Tech Data - Americas

  • Business Development Rep- Cisco

    Location US-FL-Clearwater
    Req Number
    2018-21186
    Weekly Work Hours
    40
    Shift
    9-6
    Travel Required
    30%
    Relocation Assistance Available
    No
    Working Time
    Full-Time
  • Overview

    Who we are:  

     

    Tech Data is one of the world’s largest technology providers in IT distribution. Tech Data is currently ranked No. 83 on the Fortune 100® and has been named one of Fortune’s “World’s Most Admired Companies” for seven straight years.

     

    The Tech Data difference is in our people.  Every day customers like Best Buy, CDW, Office Depot, etc… depend on us to help them cost-effectively support the technology needs of end users of all sizes, including small- and medium-sized businesses, large enterprises, educational institutions, government agencies, and consumers.  Working for Tech Data, you will be supporting manufacturers such as, Apple, Brocade, Cisco, Dell, HP, IBM, Lenovo, Microsoft, Oracle, VMWare, etc…

     

    The video link below provides a glimpse into our world!

     

     

     

    Position owns the on-boarding of net new Cisco partners, specifically those with a competitive practice. Main tasks will incude identifying persona contacts, organizing partner trainings, marketing brand focus and development of new specialization. to build practice growth and profitability. Daily contact, on the inside and in the field, with specific accounts, geographical area(s), vertical
    market(s) or specific technology(s). Proactively drives revenues/margins to ensure organizational profitability; handles complex customer issues.

    Essential Duties & Responsibilities Required

     

    Overall responsibility will be recruitment of MSP partners who currently are not a Cisco partner or selling Cisco products and services and encourage them to standardize using Cisco Meraki: 

    • Have C level conversations with non-Cisco accounts as to benefits of Cisco relationship
    • Utilize partner websites and other resources to determine partner MSP capabilities
    • Recruit partners to standardize MSP practice using Cisco Meraki
    • Build and document partner profile in internal CRM
    • Understand and deliver Cisco Simple IT message
    • Help onboard partners to both Tech Data and/or Cisco
    • walk partners through Cisco specialization requirements
    • understand and promote the Tech Data/Cisco value adds
    • Work with ConnectWise to develop joint plan
    • Work with Cisco MSP team on MSP messaging and stay on top of updates
    • Nominate partners for Cisco demo kit program
    • Identifies and develops business opportunities. Demonstrates broad account knowledge. Creates business development plans to uncover new opportunities and increase sales and profits in the territories. Proactively manages accounts by evaluating product mix and profitability. Sells services and develops SMS customer account plans.
    • At expert level, manages advanced inbound and outbound sales calls and client facing meetings in order to quote prices, provide product information and build relationships with customers. Has managerial-level (Level 7) authorization over road trip/freight/rebills for their accounts and is authorized to release accounts for processing.
    • Identifies root cause and drives issue resolution under minimal supervision. Assists associates and reps in resolving complex, important customer problems or issues.
    • Travels for customer meetings, presentations, training and trade shows.
    • Drives to meet SLA goals assigned to ensure team meets daily, weekly, monthly and quarterly objectives
    • Builds influential face to face relationships with the customer and Business Partner's field sales team and key contacts.
    • Makes presentations to Customer Executives and regional Business Partner representatives.
    • Answers inbound sales calls in order to quote prices, place orders, research orders already placed and assists customers with any product, order, shipping or service questions.
    • Places outbound calls to develop a specified customer base and prospect for new business.
    • Helps resellers get best pricing/deals through alliance with internal Tech Data departments. Informs business partners of vendor-related promotions and floor days.  Forms relationships and provides proactive business solutions.
    • Represents Tech Data at business partner events and Tech Data marketing events.
    • Other duties as assigned.

    Qualifications, Required Knowledge Skills & Abilities and Working Conditions

    • Inside and/or outside Sales experience required.
    • Knowledge of Information Technology/Marketplace desired; preferably Cisco 
    • Two or more years of industry inside or outside sales experience preferred.
    • Three to six years of specific industry experience.
    • High level of professionalism and business maturity.
    • Advanced level ability to develop key contacts within TD as well as with business partners.
    • Ability to identify and execute creative solutions to non-routine issues and learn from prior experiences.
    • Expert level systems knowledge and capability to navigate through applications.
    • Ability to conduct business analysis, identify opportunities for additional revenues, and perform account planning.
    • Functional level of cross-selling and up-selling.
    • Ability to successfully manage account and contract level negotiations as well as customer price negotiations.
    • High level of interpersonal and collaborative skills.
    • Strong ability to participate in TD projects.
    • Approx. up to 50% travel required.
    • Educational Preferred; Bachelor Degree

    About Us

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