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CEE Senior Partner Business Management - Channel Head (location Austria)
SAP, Wien, AT
What we offerOur company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now!The Senior Partner Business Manager (Channel Head) is a field-based employee that covers all partners in the CEE region, in order to grow SAP's software license revenue across the SAP solution portfolio. The Channel head is responsible for proactively developing the partner's SAP business by driving sales (to net new customers and to the partner's current customer base), demand generation and partner capabilities with a strong focus on mid&long-term perspective.The Channel Head is the main point of contact for building the partner relationship with SAP. The Channel head is a leader, who plays a role of icentral advisor to the partner, owning the partner relationship end to end, and responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP's solutions portfolio. The job incumbent is responsible for appropriately managing/balancing the use of SAP assets (i.e. Pre-Sales, Training, PSA, etc.) without under- or over-utilizing those assets. He or she develops partners for long term development, health-of-business and transformation to new solutions, technologies and models. Being a virtual leader for the Channel in the region, he or she supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The Channel Head provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities. Position is measured on revenue, year-over-year growth, market share growth, adoption of strategic solutions (i.e. Hana, Cloud) and GB impact.Key Responsibilities Strategic Value and Business DevelopmentResponsible for the holistic management and representation of the Partner to SAP, and for proactively managing and developing the partner following a disciplined business planning process to expand their partner's business with SAP.1. Understands the partner's basic financial structure and key drivers which influence their business and decisions2. Proactively develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical, �), and keeps up to date with all changes to the partners' organization as well as with the changing environment at SAPa. Understands and articulates the relevant SAP portfolio in terms of the customer value proposition and the partner value proposition (including partner economics, partner ROI, advise the partner on investments into various solutions as is seen fit, using available SAP experts);3. Presents SAP opportunities (i.e. new product, new solutions area) in financial terms including potential revenue, required partner investment, break-even, and return on investment to gain partner adoption;a. mainly focusing on extending the partner's sweet spot (vs. entering completely new business areas)4. Assists partner in building transformational plans to differentiate themselves and add value to customers.a. Explains economic trends and industry knowledge to support the partner's investment in developing their SAP business and to gain trusted advisor status5. Develops and drive effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement.a. Works on investment and expansion plans,b. Documents partner's commitments and investments,c. Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews).d. Utilizes existing experts within SAP to prepare, deliver and follow up on the business planning6. Proactively provide professional preparation and leadership of partner/SAP meetings7. Being a leader for the PBM community in the given MU, strategically managing the Channel development and Cloud transformationOverall: Revenue Generation and LeadershipResponsible for sales of SAP software licenses with and through partners across SAP's portfolio and establishing an advisory relationship with the partner and SAP teams.1. Drives partner execution to revenue commitments to SAP and measures and reports progress2. Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses;a. Develops partner's sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits.b. Utilizes available experts (presales, GBSE, AEs, etc.) to generate the best possible approach and result for the partner's business.3. Guides partner on the sales landscape and how SAP solutions complement other software and technologies that the partner sells to increase size of opportunities and the partner's margin4. Collaborates with SAP teams (Account Executive, Inside Sales Executive, General Business Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.)5. Updates and communicates key partner changes -- for example, new partner executives or organizational structure, new SAP solutions authorizations, partner demand generation campaigns, investments, etc. -- to relevant SAP systems and teams (e.g., PRM, ISE's, Account Executives)6. Prevent and resolve conflicts. Escalate as neededPartner Demand Generation and Pipeline CreationResponsible for partner's pipeline development; driving to SAP's expectation of pipeline multipliers, and leveraging SAP marketing and business development resources and tools.1. Understands, develops and shares relevant demand generation and pipeline creation best practices with partners2. Leads and drives partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans;3. Guides partner's demand generation plans to align with SAP's current go-to-market messaging;c. Influences partner to effectively utilize 100% of their marketing development funds;d. Ensures partners utilize and leverage SAP's Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs;e. Tracks and measures the return on investment (ROI) on the partner's documented demand generation activities4. Develops and executes a pipeline development plan to meet partner's pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer referencesMeeting with top partner sales people for account planning. Ensure that the partner collaborates to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline and that partners agree to clear account and align plans as to close more business. Driving & owning the forecast from the assigned partners and being accountable for partner participation, partner business planning, partner portfolio expansion, partner demand generation and pipeline and partner growth.General Partner ManagementResponsible for the overall success of a partner with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP's Chanel Operating Policies. Support for complex deals in accounts under 700m�.1. Act as a thought leader to optimize partner