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Product Manager - Security in Toronto at Westcon-Comstor

Date Posted: 8/30/2017

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Toronto
  • Job Type:
    Sales
  • Experience:
    Not Specified
  • Date Posted:
    8/30/2017

Job Description

Product Manager - Security (Canada)

Position Description:

Work with executive and product sales management to identify and establish new vendor relationships for Westcon. Establish relationship with leading vendors adopting 2 tier channel strategies with desire to move into distribution from research to initial contact managing through vendor onboarding processes and contract negotiation to vendor launch. Position will author business plans to drive sales of incubator vendors and engage with vendor and sales team to develop and execute growth programs to achieve sales targets.

Responsibilities and Duties:

Vendor and Customer Relations
* Establish strong, productive vendor relations
* Identify new customer targets and execute a strategy to acquire and develop them
* Works within customer accounts to position product line
* Author 6 - 12 month sales plan with key objectives and goals
* Manage vendor financial performance through:
* Active customer base and trending
* Vendor rebates and MBOs
* Pipeline and forecast management
* Build visibility with vendors and customers to create a competitive distribution advantage for Westcon products
* Influence vendor and reseller to specify your offerings
* Build relationships, territory plan and be a conduit for issue resolution with Vendor Sales Partnerships with Channel/CAM/TAM

Business Management :

* Develop quarterly plans for achieving market growth and incremental sales
* Refine growth plans on an ongoing basis as new opportunities come into play
* Identify ways to build margin by means of services, rebate management, solution bundling

Marketing :

* Co-op/MDF Budget Management
* Work with marketing to develop and execute programs for demand creation and sales development
* Present vendor marketing programs and objectives to sales force
* Develop strategy to build vendor channel awareness and communication plans both internally and externally
* Obtain vendor funding for marketing events and programs
* Identify in-demand products within assigned product line and develop effective marketing to build awareness and sales volume
* Cross market complementary solutions into appropriate vertical segments

Sales Support:

* Support sales department with pre-sales and positioning of your vendors product, technology and services
* Work with sales groups to forecast sales activity
* Research potential resellers for new resale opportunities
* Coordinate with vendor sales representatives to bring in new business
* Assist the sales team with information connecting assigned products with other offerings
* Position Westcon as the premier partner for both the vendor and reseller
* Develop product presentations for the sales force

Knowledge

* Technology:
* Excellent knowledge of products in assigned portfolio
* Good knowledge of IT/Telecom industry
* Ability to use standard software: MS Office Applications
* Finance
* Budgeting and Forecasting
* Business Trending and Financial Reporting
* Business/Marketing:
* General understanding of marketing including product demonstrations
* Understand the market and competitive landscape
* Strong business development skills

Required Qualifications: (e.g., education, skills, abilities, knowledge)

* A team player that collaborates with others to exceed established goals
* 7 - 10 years sales and marketing experience
* Knowledge of IT security solutions and market a plus
* Great communication skills
* Aptitude for learning additional product knowledge
* BS/BA or equivalent experience

WestconGroup, Inc. is a value added Information Technology distributor of category-leading unified communications & collaboration technology, network infrastructure, data center, data/telecom and IT/Data & Network security solutions with a global network of specialty resellers. The company goes to market under the Comstor and Westcon brands. WestconGroup's teams are located in 70+ countries around the globe, create unique programs and provide exceptional support to accelerate the business of its global partners. Strong relationships enable partners to receive support tailored to their needs. From global logistics and flexible customized financing solutions to pre-sales, technical and engineering