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Director, Global Business Development in Denver, CO at Westcon-Comstor

Date Posted: 7/5/2018

Job Snapshot

Job Description

Director - Global Vendor Management

Remote Tarrytown (White Plains), NY 10591 - seeking candidate from the western region

Position Description: The purpose of the role is to create new business opportunities within assigned global vendor base. This function will also be responsible for the recruitment of new vendors to the portfolio to include geographic expansion of existing relationships. The function will drive GTM business plans, drive vendor recruitment, contracting and on-boarding activities. The focus of the role will be building relationships at the vendor NA headquarters that maximizes our global value add and capitalizes on revenue and profits. The success of the role depends on the alignment with our vendors, EMEA/APAC vendor management teams, Global Customer sales and the GDS organization.

Duties and Responsibilities
Vendor and Regional Relations
* Establish strong, productive vendor relationships
* Provide ownership for the complete supply chain from vendor through Westcon International
* Work in alignment with regional vendor management organizations
* In coordination with sales staff to position product line and ensure comprehension of portfolio
* Build visibility with vendors to create a competitive distribution advantage for Westcon International products
* Ensure steady flow of product and pricing information collateral and promotions
* Work with the sales team to provide a SKU level forecast to drive inventory availability and efficiency

Business Management
* Ability to build a vendor business plan and execute against it
* Ability to create and provide written responds to headquarter RFI's
* Experience of building, launching and managing "Go To Market" offers
* Develop a Services attach opportunity in both SP and Enterprise market places
* Drive business across multiple GEO's and with GDS
* Provide monthly report on tracking business levels, product trends, promotions and vendor profitability
* Identify ways to build margin by means of bundling and developing new propositions
* Assist where necessary with GDS, vendor contracts and regional RFI's
* Manage product updates/releases and price changes

* Work with vendor and sales to develop compelling programmes and initiatives
* Establish and maintain a full understanding of the vendors' GTM model, programs and channel policies which impact Westcon International and the channel. Be able to cascade this across the organization in an effectively.
* Maintain competitive awareness of other vendor products and other distribution activity
* Produce regular Vendor marketing bulletins to communicate all product, service, pricing and promotional activity
* Develop sales and marketing tools to aid the regional sales team to easily understand the product applications and proposition.
* Represent vendor's product effectively and accurately
* Ensure product/vendor/promotional information published on external facing sites is accurate and up‐to‐date

Administrative/Self Development
* Maintain regular vendor review meetings and business development calls
* Present senior 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 International services portfolio through vendor are taken to market via the regions and global customer sales
* Provide input to training materials where necessary
* Other duties as requested

Distribution & IT Technology
o Understanding of Westcon International market: security & collaboration
o Understanding of Westcon International value proposition
o Sales Operations background to understand what it takes to execute on a regional plan
o Knowledge of who vendor market leaders & how it fits into our portfolio
o Ability to recruitment new vendor relationships and to pick the winners
o Competitive advantages between each offer available.
o Understanding of the Ecosystem requirements
o Ability to translate product into a distribution solution providing value add

* Strategic Analysis
* Industry/Company Knowledge
* Relationship Building
* Long‐Range Planning
* High Impact Communication
* Customer Focus
* Decisiveness
* Versatility and Resilience
* Leadership and Motivation
* Improving Performance

Operating Environment
* Home office
* Busy vendor corporate offices
* Face‐to‐face meetings: customers, vendors
* Direct own efforts

Key interactions
Type of Contact Position Nature of Contact
External Resellers (limited) All business is transacted and managed through the channel therefore they are key to the success of the business.
External Vendor (focus) All information regarding product portfolio, product information, training etc.
All levels of vendor from admin to management.
Internal Senior Management Business planning and strategy
Vendor meetings
Customer visits
Internal Sales Team Leveraging account managers to support, sell, and manage customer expectations in relation to product range.
Internal Sales Support Ensure they are motivated and managing sales support issues.
Internal Marketing Communication Ensure smooth delivery of all product initiatives

Measures of Success/Metrics
* Achievement of gross profit targets
* Achieve revenue and margin goals for targeted vendors
* Quarterly objectives as agreed with line management

* 7+ years of experience in any of the following: Distribution, Channel, Reseller, Consulting and Managed Services, IT Business Process, Application, Cloud, Infrastructure.
* Technically very skilled with deep expertise in IoT, Cloud, Security, UCC and networking.
* Background in sales operations & product management
* University degree (preferably business, marketing, or management)

Westcon-Comstor is a value-added technology distributor of category-leading solutions in Security, Collaboration, Networking and Data Center. The company is transforming the technology supply chain through its capabilities in Cloud, Services and Global Deployment. Through a unique physical and digital distribution network, Westcon-Comstor extends its partners' global reach while providing the local expertise needed to successfully navigate worldwide opportunities. The company combines expert technical and market knowledge with industry-leading partner enablement programs. Westcon-Comstor delivers results together through its unique engagement model and deep partner relationships. The company goes to market under the Westcon and Comstor brands.


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