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Business Development Manager, Services Global Customers in Singapore at Westcon-Comstor

Date Posted: 6/3/2018

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Job Description

The main purpose of the Business Development Manager, Services-Global Customers role is to create net new revenues for Westcon by concentrated sales of the Westcon Services Catalogue and Cloud Services to End-User Customers via the Reseller Channel. The primary goal of the role is to deliver long term sustainable, predictable revenues for Westcon Group through the following Service Areas:
* Support & Managed Service Solutions - Vendor and Westcon "GoldSeal" Support Solutions
* Operations Services - Logistics and staging services
* Advanced Services - Project-based professional services
* Education Services - Westcon and vendor delivered education and training services
* Cloud Services - Build demand through Cloud Service Resellers

The Business Development Manager, Services-Global Customers role will be responsible for:
* Delivering high quality delivery of all services to the highest levels of customer satisfaction
* Profitable delivery of all Cloud and Channel Services
* Relevancy and commercial viability of the services contained in the catalogue.
* Meeting and exceeding revenue targets by uncovering and developing net new business with existing resellers or developing new reseller partnerships.

* To develop a pipeline of incremental new business, and close orders equal to or above quota by working as an embedded sales resource within the channel
* To recruit new and existing Reseller partners to sell Westcon's Cloud and Services Solutions
* To utilise existing knowledge of solutions and product sets to identify up-sell or cross-sell opportunities by analysing existing channel pipeline
* To focus on growing an Annuity Revenue stream across the areas of cloud, support and managed services
* Provide support to sales teams and collaborate with closely on joint opportunities
* On site appointments with enterprise or commercial customers, generating and realising Services & Cloud opportunities as an individual and as part of a team working with the local sales force
* Development and execution of comprehensive Business Plan and Marketing Plan in conjunction with Business Unit Manager / Internal marketing resource and the Service Provider
* Ensure that all KPI objectives are met that are set by our Service Providers
* Attend and contribute to 'Quarterly Business Reviews' (QBR) with our Service Providers in accordance with the Westcon Group guidelines
* Manage price points and discounts to be in line with the Service Provider process
* Negotiation of 'Special Bid' and 'Non Standard' pricing applications with our Service Providers as required
* Channel enablement, training Internal enablement
* Apply professional experience and understanding of technologies to support solution design and the development of strategic / operational processes at decision maker level
* To be self- motivated and proactive in consulting and adding value in a services business environment
* Form, develop and maintain customer relationships and act as an effective point of contact
* To follow up all quotes with telephone contact to elicit customer feedback and support the closure of business
* To ensure regular customer contact is made on a pro-active basis
* To be able to articulate the Westcon Group message and value proposition to partners and all stakeholders
* To follow up and drive customer satisfaction through focus and attention on client needs, both internal to the partner and externally to their end-users
* Enabling the production of an SOW, design, bill of materials or kit list, other documentation as well as validating and creating conceptual designs for both, simple and complex ICT infrastructures.
* Supporting Live Demos, end customer/vendor exhibitions, project presentations as well as supporting and documenting technical solutions
* Foster good working relationships, resolving any conflict issues and resistance to change to the traditional provision of Services and any new concepts that require wider audience buy-in
* Assist in the process of identifying objectives and business strategies and plans for Service & Cloud Solutions
* Ad-hoc tactical duties as required

* Demonstrable experience in a sales capacity in a channel environment, preferably in the IT industry
* IT industry experience in the fields of Managed and/or Professional Services
* Pre-sales experience on a technical and sales level
* Exposure to ITIL or eTOM methodologies
* Bachelors Degree in Business or Engineering or equivalent industry experience ideal.
* Experience working with enterprise clients in all fields on a CEO level
* Excellent communication and customer management skills, both written and verbal
* Experience in selling IT services and in the generation of new business
* In-depth, hands-on experience with the process of IT projects
* Routine in cooperation between the project team and internal departments
* Experience with communication and presentation skills
* Negotiation skills with customers
* Analytical and strategic thinking
* Strong presentation skills

Personal Attributes:
* Evidence of continuous professional development and commitment to learning
* Commercially astute, experienced with sales concepts of cost, gross margin, net profit etc.
* Well-organised and methodical approach to work - able to multi-task
* Attention to detail in terms of output and customer facing documents
* Ability to understand downstream delivery needs and requirements
* Appreciation of critical timescales and the impact of delay on client perception
* Customer satisfaction and service delivery focussed
* Tenacious and able to motivate others in support of the needs of the role
* Flexible and adaptable to new concepts and methods of working