Distribution Partner Account Manager
What You’ll Do
*Collaborate & build multi-level relationships both internally and externally that support distributor success
*Manage Distribution profitability and Partner Satisfaction
*Create a comprehensive business plan to support the joint business growth expectations for both Cisco and identified distributor.
*Manage and optimize distributors inventory & credit line usage
*Drive both architecture and sales segment growth plans within distribution. Align these plans to quarterly ‘back-end’ rebate goaling programs.
Implement marketing & market development plans with the assigned distributor and execute distribution marketing budgets with the assigned distributor.
*Communicate programs and promotions to Distribution sales teams and analyse usage trends
*Share Cisco VSEM ( internal visibility of plans ) and agree joint execution plans
*Develop & execute strategic sales and 2-tier partner enablement programs ensuring close alignment with the Commercial segment, 2 Tier partner channel and internal sales teams.
*Drive specific opportunities for 2nd Tier partner and the commercial growth
*Manage POS and booking forecasts & pipeline development on a weekly, monthly and quarterly basis with high accuracy.
*To work closely & communicate effectively across all of Cisco's line of businesses to support the best outcomes for the business through distribution
Who You’ll Work With
You will work as a core member of the Cisco UK Distribution/2 Tier channel team to manage both existing and newly identified partners. You will have close alignment with Cisco UK&I partner team, and the EMEAR Cisco architectures and Distribution team.
Who You Are
You will bring at least 3 years Distribution experience in a fast-growth, high technology Distributor.
*Strong selling skills in major accounts and/or a territory is essential.
*Must have strong relationship selling skills within the channels / distribution community and be able to lead sales calls at every level of an account, executive level or otherwise.
*The role requires a self-starter with the ability to multi-task.
* Must be able to work as an individual and as part of a team
* Understanding of business organizations and their buying cycles is required. Indirect sales experience in IT industry, especially server/storage and networking is required.
*Deep knowledge of server virtualization, data centre optimization, and campus networking is required.
* Result driven with excellent negotiation and closing skills are a must.
*Requires practical experience using influence management to achieve goals.
*Should possess a general understanding of legal contracts.
*Requires excellent written and verbal communication skills.
* Prior management experience desirable.
*Excellent knowledge of MS Office, specifically MS Excel, possess an analytical mind with excellent accuracy to detail.
Responsibilities will include:-
* Provide weekly, monthly, quarterly forecasting - POS , Bookings and Quarter End Inventory and CBN
* Working with distributors to provide accurate forecast and minimize the variance.
*Working with distributors to provision right mix and right level of inventory
* Provide the distributors with regular performance updates / reviews
* Provide analysis and plan with distributors to develop and expand 2-tier partner coverage, capacity and capabilities.
* Work with Customer Service on expediting product delivery of distributor orders
* Communication of monthly promotional updates to the sales people / Product managers within the distributors
* Collaboration with distribution operations, architectural teams
* Analyse and feedback promotional usage trends
* Coordinating with the distributors on the usage of Co-op spend
* Organize and manage spiff and distributor sales floor enablement activities
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