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Azure Commercial Lead Europe | VW-684
Responder al anuncioJob 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 mid-size accounts of moderate complexity under clear 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 expert knowledge of vendor solutions, industry offerings, and broad understanding of how they integrate with the organization's business objectives.
- Responsible for growing Tech Data's share of wallet (market share) with the vendor.
- Develops tailored customer value propositions against clear understanding of customer business requirements.
- 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:
- 8+ 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 design and deliver tailored business content consistently to diverse audiences that increases the value of business engagement.
- Demonstrates proficiency at working at senior levels to fully understand full scope of customer business requirement.
- 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 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.
- On-prem and Cloud experience.
- Microsoft Azure knowledge and/or certifications.
- Business planning experience with strong operational cadence.
- Experience with ADKAR Change Management.
- Understand and experience to work in a Global & Regional matrix organization.
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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