Device Partner Sales - Midrand at Rectron South Africa

The purpose of the Microsoft Device Partner Sales is to take advantage of the Pro Device Refresh. Working with the Product manager from Lenovo/Acer/Asus/MSI to drive Pro device sales. Focus on Microsoft Copilot device sales increase into all Rectron Sales territories to drive the Windows Messaging which is creating the need for a Pro Device Refresh.

Primary Objectives:

Targets and reviews.

Ensure that all set targets across profitability, reseller recruitment, and reach are met across all product lines in Rectron business plan.

Sales and Business Development.

• Identify dormant partners in order to reactivate these partners purchasing.
• Regular meetings with Rectron’s strategic resellers to grow the business for Microsoft DSP, ESD, FPP, with a focus on driving Office attach on devices. Should the opportunity not be relevant for Microsoft DSP, ESD, FPP, pass that lead on to the RCT-Cloud team to activate through CSP business platform.
• Proactively plan business development activities alongside strategic resellers – Working directly with the Microsoft Product Manager and RCT-Cloud marketing specialist on availability of budget, viability of plan and execution of plan.
• Proactively work with resellers and the product manager to drive up frequency of transacting resellers (3+ sales per quarter), as well as average revenue per reseller
• Collaborating with Sales and Regional Managers and their respective team members to identify resellers with growth potential and plan an engagement plan for each partner identified.
• Collaborating with partners with engagement plans in place to identify new areas of opportunity amongst ends customers.
• Manage and maintain response to reseller and/or end customer queries in a timeous manner to uphold and maintain service levels in Rectron.
• Actively work with existing resellers to understand their business and to identify new opportunities to work with them to drive Office attach.
• Identify opportunities on Office 365 renewals, manage and maintain renewals with and ensure renewals through Rectron and captured and maintained.
• Set clear and realistic deadlines with customers on service delivery goals.
• Working closely with the Rectron support team is imperative to drive customer satisfaction levels and support turnaround times for after sales service levels.
• Work with the product manager to ensure the profitability of the business.

Administrative.

• Weekly activity report, including details of key deals, wins and challenges to be completed.
• Key KPI areas to be managed, maintained and regular tracking to be completed, as well as Rectron’s overall performance against these objectives
• Daily and weekly Performance tracking against required activity targets to be completed and shared.

RCT-Cloud team Accountability.

• Proactively assist colleagues where opportunities in the business are identified.
• Manage and maintain pipeline of future business, as well as engagements with resellers.
• Collaboration with marketing specialist to drive marketing activities, including, but not limited to floor days; spivs; promotions; incentives; reseller events.

Rectron Events.

• Plan and executing in person and/or digital events as with vendor requirements and planning.
• Proactively follow up on leads arising from Rectron events, post event with tracking and feedback.
• Attend Rectron events and drive networking and leads, identify new reseller opportunities.

Upskilling.

• Proactively use vendor portals to complete training. Maintain and stay up to date with the latest training and product information.
• Quarterly feedback to line manager on all completed training, both online as well as in person.
• Attend training sessions as required (in person and online)
• Stay up to date on RCT Cloud vendor roadmaps shared by Rectron product team, or available publicly on vendor websites and blogs.
• Provide training to resellers and staff as required.

General.

• Maintain a sound level of understanding across all Rectron’s products so that you can hold down a solid conversation with resellers.
• Report and feedback challenges to the line manager timeously.
• Complete any work-related tasks as requested by your manager.
• Maintain and grow on key and core competencies in the role.
• Regularly analyze Rectron’s sales and customer data to identify opportunities.
• Identify opportunities amongst broader customers.
• Stay abreast of market information to find new opportunities.
• Constant and regular call downs on reseller base

Communication.

• Communicate politely and effectively between internal and external stakeholders.
• Get back to stakeholders timeously.
• Manage expectations with stakeholders.
• Working successfully in a team environment.
• Deliver effective presentations.
• Organisation and Self-Management are key.
• Time Management is key. Prioritise of tasks at hand.
• Plan and organise
• Learn independently
• Work under pressure

Problem Solving.

• Listen and effectively analyse and solve problems
• Proactively find solutions to problems using all available resources
• Know when to ask for help from internal or vendor resources

Sales and Pipeline Management.

• Cold call
• Follow up on quotes
• Track quotes through the sales cycle
• Manage customer relationships
• Pipeline planning

PC Skills.

• Strong ability to effectively navigate and use a Windows based computer.
• Microsoft Word: proficient with formatting; typing up of documents.
• Microsoft Excel: proficient with pivot tables; v-lookup; filters; sums formulas.
• Microsoft PowerPoint: Putting together basic, neat presentations.
• Microsoft Outlook: Sending/receiving emails; out of office settings; scheduling meetings; attachments; scheduling conference calls.
• Microsoft Skype for Business and/or Teams: Sending/receiving message; joining conference calls; presenting webinars.
• Microsoft SharePoint: updating content; finding content across the organisation.

Key Performance Indicators.

Targets.

• Achievement of Rectron’s set targets on profitability, reach across all product lines and any additional strategic objectives
• Achievement of targets set on reach; dormant resellers reactivated; numbers of high frequency resellers

Administrative.

• Report back once per week, due by COB Mondays (or Tuesday in the event of a public holiday) – reporting must include:
• Tracking against your target for the month to date
• Forecast across each product line for the month.
• Pipeline across each productline.
• Activities completed for the previous week.
• Successes / challenges faced for the previous week.

Training.

• Regular training to be conducted to the Rectron sales teams.
• Regular training to be conducted to/at Rectron resellers.
• Regular drive and use of Microsoft’s online training tools at Rectron

Education/Qualification

• Minimum: Matric, University degree with either a business or information technology background preferable

Competencies & Skills

• Sales and Pipeline Management
• New Business Development
• Computer literacy and PC skills
• Effective Communication
• Organisation
• Problem Solving

Experience (experience required for the job)

• At least 3 years of experience in a sales environment, preferably one involved in solution selling