Own the relationship between Vendor and e92plus whilst managing and mentoring a small team of Account Business Development Managers (BDM) in a UK region. Key success criterion for the Product aspect of the role are to on-board develop and manage existing Channel accounts across the UK and Eire. Focus is building the channel - accounting for 80% of this activity, with 20% on end user engagement. Quarterly Revenue based targets on return to the vendor will be used to measure this flow business should account for a majority of the revenue through active partners, enterprise level business generally involves greater vendor involvement. The other key responsibility is to manage a small team of BDM’s who are integral to the flow business of e92plus, with them engaging and selling the portfolio through our UK Channel. This aspect of the role is targeted and rewarded on a monthly GP (Gross Profit) Target.
Preferably a background in Channel/Product management or vendor sales roles, cold calling, complex quoting, forecast, stock and quota management through CRM. A strong sales background and ability to recognise and accelerate sales milestones.
- Process/Data driven
- Broad Tech knowledge (Security especially)
- Needs analysis and consultative sales skills
- Open minded
- A great communicator
- A smiler dialler
- Not afraid of rejection!
- And have a capacity to absorb and use lots of information
- A leader
A Product Managers role is focused around ensuring a good relationship with the vendor and on boarding developing and growing the Channel Partners in territory. This means developing the business with established partners, and introducing Product and Business opportunity to new reseller accounts. Our PM lead is the go to person at e92plus for the Account BDM Managers, and must be able to ably assist all needs of the BDM Team. Enthusiasm, service quality, product knowledge, team leadership and a commercial focus are key attributes.
Key activities include:
- Being the key go-to contact for the resellers and BDM Team at e92plus
- Providing quotations & order processing
- Managing and updating the sales pipeline of/with your Team
- Reseller profiling, to provide essential intelligence and insight into every account
- Calling dormant, old and net new resellers to introduce e92plus and start engagement
- Mentoring of a junior BDM Team & attainment of KPI’s and Quota targets
Your KPIs would include:
- GP target for your Team
- Revenue return target for your vendor
- Meeting and on boarding KPI’s
- Forecast accuracy
- Partner Recruitment