National Business Development Manager

Tech Data Corporation Tempe , AZ 85280

Posted 6 months ago

Identifies opportunities for business expansion in support of the customer sales strategy. Develops and maintains the business relationship by providing solutions for defined account(s) in a product line, to achieve the identified strategy and business financial objectives

Principal Responsibilities:

  • Subject matter expert (SME) for brand product, technology solutions and/or offerings for assigned customers.

  • Responsible for the execution of the strategic customer growth plans and business relationships in assigned account(s) by providing value added solutions.

  • Identifies and creates opportunity demand for products, coordinating the supporting seminars, training and resource awareness to assigned customers that drives growth plan success in the targeted accounts

  • Performs analysis and reports results of various program impact for identified customer(s) notifying the customer of success, issues and future growth plan strategies

  • Maintains and drives trending knowledge of products, competitors, technology and customers in the assigned supplier product market

Job Level Specifications:

  • Mastery knowledge of assigned product / service line as well as those of the entire organization.

  • Can move fluidly amongst product / service lines and be equally effective.

  • Works on a cross-section of the largest and/or most important accounts with the highest degree of complexity and variability.

  • Works under almost full autonomy and latitude.

  • Has broad discretion in determining priorities and best approach to sales and service responsibilities.

  • May coach and develop more junior team members.

  • Builds and maintains a strong network of colleagues and customers to share information and increase sales.

  • Acts as a consultant to management and our customers on sales and business strategy.

  • Actions have a vast and lasting impact to an organization.

  • Failure to accomplish goals or meet customer expectations have a significant financial impact to the organization and its reputation with customers.

Work Experience:

  • 5+ years experience in sales

Education and Certification(s):

  • Bachelor's degree OR equivalent experience from which comparable knowledge and job skills can be obtained.

  • Achieve Financial Goals

  • FE Revenue and GP Targets (Discuss territory split, partners split, or overall account budget share with team)

  • Additional metrics from Business Plan

  • Increase partner P2V products mix (%)

  • Increase partner loyalty (HPE SoW)

  • Save partner money and calories through strategic initiatives

  • Maximize partner HPE Fin/Ben

  • Q/Q FE revenue & GP for P2V products with top 10 partners

  • Platinum/Gold purchasing value products

  • Partners trained on HPE vision

  • Partners with a TD Value/Strategic Business Plan in place

  • Partner satisfaction score (regular cadence/survey)

  • Create & Manage TD internal and partner (tailored) strategic business plan(s):

  • Content Includes:

  • Executive Summary What would we like to accomplish?

  • Competitive Analysis

  • Breakdown of proposed value programs & services (Focus on 2-3)

  • Strategy/Approach/Milestone(s)/Deliverable(s)

  • Metrics

  • Resources

  • Funding requirements (GIF, VIR, MDF, etc.)

  • Financial projections

  • Use cases/success stories (Partner, business and operational transformations);

  • Internal audience includes sales, pre-sales, marketing, product management, operations

  • Aligning metrics with appropriate SSPs /Services and gain commitment

  • Manage resources throughout project lifecycle to deliver on customer needs

  • Support BDEs actions and increase "Stickiness" or touch in target accounts

  • KPIs/Metrics-

  • Partners with a TD Value/Strategic Business Plan in place

  • Increase partner loyalty (HPE SoW)

  • of Partner Engagements/Touchpoints

  • of HPE partnered Engagements

  • Business Plan "Toll Gates" (Partner/OEM Reviews, Monthly/Quarterly)

  • Program Engagement

  • Partner Calorie reduction

  • Partner workload efficiency

  • Partner value survey

  • Business Strategist/Expert/Consultant, a resource for TD, HPE and partner discussions.

