*iPAM Authorized Reseller Channel EMEA
Sells Dell s products and services (via telephone, web or e-mail) to Authorized Resellers and is responsible for ensuring a positive partner experience.
Sells Dell s products and services to the customer calling and responding via telephone, web or e-mail.
Achieve Revenue & Margin target for Authorized Reseller Channel customerbase, rolled out on a quarterly or half year plan
Build a solid network with identified stakeholders
Update on manager weekly basis on how the business is performance and tracking against agreed activities for assigned set of Resellers and account plays
Be a driver for more effectively change in processes & procedures to create more business value. Make them scalable and implementable across your teams
Develop a clear sell out plan for your Authorized Resellers. Take the Reseller base and account plays to clear actions for now. Balance driving the business with developing the business .
Be a key team member of the Go To Market strategy team for the full country & region
Responsibility for building and reporting the Authorized Reseller Channel project pipeline.
a. Customerbase Authorized Reseller Channel Partners in Country xxx, yyy Autorized Resellers
b. Region / Countries EMEA UK/ FR/ GER/ IT/ WER/ CEE/ MEA
c. Business Impact Estimated Revenue $xx/ Margin $xx/ xx M units per Year
d. Go To Market Model xx% thru Distribution (end state 100%)
2. Core Tasks
Act as POC for any Authorized Reseller for assigned base from our inside teams and the Distributor Sales teams
Execute assigned account plays and opportunities from Call Centre including SFDC update, Win/ Lost
Pipeline management of Assigned base (SFDC) – Ensure clean pipeline loaded in SFDC both for BtB opportunities as SnS deals
Ensure quote creating for BtB business by distribution
Activate demand for the current inventory at distributors based on ageing and competitive situation.
Management of operational issues not covered by CC or Sales Ops
Manage flow of information thru distribution stakeholders on delivery times & manage DOA s &MWD s on a daily basis
Provide ongoing feedback to Distribution & Merchandising teams on competitiveness of the product Line-Up facilitate ongoing detailed feedback from Distributor to Dell
3. Authorized Reseller Channel Partners KPI s
a. Revenue / Margin / Unit incl. attainment. Total, Per Partner, Average per partner
b. SNS volume & percentage. Total, Per Partner, Average per partner
c. Number of Authorized Partners
d. Customer transition: number of Authorized Partners moving to Gold status (or higher). Total, Per year.
e. Customer contact – Phone inbound-outbound. Total, Per Account
f. Top leads & opportunities incl. update status and lost/ won weekly/ monthly/ quarter. Total, Per Partner
a. Sales Authorized Reseller Channel Other iPAM Authorized Resellers in country & Region & location, Sales Managers
b. Sales Distribution IPAM Distributors for country & region (VAD/ Volume)
c. Merchandising Client Solutions incl. Monitors, Enterprise, Services, EMC where needed
d. Finance Distribution & Authorized Reseller Channel Finance linkage where needed
e. Marketing Country, Regional Marketing contact where needed
f. Others: Sales Operations, Legal ect where needed
Salary: Not Disclosed by Recruiter
Industry:IT-Software / Software Services
Functional Area:Sales , Retail , Business Development
Role Category:Corporate Sales
Role:Client Servicing/Key Account Manager
Outbound phone Merchandising Sales operations Tools Ticketing EMC EMEA Operations Tracking
Desired Candidate Profile:
*5. Key Deliverables
a. Achieve Revenue & Margin target for Authorized Reseller Channel
b. Achieve other KPIs
6. Tools (Indication)
a. Microsoft Office (Outlook, Excel, Word, PowerPoint)
b. Avaya, ePhone
c. SalesForce. Com (SFDC)
d. SalesEdge, Solution Configurator
e. GII, DAM Aproval, GOAL, BidBuilder, SMART Selection, Zyme (Sales Out & Stock)
f. Ticketing Tool, GOV (status of current orders), Harmony (parts ordering)
UG: Any Graduate – Any Specialization
PG:Post Graduation Not Required
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