Alliance Manager - NetScout

The Channel Manager is responsible for managing the Netscout portfolio within the Cyber Security Business Unit. The role involves developing a pool of highly specialized system integrators, maintaining vendor relationships, driving collaborative opportunities, and managing vendor product planning, pricing, promotions, and KPI achievement. This position will work closely with internal teams to ensure smooth execution of pipeline reviews, quotation handling, and vendor management activities. The role demands a high level of proactivity, ensuring issues are raised on time, meetings are well-prepared for, and all activities are followed through until deal closure.

DUTIES & RESPONSIBILITIES

Assumes responsibility for researching and developing business development strategies for assigned Cyber Security Products/solutions.

* Determines market strategies and goals for each assigned product and service.

* Obtains and organizes sales and product data for use in marketing plans and goal setting.

* Researches and develops potential customer lists for assigned products.

* Conducts market research to determine customer needs and potential matches to specific products. Evaluates product marketability related to customer needs.

* Maintains a current understanding of industry trends and technical developments that affect target markets.

* Provides market information to management for sales budget development and strategic plans.

Assumes responsibility for the efficient and effective promotion and sales of Netscout Solutions

* Assist in the selling of the assigned products.

* Establishes and maintains industry contacts that provide potential sales leads. Develops long‐term, ongoing relationships.

* Develops sales and marketing proposals for customers interested in specific products or services.

* Develops and delivers professional sales presentations for resellers and end users.

* Closes sales negotiations.

* Meets established sales quotas and revenue goals.

Assumes responsibility for maintaining and updating all product-specific sales records and materials.

* Completes scheduled sales reports for management.

* Develops and updates product promotional materials.

* Develops and maintains an accurate sales forecast.

* Records product supply orders and related information.

* Ensures internal systems are up to date with the latest products and pricing.

* Develops statistical reports as requested.

* Timeously completes and submits all related sales, claims and inventory information.

Assumes responsibility for maintaining productive relations with vendor, clients, customers, retailers, and internal and external sales contacts.

* Ensures the delivery of products and services within established timeframes. Works to exceed customer expectations.

* Ensures that customers, third parties, and business alliances are well informed through continual.

* Feedback and communication

* Ensures that requests and problems are promptly tracked and resolved.

* Promotes goodwill and a positive image of the company.

* Ensures that the company's professional reputation is maintained.

* Ensures that the company's high levels of service are maintained.

* Ensures that all requirements for Vendor rebates are fulfilled.

* Sales breadth and run rate business is preserved, analyzed and expanded.

Assumes responsibility for maintaining effective communication, coordination and working relations with Company personnel and management.

* Coordinates delivery of products and services with logistics, operations, and all other related personnel.

* Trains relevant internal personal with the relevant product knowledge required in selling assigned products.

* Assists Company and division as required.

* Keeps management well informed of activities and significant problems.

Assumes responsibility for related duties as required or assigned.

* Stays informed of developments and changes in the industry and the market.

* Attends related training as required.

* Completes certification training as required.

* Completes special projects as assigned.

* Any reasonable and lawful instruction related to work and given by an authorized person.

ABOUT YOU

Qualifications

* Relevant engineering degree /diploma in sales, marketing, business studies is advantageous.

Required Knowledge

* Strong expertise in Cyber Security Solutions channel sales, specifically with Netscout or similar vendors.

* Solid understanding of vendor product sales and go-to-market strategies.

* Familiarity with customer service and support processes.

Experience Required

* Five or more years of experience as a Regional Channel Manager or in a combined Product management and sales position.

* Proven track record of achieving sales targets and managing vendor relationships.

Skills & Abilities

* Strong sales and marketing ability

* Well organized

* Strong planning skills

* Excellent oral communication, presentation, and negotiation skills

* Able to analyze and problem solve.

* Have sufficient technical knowledge of the industry.

* Commercial business acumen

* Administratively competent

Join a growing global business

Westcon-Comstor is a leading name in IT distribution with US$5.50 billion in global revenues. Our job is to link technology vendors to our distribution partners who resell software and solutions to businesses and other customers.

This is an exciting time to join our expanding operation, which serves the EMEA region. We have ambitious plans and huge future potential - you will be ideally placed to grow your career in a dynamic yet supportive culture.

We are proud to announce a significant milestone in our Westcon-Comstor journey - we've been certified as a Great Place to Work in 27 countries!