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 timely 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 execute in person and/or digital events as per 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 in a timely manner. 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 in a timely manner. Manage expectations with stakeholders. Work successfully in a team environment. Deliver effective presentations. Organisation and self-management are key. Time management is key. Prioritise 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 messages; 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 product line. 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: At least 3 years of experience in a sales environment, preferably one involved in solution selling.
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