Tech Data - Americas

  • Business Development Manager II

    Location US-AZ-Tempe
    Req Number
    2018-20360
    Weekly Work Hours
    45
    Shift
    1st Shift
    Travel Required
    30%
    Relocation Assistance Available
    No
    Working Time
    Full-Time
  • Overview

    Identifies opportunities to assist partners in Security Practice Building in support of the customer sales strategy. Develops
    and maintains the business relationship by providing security solutions for defined account(s) in security product lines and services, to achieve the identified strategy and business financial objectives

    Essential Duties & Responsibilities Required

    Principal Responsibilities:

    • Manage a set of partners participating in the Tech Data Security Practice Builder program and provide program management for their interaction with various sales, vendor and operations teams, with the goal of growing the partner’s security spend through Tech Data.
    • Understanding and selling Tech Data Security services and offerings to partners
    • Identifies and creates opportunity demand for Solutions (HW, SW, Svcs) with Tech Data vendor teams, coordinating the supporting seminars, training and resource awareness to assigned customers that drives growth plan success in the targeted account
    • Maintain industry knowledge of Tech Data security vendor capabilities and value-added solutions
    • Manage the sales cycle for Tech Data security service offerings and track sales transactions and pipeline in a CRM
    • Identifies and maintains field supplier relationships

    Job Level Specifications:

    • Expert knowledge of assigned product / service line and broad understanding of how they integrate with the organization's entire product / service line.
    • Has considerable latitude in determining best approach to sales and service tasks.
    • Maintains excellent rapport with existing clients and frequently interacts directly with new prospects to build customer base and increase sales.
    • Develop a vertical market (retail, healthcare, finance, energy) strategy for our Security solutions
    • Identification and analysis of new vendors and partners who could represent high growth opportunities for Tech Data
    • Work with a team to identify new Solution offerings using the available Tech Data vendor products
    • Will require occasional travel

    Qualifications, Required Knowledge Skills & Abilities and Working Conditions

    Knowledge/Experience:

    • Experience selling Security products and solutions and general understanding of the Security industry
    • Business acumen to develop short and long range plans to meet business goals
    • Maintains excellent rapport with existing clients and frequently interacts directly with new prospects to build customer base and increase sales. Provides input to sales management.
    • Excellent written and verbal communications, including presentation skills
    • Analytical skills to effectively evaluate customer requirements and provide appropriate solutions in a highly competitive market
    • Effective knowledge of the process of how end-user customers buy and leverage solutions (ROI and business benefit positioning)
    • Effective working knowledge of how Tech Data customers (VAR, ISV, OEM) deliver solutions in the market
    • Demonstrated excellence in the ability to foster teamwork across business units
    • Industry vertical Knowledge preferred including application of the technology to different markets.

    Work Experience:

    • 6+ years experience in sales and business development
    • 3+ years working in the channel ecosystem (VAR, SI, ISV, Distributor, MSP)
    • 2+ years selling security products and/or services
    • Education and Certification(s): Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.

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