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Solutions Consultant in Houten at Westcon-Comstor

Date Posted: 2/12/2019

Job Snapshot

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Job Description


Support sales staff in the achievement of set revenue and GP budgets in line with company directive and objectives. Provide product based technical sales support to authorized business partners.
To plan, manage and report on vendor portfolios to maximize Westcon Group value-add and ensure success in terms of revenue and profitability. Work with vendor and sales team to develop and execute compelling solution propositions for Westcon, Resellers and their end users.


* Generate and provide customer quotations (verbally and in writing) as requested by the sales staff and business partners
* Support the efficient promotion of differentiating Westcon Group value propositions through sales engagement and partner training
* Provide presentation and demonstrations for end users on behalf of our business partners
* Establish strong, productive vendor relations
* In coordination with sales staff, proactively work within resellers to position product line and ensure comprehension of portfolio
* Build visibility with vendors and customers to create a competitive distribution advantage for Westcon products
* Work with full marketing team, vendor and sales to develop compelling programs and initiatives
* Maintain competitive awareness of other vendor products and other distribution activity
* Provide internal updates on a regular basis
* Represent vendor's product effectively and accurately
* Present vendor marketing programs and objectives to sales force

Customer Support
* Point of contact for customer inquiries regarding solution designs
* Acceptance and resolution of queries received via the CRM ticketing system
* Answering of telephone queries from the pre sales help lines
* Liaise with and support all other internal teams
* Provide monthly report on tracking business levels, product trends, promotions and top customer profile
* Identify ways to build margin by means of bundling and developing new propositions
* Assist where necessary with inventory and special orders
* Assist with customer events as necessary

Sales Support
* Support sales team with product positioning
* Work with sales team to understand product trends
* Ensure customer operations have the necessary product and promotional information
* Develop product presentations for the sales force
* Work with product management to train Sales staff and Customers on specific vendors products

Administrative/Self Development
* Attend monthly sales meetings
* Maintain regular contact with targeted customers
* Present sales management with relevant reports and analysis
* Provide monthly reports
* Track competitive issues and log of pricing issues, corrections, and results
* Maintain and develop own knowledge of Westcon Group services portfolio through vendor and third party partners taken to market via the reseller channel
* Provide input to training materials where necessary
* Maintain appropriate vendor certifications to maintain accreditation in line with vendor programmes
* Maintain knowledge of vendors pricing and channel support tools



* Good knowledge of Westcon Group product portfolio offerings
* Use advanced technology concepts to link Westcon's offering to solutions in the customer's business
* Thorough understanding of Solution Practice portfolio and technology
* General Computer literacy
* Understanding of products from a sales and technical perspective

Understanding of and ability to apply pricing, Gross Profit, discounts, and margin calculations

Good understanding of the sales cycle

Customer Service:
Principles and processes for providing customer service

Strategic Analysis
Collaborating Cross-Functionally
Developing Customer Relationships
Demonstrable Knowledge of Westcon Group's Products
Fostering Communication
Industry/Company Knowledge
Relationship Building
Long-Range Planning
High Impact Communication
Customer Focus
Versatility and Resilience
Leadership and Motivation
Improving Performance

* Vendor accredited specialist qualification
* Minimum 5 years' experience in relevant industry
* Technical background and experience with technology
* Background in product management
* University degree (preferably business, marketing, or management)

Operating Environment
* Regular face-to face and telephone contact with existing and new partners
* Moderate to extensive travel required
* Direct own efforts: work with little direct supervision or guidance
* Field or office-based

* Customer satisfaction through timely, accurate responses to customer requests and appropriate resolution of customer concerns
* Positive perception of vendors, customers, subsidiaries, and colleagues of the role and effectiveness of the group
* Achievement of gross profit targets
* Achieve revenue and margin goals for targeted vendors

Westcon-Comstor is a value-added technology distributor of category-leading solutions in Security, Collaboration, Networking and Data Center. We are transforming the technology supply chain through our global capabilities in Cloud, Global Deployment and Services. Through a unique physical and digital distribution network, we extend our partners' global reach while providing the local expertise needed to successfully navigate worldwide opportunities. We combine expert technical and market knowledge with industry-leading partner enablement programs. Collaborating with our partners in a unique engagement model, we strive to provide an exceptional partner experience by delivering results together. Westcon-Comstor goes to market under the Westcon and Comstor brands.

Multi-national company, headquartered in Tarrytown, New York, USA
 Founded in 1985
 Presence in 50+ countries on four continents
 Ship to more than 180 countries and territories
 18 logistics and stocking facilities
 2,600 driven and highly skilled associates

Job Requirements

Solutions Consultant


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