Supports OEM partners in nationwide and global efforts. Identifies, develops and manages multiple brand customer relationships at a corporate management level to position overall value to the organization, while providing local Tech Data management with strategic direction and plan implementation to drive maximum market share.
Essential Duties & Responsibilities :
Creates and owns customer business plan and pricing model that includes :
OEM Partner Value proposition and offerings
Geographic coverage mapping
Comprehensive Marketing plan for new business, installed base and renewal / annuities business
Establish quarterly and annual sales goals, reporting and reviewing actual vs goals - Solutions Path engagement, training and certification schedule
Monthly sales review and action item list
Quarterly business review with BU management and related Supplier team Provide an increased level of account coverage in order to :
Develop and enhance our executive level customer relationships with our strategic and ISV partners - Grow share of wallet in winning more business lines by improving the customer experience with Tech Data by incorporating more Tech Data branded services and renewed focus on solutions and customer satisfaction
Identifies sales leads for the field organization through Corporate Management by identifying opportunities, developing operational plans and providing leadership to advocate Tech Data capabilities at the customer & corporate management level utilizing the customer assigned account team.
Communicates with the customer on a proactive basis in order to identify customer satisfaction issues and isolate root causes of any perceived problems.
Work with Business Unit owners to design corrective action plans that resolve identified problem to improve customer relations.
Coordinates the action plan requirements to appropriate support groups (e.g. Tech Data Services) Owns and manages strategy for the customer.
Ensures cross-divisional teamwork in order to leverage value in achieving the customer / s business vision
Job Level Specifications :
Expert knowledge of assigned product / service line and broad understanding of how they integrate with the organization's entire product / service line.
Typically works on a cross-section of large and / or prominent accounts with several changing variables and complexity).
Work is performed under very limited direction. Has considerable latitude in determining best approach to sales and service tasks.
Maintains excellent rapport with existing clients and frequently interacts directly with new prospects to build customer base and increase sales.
Provides input to sales management.
Actions impact the organization. Failure to accomplish work or meet customer expectations will result in the inability to reach crucial organizational sales goals and may cause long-term damage to client relationships.
Work Experience :
6+ years experience in sales -Technology or solution based selling experience is encouraged but not required.
Experience working with Technology OEM's.
Education and Certification(s) :
Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.
Distinguishing Characteristics :
Possesses expert knowledge of Services programs and processes for multiple Brands
Exhibits the ability to interface with the customer of increasingly more complex engagements (Assigned portfolio is typically comprised of increasingly diverse customer base of strategic national accounts.)
Responsible for selling company products & services, developing new accounts and / or expanding existing accounts.
This role is typically assigned to large and more complex accounts.
Cultural Competency Requirements :