engagement and investment in the SAP ecosystem and portfolio2. Effectively trains partner's sales force to become experts on delivering the SAP value proposition (overall and by solution) 3. Guides partner to work effectively within SAP's Go-to-Market strategy4. Ensures PartnerEdge requirements are met and take corrective action as necessary, if required with E&C mgmt.5. Diagnoses and prescribes corrective action for underperforming partners6. Ensures that partners - and SAP teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being metExperience & Educational Requirements10+ years working experience in the software industry7+ years in a partner facing role (ex. Customer Service, Sales, Consulting); experience working at a SAP partner is a ‘plus'Demonstrated partnering and sales leadership skillsRelevant experience in cloud / HANA topicsBusiness development planning and execution experience in driving sales pipeline, demand gen, and enablement with partnersStrong analytical competenciesEffective communication and presentation skills an executive levelHigh energy - brings innovative ideas to the team and champions best practicesProven capability to work in a team and collaborate; with independent accountabilityMicrosoft Office tools, including Word, Excel and PowerPointCEE market experience and understanding (software industry, trends, vertical market industries, etc.)Business level English: yesBusiness level local language: yesBachelor equivalent: yesMaster equivalent: preferredWe are SAPSAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together.Our inclusion promise SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com, APJ: Careers.APJ@sap.com, EMEA: Careers@sap.com.EOE AA M/F/Vet/Disability:Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.Successful candidates might be required to undergo a background verification with an external vendor. Requisition ID:301589 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations:
CEE Senior Partner Business Management - Channel Head (location Austria)
SAP, Wien
CEE Senior Partner Business Management - Channel Head (location Austria) Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from. Apply now The Senior Partner Business Manager (Channel Head) is a field-based employee that covers all partners in the CEE region, in order to grow SAP's software license revenue across the SAP solution portfolio. The Channel head is responsible for proactively developing the partner's SAP business by driving sales (to net new customers and to the partner's current customer base), demand generation and partner capabilities with a strong focus on mid&long-term perspective. The Channel Head is the main point of contact for building the partner relationship with SAP. The Channel head is a leader, who plays a role of icentral advisor to the partner, owning the partner relationship end to end, and responsible for coordinating all SAP interactions (with executives, PSA, solutions teams, peers, etc.) in order to drive partner investments and growth in SAP's solutions portfolio. The job incumbent is responsible for appropriately managing/balancing the use of SAP assets (i.e. Pre-Sales, Training, PSA, etc.) without under- or over-utilizing those assets. He or she develops partners for long term development, health-of-business and transformation to new solutions, technologies and models. Being a virtual leader for the Channel in the region, he or she supports partner enablement to drive partners to self-sufficiency from demand generation to closing deals. The Channel Head provides support to partners in sales cycles via coaching, mentoring and shadowing in customer facing sales activities. Position is measured on revenue, year-over-year growth, market share growth, adoption of strategic solutions (i.e. Hana, Cloud) and GB impact. Key Responsibilities Strategic Value and Business Development Responsible for the holistic management and representation of the Partner to SAP, and for proactively managing and developing the partner following a disciplined business planning process to expand their partner's business with SAP. 1. Understands the partner's basic financial structure and key drivers which influence their business and decisions 2. Proactively develops active and long-term partner relationships across all roles in the partner (executives, sales, marketing, technical, ), and keeps up to date with all changes to the partners' organization as well as with the changing environment at SAP a. Understands and articulates the relevant SAP portfolio in terms of the customer value proposition and the partner value proposition (including partner economics, partner ROI, advise the partner on investments into various solutions as is seen fit, using available SAP experts); 3. Presents SAP opportunities (i.e. new product, new solutions area) in financial terms including potential revenue, required partner investment, break-even, and return on investment to gain partner adoption; a. mainly focusing on extending the partner's sweet spot (vs. entering completely new business areas) 4. Assists partner in building transformational plans to differentiate themselves and add value to customers. a. Explains economic trends and industry knowledge to support the partner's investment in developing their SAP business and to gain trusted advisor status 5. Develops and drive effective joint annual business planning with partner to ensure proper planning and execution of Sales, Marketing, and Enablement. a. Works on investment and expansion plans, b. Documents partner's commitments and investments, c. Holds partners accountable and measure (and report) results and ROI on documented marketing and demand generation plans regularly (i.e., quarterly updates and reviews). d. Utilizes existing experts within SAP to prepare, deliver and follow up on the business planning 6. Proactively provide professional preparation and leadership of partner/SAP meetings 7. Being a leader for the PBM community in the given MU, strategically managing the Channel development and Cloud transformation Overall: Revenue Generation and Leadership Responsible for sales of SAP software licenses with and through partners across SAP's portfolio and establishing an advisory relationship with the partner and SAP teams. 