Responsibilities:
To provide pre-sales support to partners, xFusion, and internal sales divisions. Design, scope, and build solutions by conducting site visits and customer engagements to clearly define project requirements and key outcomes. To become a trusted technical advisor and training resource as well as a technical resource for all parties.
Pre-Sales Solution building and design
Business Strategy Development and Execution
Understand the development strategy for the vendor and implement it in the SBM sector:
o Increase customer coverage/count for vendor
o Increase vendor product coverage for vendor
o Increase geographic coverage for vendor
Define and document a development plan with each partner and focus on the execution
Review the development plan on a quarterly basis
Present the status of the development plan back to the vendor
Training and up-skilling of partners
Development partner tasked with growing sales and presales resources of partner
Training on vendor sales tools
Training on vendor processes and systems
Managing the certification level of partners
Involving partners in vendor training and events
Ensure operational excellence of vendor within the partner, ensure orders are placed on vendor timeously
Alignment of vendor resources to partner
Making sure that stakeholders at the vendor interface with stakeholders at the partner on the following levels:
o Technical
o Presales
o Management
o Marketing
o Solutions Proposals
Working with the partner to drive marketing initiatives on behalf of the vendor, these initiatives may include:
o Marketing events
o Tele-campaigns
o Internal incentives
o Promotion of vendor events
o Driving vendor GTMs with the partner and ensuring focus on the GTMs
Discount Management Lobbying support for partners at the vendor Enlisting vendor support to drive the opportunity to closure Vendor relationship management Making sure that relationships are maintained with key vendor contacts that are required to be successful quarterly review for the partner Solution focus for each partner Ensuring that vendors are focused on each product Take ultimate responsibility for the revenue target allocated to the partner Drive the product focus within each respective partner Be the custodian of the vendor relationship at the partner Ensure that vendors products are top of mind with all key stakeholders within the partner Analyse market segments and develop marketing strategies to build product demand by creating effective solutions and awareness of the product and brand Provide marketing plans and GTM plans for the sales team Liaise with vendor and industry to understand product and market trends and amend plans accordingly to ensure efficient product life cycle management and maximize opportunities Clearly communicate product, market strategy, objectives, and technical Develop a strategic account management plan for all channel partners to be presented once a quarter as part of your quarterly review Ensure that customer-related queries are effectively dealt with and solved Assist the team with other related functions when and where required Submit Weekly/Monthly/quarterly reports as required by management, vendors, and analysts
Experience and Knowledge 2 to 3 years of IT sales experience is essentialKnowledge of server and x86 server products and solutions is keyUnderstanding of Hyper-Converged Infrastructure systems will be an advantageIn-depth understanding of computing platforms in solutions and problem-solving regarding client needs will be highly beneficialUnderstanding of SAN and vSAN systems will be an advantageSolid Enterprise solution capabilities and background is essentialPrevious IT distribution experience will be an advantage Requirements:
Matric with mathematics is essentialSales and Marketing qualification and/or relevant diploma is preferredAdvanced knowledge of MS Office suite is essentialKnowledge of CRM and ERP systems is preferredKnowledge of the process critical to sales e.g., RMAs & deliveriesService quality orientatedAbility to manage stress, work under pressure and manage a high workloadRelevant technical knowledge and technology-driven, up to date with the current technical products and knowledge within the product and Enterprise certificationsCustomer-focused with excellent customer service skillsPlanned with good time management skillsNegotiation skills for interactional purposes with clients and vendorsAbility to manage relationships on all levels within a company