  • Represent Tech Data to HPE

  • Understands and documents HPE field leadership goals, and Target Partners goals

  • Develop relationship with key HPE Product and Sales leaders, and Target Partners key stakeholders

  • Effective presentation of Tech Data value in meeting those goals

  • Maintain regular engagement, supporting/representing our target partners needs throughout

  • Teaming with TD Product Management team to maximize FinBen

Knowledge and Skills:

  • Sales experience and credibility. Ability to relate to partner and HPE sales

  • Sales level understanding of related HPE and TD products and solutions

  • Project Lifecycle Management (for content/program creation, management & execution; Ability to manage key project members on deliverables & hit key project milestones)

  • Communication, writing, and presentation skills

  • Creative thinking how to simplify/enhance processes, for efficiency, solve complex business problems creatively, create unique programs to align to our partners business needs, etc.

  • Great collaboration with BDEs, CEs, Inside Sales, Marketing, PMs

  • Strong business acumen

  • Strong problem solving skills

  • Achieve Financial Goals

  • FE Revenue and GP Targets (Discuss territory split, partners split, or overall account budget share with team)

  • Additional metrics from Business Plan

  • Increase partner P2V products mix (%)

  • Increase partner loyalty (HPE SoW)

  • Save partner money and calories through strategic initiatives

  • Maximize partner HPE Fin/Ben

  • Q/Q FE revenue & GP for P2V products with top 10 partners

  • Platinum/Gold purchasing value products

  • Partners trained on HPE vision

  • Partners with a TD Value/Strategic Business Plan in place

  • Partner satisfaction score (regular cadence/survey)

  • Create & Manage TD internal and partner (tailored) strategic business plan(s):

  • Content Includes:

  • Executive Summary What would we like to accomplish?

  • Competitive Analysis

  • Breakdown of proposed value programs & services (Focus on 2-3)

  • Strategy/Approach/Milestone(s)/Deliverable(s)

  • Metrics

  • Resources

  • Funding requirements (GIF, VIR, MDF, etc.)

  • Financial projections

  • Use cases/success stories (Partner, business and operational transformations);

  • Internal audience includes sales, pre-sales, marketing, product management, operations

  • Aligning metrics with appropriate SSPs /Services and gain commitment

  • Manage resources throughout project lifecycle to deliver on customer needs

  • Support BDEs actions and increase "Stickiness" or touch in target accounts

  • KPIs/Metrics-

  • Partners with a TD Value/Strategic Business Plan in place

  • Increase partner loyalty (HPE SoW)

  • of Partner Engagements/Touchpoints

  • of HPE partnered Engagements

  • Business Plan "Toll Gates" (Partner/OEM Reviews, Monthly/Quarterly)

  • Program Engagement

  • Partner Calorie reduction

  • Partner workload efficiency

  • Partner value survey

  • Business Strategist/Expert/Consultant, a resource for TD, HPE and partner discussions.

  • Represent Tech Data to HPE

  • Understands and documents HPE field leadership goals, and Target Partners goals

  • Develop relationship with key HPE Product and Sales leaders, and Target Partners key stakeholders

  • Effective presentation of Tech Data value in meeting those goals

  • Maintain regular engagement, supporting/representing our target partners needs throughout

  • Teaming with TD Product Management team to maximize FinBen

  • Knowledge and Skills:

  • Sales experience and credibility. Ability to relate to partner and HPE sales

  • Sales level understanding of related HPE and TD products and solutions

  • Project Lifecycle Management (for content/program creation, management & execution; Ability to manage key project members on deliverables & hit key project milestones)

  • Communication, writing, and presentation skills

  • Creative thinking how to simplify/enhance processes, for efficiency, solve complex business problems creatively, create unique programs to align to our partners business needs, etc.

  • Great collaboration with BDEs, CEs, Inside Sales, Marketing, PMs

  • Strong business acumen

  • Strong problem solving skills

Join our team to connect the world with the power of technology!

Tech Data is an equal opportunity organization. We recruit, employ, train, compensate, and promote without regard to race, religion, creed, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, veteran status, or any other basis protected by applicable federal, state or local law. PAY TRANSPARENCY NONDISCRIMINATION PROVISION: The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)


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National Business Development Manager

Tech Data Corporation