Department: Sales Reports to: Vendor Business Manager Location: San Jose Ca, or Remote
About the role
Accelerate Margin and Revenue Growth along with number of active partners for assigned Vendor relationships. Ownership for the day to day business management of revenue and profit targets. Development of the channel via existing and new reseller partnerships.
For Exclusive Networks:
Product focus of 1-4 Vendors
Understand where the vendor technology portfolio and placement to drive complementary solution across the entire vendor portfolio.
Promote complimentary vendor solutions and articulate the Exclusive Networks message.
Working to achieve individual and team targets against agreed profit and revenue requirements
Key contact for the specified vendors within Exclusive Networks, developing relationships at all levels of the vendor organisation. Including but not limited Channel Teams, Distribution, Maintenance and Support, Product, and Sales.
Training and enablement of Exclusive Networks team ensuring any accreditations are maintained
Annual and quarterly business planning and review meetings with vendors, key customers and the Exclusive Networks Vendor Alliances Organization
Managing key accounts alongside the Regional Sales Managers
Work closely with the internal & external sales teams to set and co-ordinate partner meetings and new customer recruitment efforts.
Proactively work with Exclusive Networks and Vendor marketing teams to:
Recruit, enable and drive new resellers
Develop end user lead generation programs with resellers
Implement sales & technical training programs
Manage Pipeline, loan/demo process and Stock profile for the vendor
Producing weekly, monthly and quarterly sales forecast reports and statistics along with monthly and quarterly results reports for Exclusive Networks management and the vendor.
For the Vendors:
Drive the quarterly business plan working alongside the Regional Sales Managers and Vendor Channel Team
Work with the vendor to on-board vendor through training and enablement across all relevant departments
On-going training to educate the partner on new releases and competitive messaging
Support vendor focused activities, such as end user events and focus days
Align Vendor Business Objective with Exclusive Networks marketing activities to ensure proper messaging and improve sales results.
The point of contact for escalation
The ability to form, build, and farm relationships by position the company and vendor’s value effectively and intelligently internally, within the vendor, and partner base.
The ability to clearly articulate the vendor message to suit the audience, for example technical, commercial or financial and gain the buy in of all stakeholders.
Ensure that a professional “research driven” approach is adopted to each meeting and opportunity
Liaising with internal departments eg: Operations, sales, technical consultants, in order to fulfil customer needs, such as arranging demonstrations, organising quotes, logistics and customer risk management.
Who we are looking for
Highly motivated, with a pro-active approach to their workload
Able to work on their own initiative and as part of a dynamic team
Knowledge of the IT channel, Var Eco System and commercial challenges for distribution
Experienced presenting to senior level contacts
About Exclusive Networks
Exclusive Networks is a global trusted cybersecurity specialist for digital infrastructure helping to drive the transition to a totally trusted digital future for all people and organisations.
Our distinctive approach to distribution gives partners more opportunity and more customer relevance. Our specialism is their strength – equipping them to capitalise on rapidly evolving technologies and transformative business models. The Exclusive Networks story is a global one with a services-first ideology at its core, harnessing innovation and disruption to deliver partner value.
With offices in 43 countries and the ability to service customers in over 170 countries across five continents, Exclusive Networks has a unique ‘local sale, global scale’ model, combining the extreme focus and value of local independents with the scale and service delivery of a single worldwide distribution powerhouse. Exclusive Networks is listed on the Euronext Paris stock exchange (Ticker: EXN). For more information visit www.exclusive-networks.com.
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