1. Drives partner execution to revenue commitments to SAP and measures and reports progress 2. Trains partners on SAP sales methodology on overall SAP and specific product and solution positioning, and on competitive responses; a. Develops partner's sales skills on successful sales strategies and on individual opportunities through sales coaching, opportunity reviews, role-playing, and observing and assisting at customer visits. b. Utilizes available experts (presales, GBSE, AEs, etc.) to generate the best possible approach and result for the partner's business. 3. Guides partner on the sales landscape and how SAP solutions complement other software and technologies that the partner sells to increase size of opportunities and the partner's margin 4. Collaborates with SAP teams (Account Executive, Inside Sales Executive, General Business Sales Executives, etc.) acting as a strategic liaison between the partner and SAP to ensure effective communications, aligned strategies, and sales successes; ensure partner uses full SAP resources effectively (executives, solution experts, sales, support, field services, etc.) 5. Updates and communicates key partner changes for example, new partner executives or organizational structure, new SAP solutions authorizations, partner demand generation campaigns, investments, etc. to relevant SAP systems and teams (e.g., PRM, ISE's, Account Executives) 6. Prevent and resolve conflicts. Escalate as needed Partner Demand Generation and Pipeline Creation Responsible for partner's pipeline development; driving to SAP's expectation of pipeline multipliers, and leveraging SAP marketing and business development resources and tools. 1. Understands, develops and shares relevant demand generation and pipeline creation best practices with partners 2. Leads and drives partner to expand their SAP footprint to the innovation solution portfolio where relevant, and incorporate the new solutions in pipeline building and demand generation plans; 3. Guides partner's demand generation plans to align with SAP's current go-to-market messaging; c. Influences partner to effectively utilize 100% of their marketing development funds; d. Ensures partners utilize and leverage SAP's Marketing resources, tools, collateral, sales plays, and other SAP demand generation programs; e. Tracks and measures the return on investment (ROI) on the partner's documented demand generation activities 4. Develops and executes a pipeline development plan to meet partner's pipeline multiplier goals, net new name goals, and revenue commitments; including setting goals for establishing customer references Meeting with top partner sales people for account planning. Ensure that the partner collaborates to build and execute joint demand generation activities with SAP regional, industry and national Sales, Business Development and Marketing Teams to grow a mutual pipeline and that partners agree to clear account and align plans as to close more business. Driving & owning the forecast from the assigned partners and being accountable for partner participation, partner business planning, partner portfolio expansion, partner demand generation and pipeline and partner growth. General Partner Management Responsible for the overall success of a partner with SAP, and for partner compliance with SAP PartnerEdge program requirements and SAP's Chanel Operating Policies. Support for complex deals in accounts under 700m. 1. Act as a thought leader to optimize partner engagement and investment in the SAP ecosystem and portfolio 2. Effectively trains partner's sales force to become experts on delivering the SAP value proposition (overall and by solution) 3. Guides partner to work effectively within SAP's Go-to-Market strategy 4. Ensures PartnerEdge requirements are met and take corrective action as necessary, if required with E&C mgmt. 5. Diagnoses and prescribes corrective action for underperforming partners 6. Ensures that partners - and SAP teams - operate in a professional and ethical manner; take action or escalate if professionalism and ethics standards are not being met Experience & Educational Requirements 10 years working experience in the software industry 7 years in a partner facing role (ex. Customer Service, Sales, Consulting); experience working at a SAP partner is a ‘plus' Demonstrated partnering and sales leadership skills Relevant experience in cloud / HANA topics Business development planning and execution experience in driving sales pipeline, demand gen, and enablement with partners Strong analytical competencies Effective communication and presentation skills an executive level High energy - brings innovative ideas to the team and champions best practices Proven capability to work in a team and collaborate; with independent accountability Microsoft Office tools, including Word, Excel and PowerPoint CEE market experience and understanding (software industry, trends, vertical market industries, etc.) Business level English: yes Business level local language: yes Bachelor equivalent: yes We are SAP SAP innovations help more than 400,000 customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with 200 million users and more than 100,000 employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, we build breakthroughs, together. SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world. SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Americas: Careers.NorthAmericasap.com or Careers.LatinAmericasap.com , APJ: Careers.APJsap.com , EMEA: Careerssap.com . EOE AA M/F/Vet/Disability: Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability. Successful candidates might be required to undergo a background verification with an external vendor. Requisition ID: 301589 | Work Area: Sales | Expected Travel: 0 - 50% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: Job Segment: Manager, ERP, Consulting, Business Development, Business Manager, Management, Technology, Sales The key to SAP’s success? Our people. We grow. We lead. We innovate – together We believe that the difference between success and failure is a great team. As colleagues, we support, challenge, and inspire one another every day. We’re results-driven and ready to go the extra mile for our customers. We all work from different places dealing with different challenges and opportunities. But our goal is mutual. We build breakthroughs, together. Driven by innovation? It’s in our DNA. At SAP, innovation is more than just developing top-notch software – it’s creating technologies that open up new possibilities. As a cloud company we are future-proofing our customers’ business and building systems that provide a foundation for growth and innovation. We know this doesn’t happen by accident, so we provide a working environment that promotes free thinking, bold ideas, and collaboration. Of course, having the resources and expertise of a major global organization helps too. Got ambitious goals? Achieve them – at SAP. Stay relevant, agile, successful. SAP’s robust portfolio of learning and development offerings helps you unlock your potential, stay ahead of technology and accelerates your career. At SAP, we want to make sure our employees are happy, healthy, fulfilled, challenged – and working towards their individual career goals. CEE Senior Partner Business Management - Channel Head (location Austria)
