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External Sales in Bracknell at Westcon-Comstor

Date Posted: 1/9/2019

Job Snapshot

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Job Description

Westcon-Comstor is recruiting a new Business Development Manager (External) to grow and support our partners. The Business Development Manager will provide product management & sales engagement to resellers. You will need to understand vendor strategy & goals. This role is key in developing aligned strategies for the benefit of Westcon and our partners. Participate in the execution of sales and marketing plans UK wide. Travelling and attending Reseller meetings should be expected.

This role is home based but you will need to go to our Bracknell office at least once a week. Most business travel would be in the South East of England where you will need to be based.


* Identify and establish new customer accounts (e.g., call dormant accounts, cold call, obtain leads from vendors)
* Maintain and grow business with existing accounts
* Support internal sales in managing account administration
* Consult with customers in selling and supporting Westcon products and services
* Provide product presentations and sales training for assigned accounts
* Manage demo stock requirements and evaluation stock
* Prepare partner plans and execute directly
* Identify cross selling opportunities within Westcon's products and services portfolio
* Create value add opportunities for Westcon
* Develop relationships with Vendor Account Management Teams

Customer Support
* Keep customers up-to-date with product-related information
* Coordinate with training, marketing, business development, and product management to effectively support the customer
* Establish productive vendor relations to ensure quality of service to customers

Business Management
* Maintain up-to-date profiles on accounts showing revenue projects and quotas
* Gain general understanding of customer business and strategic plans as they relate to Westcon products and services
* Maintain relevant account information on CRM.
* Monitor performance of allocated accounts and identify areas of opportunity
* Provide support in sales presentations, products demonstrations, customer training, and solution delivery
* Consult with appropriate internal resources for guidance and support in serving customers
* Provide & manage forecasts into Product Manager
* Work at customer sites as part of engagement strategy
* Attend customer meetings as required, including any additional Westcon support as required ie: Presales
Administrative/Self Development
* Ensure forecasts are submitted in a timely and accurate manner.
* Prepare business development plans for account set.
* Attend relevant internal and external product training
* Meet all reporting deadlines with accuracy (e.g., call reporting, pipeline reporting, etc).
* Attend all required internal and external meetings
* Maintain and develop own knowledge of Westcon and vendor product portfolio


General knowledge of Westcon product portfolio offerings likePalo Alto Networks, F5 and Checkpoint.

Ability to use standard software: MS Office Applications
General Computer literacy

Calculate & maintain minimum profitability requirements on a transaction level

Create business development plan
Be self-disciplined and well organised

Good understanding of the sales cycle in the IT Channel. Experience in an external role supporting Resellers or selling to end users would be preferable. IT distribution experience would be ideal but not essential. Solutions selling experience would be also advantageous.

Customer Service:
Principles and processes for providing customer service including needs assessment and evaluating satisfaction

Join a growing global business

Westcon-Comstor is a leading name in IT distribution with US$4.35 billion in global revenues. Our job is to link technology vendors to our distribution partners who resell software and solutions to business and other customers.

This is an exciting time to join our expanding UK and Ireland operation, which serves the EMEA region. We have ambitious plans and huge future potential - you will be ideally placed to grow your career in a dynamic yet supportive culture.


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