Job Purpose: External business development expert with an allocated set of partners, responsible for the development of a defined specialist line of business. Key account management within specialist segments.
Responsibilities:
Responsible for owning/developing a cross-section of large and/or strategic accounts with several changing variables and complexity under general managerial direction, for respective lines of business to win new business and maximize the potential of the account.
Responsible for increasing both customer loyalty and profitability through mastery knowledge of assigned product/service line as well as those of the entire organization.
Can move fluidly among product/service lines and be equally effective.
Responsible for growing Tech Data's share of wallet (market share) with the vendor.
Creates high impact value propositions for 'C' level discussions and decision-making processes.
Translates vendor objectives into actionable vendor business plan.
Specific large deal & pipeline engagement within a technology domain.
Driving the presence and profile of the vendor(s) internally within Tech Data and externally to customers.
Negotiate on deals and rebates.
Input into purchasing, sales, and pricing policy.
Strategic input into vendor market propositions.
Support the development and execution of marketing plans alongside the Marketing Manager.
Works in strong collaboration with FSE.
Accurate and timely weekly forecasting and pipeline development.
Development of key channel relationships.
Key customer engagement.
Vendor operational, sales, and marketing team engagement.
People management and development (where applicable).
Knowledge, Skills and Experience:
10+ years working experience in the IT industry with channel and/or vendor at a business development level, ideally from a sales or product marketing background.
Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.
Able to articulate, persuade, and influence favorable business outcomes in 'C' level scenarios.
High energy with a positive "can-do" attitude, consistently able to deliver above expectations.
Excellent emotional intelligence able to connect strongly and influence decision-making at a senior exec level (customers & vendors).
Self-motivator able to define and achieve clear individual, team, and company priorities and execute autonomously.
Advanced knowledge of Tech Data's business practices and recognized as a Subject Matter Expert for responsible line of business/technology area(s).
Confident and informed decision-making qualities and a proven negotiator.
Ability to establish and maintain positive relationships with internal and external business partners.
Strong communication skills, both oral and written.
An ability to stimulate others to successfully drive change and absorb new ideas.
Skilled multi-level relationship builder able to operate in a matrix environment.
Strong orientation towards and experience in services and solution selling.
Proven experience in account and portfolio development.
Strategic planning and business case development.
Experience of working within a matrix structure (ideally multi-national).
Proven ability to self-manage in an external environment.
Business planning experience with strong operational cadence.
Cultural Competency Requirements: Within Tech Data, diversity is one of our fundamental shared values. We are a multi-cultural environment and we pride ourselves on being a welcoming place of work where we celebrate inclusion and champion people from a multitude of backgrounds.
Join our team to connect the world with the power of technology!
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