Senior Specialist: Vendor and Sales Enablement (Woodmead Block A) at Altron Managed Solutions

Job Description

Responsible for achieving sales volumes, distribution, pricing, stock pressure and forwarding display objectives in accordance with expected standards for a particular district. Manages the activities of the sales force in a division. Ensures that all records are continually updated and maintains individual contact with key customers and management.  Recruits, motivates and develops sales representatives.  Responsible for the overall operation and profitability of the area as well as the achievement of pre-set sales targets. Provides the National/Regional Sales Manager with accurate sales information.

KEY RESPONSIILITY AREAS

• Responsible for total Partner target - Cloud / Hyperscalers
• Drive sales team to grow Partner revenue in existing install base accounts and new accounts, through focused marketing strategies, campaigns and end user enablement
• Ensure that sales team, technical and solution architects is representing the interests of all the strategic partners
• Provide accurate and regular sales forecasts and business updates to management & to partners
• Work with sales team to ensure that each sales opportunity is driven as proactively as possible

Engage in collaborative, strategic and tactical business planning with key partners:-

• Identify new markets
• Understand the sales process and develop a sales and marketing strategy to best suit the partner.
• Develop sales tools to assist  sales and technical
• Develop sales and marketing strategy to mine existing customer base
• Identify key new accounts and design a sales approach to bring new customers on board.
• Assist with broad-base marketing to promote business
• Assist with customer reference sites
• Create and promote high impact and innovative marketing programs and initiatives
• Design enablement plans, to ensure resources are skilled in the marketing programs and products they are going to drive
• Develop enable programs to drive into existing and prospective base
• Use best practices for opportunity management, account planning and forecasting
• Key role in defining and implementing the partner within Altron
• Developing and managing the partner Relationship across a broad spectrum i.e. Local and international
• Understanding the various target markets and mapping Altron focus to these markets
• Defining & developing partners focus by strategically aligning each partner to the objectives set out by the partner, understanding how to develop partners and into what markets
• Implementing Go To Market Programs to drive focus products and solutions
• Managing the partner program
• Managing internal training and skills development for partner products
• Defining & executing skills development programs

Market products and manage the sales process:-

• Identify and implement market strategies
• Disseminate product information
• Grow market share
• Identify new business opportunities
• Position partner product set
• Manage the profitability of products
• Understand and implement partner strategy and policies
• Implement and drive partner models e.g. pricing, rebates, reporting etc.
• Handle all channel related issues
• Ensure Altron is always compliant with governance processes set out by the Partner
• Manage, review and re-negotiate partner contracts

Manage and Review eco system of solutions providers including Distribution:

• Distribute market internally the eco system capability
• Identify new business opportunities
• Position partner product set
• Recruit new solution providers when necessary

Experience and Qualification required:

• Relevant partner certification and industry based knowledge
• Relevant Tertiary Qualification
• Min 8 years experience
• Extensive exposure to Cloud / Hyperscalers