Cloud/AI/Data & Analytics Specialist at First Distribution

About the job
Software Sales Specialist
 

1. JOB PROFILE

Position/Function - Sales / Business Development

Location - Gauteng

Job title - Software – Sales Specialist

Physical Requirements - Travel locally

 Vendor – IBM (Software)

2. Main Purpose of Position:

• The main objective of this job is to manage assigned reseller accounts ensuring the growth and development of the relevant brand sales and its offerings according to the target(s) set. In addition to assisting partners with business opportunities, lead generation, Marketing initiatives, understanding of the relevant programs and routes to market to maximize partners reach to market

3. Key Performance Areas:

KPA

PERFORMANCE STANDARDS

Manage the Sales of the Brand performance for relevant product set and relevant partner base (focus list)

• Driving revenue targets through targeted set of Relevant brand partners, resellers.
• Driving Relevant brand Strategy and portfolio within new & existing reseller accounts.
• Display key competencies of knowledge re relevant brand programs and relevant portfolio of products
• Quarterly Business Review Session with Relevant brand
• Drive targeted partner development planning and review
• Drive IBM Product Strategy, Enablement and overview sessions with Business Partners
• Existing and New (brand specific) partner recruitment and Development
• Understand the on-boarding process re Operational processes
• Build and manage effective relationships with relevant brand team members and resellers
• Ensure the satisfactory execution of the aligned business plan in conjunction with Strategic business partners Execs and Brand Manager
• Demonstrate sales growth.
• Report opportunity details to Relevant brand on a regular basis (weekly) showing deal progression and pipe line creation using Customer Relationship Management system
• Ensure that sales targets are achieved and report any deviations with detailed explanation.
• Ensure targeted profit margins are achieved
• Ensure rebate targets are achieved as set out in accordance with sales budgets
• Ensure weekly activities, minutes of meetings and productivity reports are submitted to Brand Manager.

Marketing

• Engage with brand in Quarterly and Annual Marketing Planning sessions with Relevant brand and (Non Relevant brand Targeted Partners Partner Enablement (Target , Certifications, growth)
• Execute quarterly Promo and Programs planning sessions
• Develop an Account Plan that documents the key sales & marketing strategies and a management system that measures performance and success within the focus list of assigned accounts

Brand Knowledge

• Attend training provided by Relevant brand to become totally self-sufficient in the sales of Relevant brand products
• Understand the brand programs
• Understand the routes to market available to resellers

Administration

• Regular up-keep of CRM system.
• Request and evaluation of quotes that are requested by the reseller
• Understand the quoting process – Requests
• Follow up on quotes
• Follow up on operations responses
• Manage SLA with brand operations
• Managing opportunity lifecycle (start to finish)
• Experience in IBM Software would be preferred
• 2-3 years Sales experience in IT Industry
• Solid knowledge and experience related to SW security products

4. Competencies:

•  Knowledge of relevant brand products and process
•  Knowledge of what comprises in an end-to-end solution in the & how to position this in the market
•  Knowledge of structure of Vendor in order to have the correct point of contact
•  Knowledge of IT Industry

  Excel Intermediate

•  Excellent Communication (written and oral)
•  Demonstrated accuracy and attention to detail with numbers
•  Demonstrated confidentiality with different Account Managers and vendors
•  Ability to deliver on service level agreements
•  Demonstrated ability towards business intelligence