Product Business Development Manager for Document Digitization and Digital Transformation - Vienna & CEE (m/w)
Becker: Human Resource Solutions, Wien
becker: human resource solutions is an HR consulting business specialised in all personnel-related issues as well as in the recruitment for positions of expertise and management. On behalf of our client, a leading international IT company, we are searching for a Product Business Development Manager for Document Digitization and Digital Transformation - Vienna & CEE (m/w) As Product Business Developer, you will be responsible for over 20 CEE countries. You will play a central role in the development of the B2B business throughout the region. In this role you actively drive the solution business and take responsibility for regional sales and profit targets. You identify market opportunities, drive sales enablement and demand creation for Document Digitization and Digital Transformation Your business passion is document digitization and vertical applications One of your key responsibilities is to implement a product marketing strategy and develop product USP for selected region. Parallel you are tracking competitors activities on regional level. Part of your business is the product consultancy to internal and extern sales teams You identify USPs based on customer needs and competitor lineup and train internal and external teams Execution of regional offerings in the local market and development new integrated offerings Responsible for product revenue and gross profit budget for the region and product group In your responsibility is to implement regional and local pricing strategies Regular customer and partner visits in the region with local sales and business development are part of your business requirements. You have experience in the field of Document Digitization and Digital Transformation in a sales & marketing related position. CEE markets experience is an additional advantage As a professional you have strong communication and presentation skills and good business English. Good consultative selling skills and effectiveness in building relationships are additional strengths. You are open minded towards other cultures – especially within Europe – and are prepared to travel (expected travel time will be up to 25%, less time during Covid) You see yourself as result driven, creative and with Entrepreneurship You appreciate a flexible, dynamic working environment which is used to work with spirit together You are a team player, passionate in managing diverse teams and ensure collaboration between teams You can expect a rewarding remuneration corresponding to the level of responsibility. The salary has fixed and variable parts, with an expected yearly value of at least € 70,000 gross (38,5h)/week). Final agreed salary depending on qualification and experience. The work will be based in Vienna, in an international work environment. Travel expectations within Central Eastern Countries in this position are around 20%
Product Business Development Manager for Document Digitization and Digital Transformation - Vienna & CEE (m/w)
Becker: Human Resource Solutions, Wien
becker: human resource solutions is an HR consulting business specialised in all personnel-related issues as well as in the recruitment for positions of expertise and management. On behalf of our client, a leading international IT company, we are searching for a Product Business Development Manager for Document Digitization and Digital Transformation - Vienna & CEE (m/w) As Product Business Developer, you will be responsible for over 20 CEE countries. You will play a central role in the development of the B2B business throughout the region. In this role you actively drive the solution business and take responsibility for regional sales and profit targets. You identify market opportunities, drive sales enablement and demand creation for Document Digitization and Digital Transformation Your business passion is document digitization and vertical applications One of your key responsibilities is to implement a product marketing strategy and develop product USP for selected region. Parallel you are tracking competitors activities on regional level. Part of your business is the product consultancy to internal and extern sales teams You identify USPs based on customer needs and competitor lineup and train internal and external teams Execution of regional offerings in the local market and development new integrated offerings Responsible for product revenue and gross profit budget for the region and product group In your responsibility is to implement regional and local pricing strategies Regular customer and partner visits in the region with local sales and business development are part of your business requirements.  You have experience in the field of Document Digitization and Digital Transformation in a sales & marketing related position. CEE markets experience is an additional advantage As a professional you have strong communication and presentation skills and good business English. Good consultative selling skills and effectiveness in building relationships are additional strengths.  You are open minded towards other cultures – especially within Europe – and are prepared to travel (expected travel time will be up to 25%, less time during Covid) You see yourself as result driven, creative and with Entrepreneurship You appreciate a flexible, dynamic working environment which is used to work with spirit together You are a team player, passionate in managing diverse teams and ensure collaboration between teams You can expect a rewarding remuneration corresponding to the level of responsibility. The salary has fixed and variable parts, with an expected yearly value of at least € 70,000 gross (38,5h)/week). Final agreed salary depending on qualification and experience. The work will be based in Vienna, in an international work environment. Travel expectations within Central Eastern Countries in this position are around 20%