large enterprises in the high-tech sector. In April 2013 Petra Hohmann left the company leaving HMT as Heike Marx & Team. Portfolio Core competence of HMT is the exchange of social competence in business situations. We focus on seminars and workshops for individual development and teambuilding using the Insights Discovery model, as well as the optimisation of success in sales situations and prevention of burnout. We deliver on the job coaching for individuals in sales situations, to transfer sales training into business. Moderating workshops completes our portfolio. Achievements Since 2010 HMT has been named partner for training for a German DAX listed company. Insights Discovery has become a trusted methodology to build teams, lead them through critical situations and increase the success of sales and leadership. In the area of sales training we successfully educated the entire European distribution sales force of a high-tech company. We have supported individuals close to burnout situations to prevent their breakdown and help them find their way back to a balance of workload and personal health. For prevention of burnout, we have also worked with management teams. The goal of these seminars is to provide knowledge on burnout-indicators and, more importantly, matching behaviour to their set of leadership skills. CV Heike Marx 2

3 Background / Experience 02/ /2009 Fujitsu Siemens Computers GmbH - Direct Sales for Large Accounts (full time) Account Management Development of customer to Key Account Customer Liaison and Support for Siemens AG Working in direct sales I was in charge of Siemens AG as a customer and developed one department with a highly heterogeneous supplier environment into a key account with a trusted customer relationship. We started as server provider for the computer centre (volume of sales below 500K). I was able to position Fujitsu Siemens Computers as a full line solution provider, increasing the volume of sales to about 8 million. In addition I took on the storage and backup business for the Operations department of Siemens with responsibility for a business valued at several million euros. 11/ /2003 Fujitsu Siemens Computers GmbH - Senior Business Developer (part time 30h/week) Evaluation and development of new sales solutions for Direct Sales Acquisition of partners for implementing solutions Training and support of Direct Sales The task of business development was to support Direct Sales in increasing the turnaround in a highly competitive environment. My goal was to elevate the perception of Fujitsu Siemens Computers from a hardware provider to a solution partner. My responsibility was to select new solutions appearing on the market (like HPC, PLM or ASP), develop the business case, find suitable partners and train Direct Sales in how to align the solution to their customers. Then Sales were able to address new business areas to generate additional volume of business. 09/ /1998 Siemens-Nixdorf GmbH Partner Management VAR Partner (part time 25h/week) Acquisition and support of Value Added Reseller Partners Development of Business Plans for Partners Implementation of processes for Partner Sales Indirect sales were new to Siemens Nixdorf. The goal was therefore to recruit partners for hardware sales, develop business plans with them and implement training and processes to achieve the goals. As a Partner Manager I was responsible for named partners, setting and reviewing the annual goal and supporting them to increase business. CV Heike Marx 3

4 05/ /1996 Siemens-Nixdorf GmbH Partner Management ISV Partner (part time 25h/week) Acquisition and support of Independent Software Vendors as Partners Development of Business Plans for partners Support in implementation phase The idea of the so called Trans Atlantic Program was to bring new evolving Software Vendors from the US to Germany to increase UNIX hardware business for Siemens-Nixdorf. As a Partner Manager for I2, PeopleSoft and Siebel, I was responsible for both the technical and financial discussions. The technical aspect was mainly the migration of the software to Reliant Unix. The financial side was creating a business plan with the partner and help them get a foothold in the European market by using the awareness of Siemens Nixdorf. 01/ /1995 Siemens-Nixdorf GmbH Sales Support (full & part time 20h/week) Customer presentations Presentations at fairs and exhibitions Software Training for customers and Technical Support As Sales Support I supported salespeople throughout the entire sales cycle by presenting office and workflow software to prospective customers, consulting in implementing the software and training the customer s users. I was personally requested for key customers all over Europe. 10/ /1990 Siemens AG Software Development (full time) Software development on UNIX using C and C++ Development of a Windows based office system Responsibility for stages of the project Three years of software development showed me that I am able to do programming. This was the time where I gained my profound understanding of the computer business. The main learning was that I have to do a job where people and not only machines are involved. 09/ /1985 Siemens AG work experience While waiting for a university place to study Architecture, I worked as an Operator for BS2000 mainframes in the computer centre of Siemens in München Perlach. This is where I discovered that the computer business would be my profession. CV Heike Marx 4

5 Qualifications 10/ /1987 Berufsschule an der Koppstraße, München Education as staatlich anerkannten Industrietechnologin Datentechnik equates to Certified Engineer in Data Processing Technology 09/ /1984 Secondary School, Ottobrunn next to München Examination Allgemeine Hochschulreife 09/ /1974 Primary School, München Solln Further Qualifications 2009 Education and Qualification as Trainer and Coach 2009 Accreditation as Insights Discovery Trainer and Coach Advanced Training Project Management Business Planning (Boston Consulting Group) Value Selling TAS Target Account Selling Negotiation (Harvard) Key Account Management Foundation and management of a dancing school Skiing Teacher (DSLV) and trainer for track and field (DLV) English: oral and written French: basic Fields of Interests and Hobbies Being in motion physically and mentally: Sports in the mountains (skiing, mountain biking, hiking) Reading and learning (books and seminars) Family and friends CV Heike Marx 5