JOB DESCRIPTION
Drive revenue growth and business development by managing channel partners and promoting vendor solutions across targeted segments. Build strong relationships with channel partners, identify new opportunities, and develop a robust sales pipeline to achieve business targets. Collaborate closely with Solution Architects and channel teams to provide technical guidance, solution support, and pricing strategies. Maintain strong vendor relationships and ensure internal and channel partners are updated on product developments, GTM initiatives, and market opportunities to deliver measurable business outcomes.
DUTIES & RESPONSIBILITIES
- Achieve company revenue and profit targets through effective partner management and business development.
- Participate in annual business planning with vendors and internal teams to define strategic goals, priorities, and revenue targets.
- Own and execute the Channel Development Plan to drive growth across channel partner
- Identify and pursue new business opportunities with channel partners.
- Build and maintain strategic relationships with vendor key stake holders and channel partners to strengthen collaboration and influence business outcomes.
- Drive sales and growth for vendor products and solutions through channel partners
- Promote vendor solutions and internal professional services, providing coaching and guidance to reseller sales teams to maximize solution and service adoption.
MAJOR CHALLENGES
- A key member to build the assigned Business Unit in Westcon Group
- Vendors have high growth expectation in 2 tier business
- Start a profitable service practice to compensate the cost to build a value-added model
WORKING RELATIONSHIPS
The associate must interact regularly with many different groups of people and must therefore exhibit a high level of professionalism and interpersonal skills at all time.
POSITION REQUIREMENTS
Skills and knowledge:
- Technology understanding - strong understanding of assigned Vendor solution.
- Effective communication skills both orally and written
- Experience in managing relationships with large vendors and channel partners
- Understanding of the Distribution Channel model
- Strong sales background with the ability to build relationships at senior and strategic levels
- Business management skills
- Excellent Presentation skills
- Business Planning and Strategy skills
- Strong interpersonal skills with the ability to build strong relationships quickly and effectively
- Good attention to detail and follow-up
- Strong negotiation/persuasion skills
- Must be able to work with high self-motivation and energy levels.
