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International Business Director in Bracknell at Westcon-Comstor

Date Posted: 10/4/2018

Job Snapshot

Job Description

Westcon-Comstor is looking for one International Business Director to join our very successful Global Deployment team within our truly global IT distribution operations. This role is based in the South East of England. European travel is part of the role.

You will manage existing or develop new Global Enterprise Accounts in the European theatre. You will work in conjunction with Westcon subsidiaries to effect local engagement with project teams to maximise sales throughput and act as prime contact for central procurement / bids. You will manage Service Level Agreements and contracts with our clients like DXC and Verizon. You will negotiate global pricing on behalf of subsidiaries in conjunction with vendors like Cisco, AVAYA, Mitel, Checkpoint, Palo Alto Networks and F5.

You will also engage with new Service Provider and Global System Integrator customers and ultimately support GDS roll outs.


  • Maximise sales opportunity within the identified customer base.
  • By harnessing subsidiary sales resource
  • Ultimately lead and develop your assigned Enterprice Accounts
  • Identify Global roll outs and working in co-operation with the Global Team to effect significant sales volume.
  • Negotiate subsidiary/theatre pricing on behalf of subsidiaries.
  • Develop sales plan and roll out with subsidiary "buy in"
  • Implement plan and measure success.
  • Build high level relationships at VP level, Senior procurement

Key Business Management Activities

  • Through regular business review meetings with the Global Accounts, Analyse, Prospect opportunities, in order to anticipate business levels, plan required activities and provide accurate forecasts at the start of each month, and with regular updates as requested.
  • Analyse performance against subsidiary budget and ensure delivery of budgeted numbers
  • Implement appropriate plans to effect budgeted performance.
  • Promote all relevant Product Accreditation Schemes and ensure commitment and adherence from the resellers across the programs' requirement.
  • Respond to RFI/RFP's on behalf of Westcon-Comstor with support from subsidiaries.
  • Negotiate commercial contracts and gain agreement and support from subsidiaries


  • Able to understand and effectively present Westcon International trade capability.
  • Effectively communicate Westcon Global value proposition including logistical services capability
  • Attention to detail
  • Strong negotiation skills
  • Strong planning skills
  • Patience to follow through on protracted negotiations
  • Ability to perform under pressure and to meet demanding timescales
  • Acquiring & Qualifying Business
  • Developing Customer Relationships
  • Supporting the Customer
  • Fostering Communication
  • Demonstrating Sales Versatility
  • Collaborating Cross-Functionally
  • Knowing the Customer
  • Developing and Executing Sales Strategy
  • Knowing Westcon's Products
  • Ensuring Self-Direction
  • Closing the Business
  • Applying Business Acumen
  • Managing the Competition
  • Working with Technology

Qualifications / Experience

IT Distribution specific sales experience at a national and international level

Operating Environment

Typically home based, but will be required to regularly visit Westcon subsidiaries principally in Europe. Travel to customer site (Europe wide) will be required. (50% of your time)

You will be prepared to work non-standard hours as the nature of this business requires both significant travel and International calls outside either early morning and or evening.

You will work with little direct supervision or guidance. Please apply if you live or are happy to relocate in the South East of England.

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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