Business Development Manager - Palo Alto Abu Dhabi

ROLE DESCRIPTION

Assumes responsibility as Business Development Manager to work on allocated accounts within Palo Alto Networks line of business. The successful individual will be responsible for proactively growing and developing Partners through engagement and selling in Abu Dhabi.

Assumes responsibility for proactively developing and growing Partners through engagement and selling.

* Proactively engage to grow and develop Partners.

* Develop strategic plans together with Partners and Management to grow and develop their business.

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

* Identify opportunities to increase existing accounts to meet sales quota.

* Collaborate with the team to identify and grow opportunities within territory.

* Researches and develops potential Partner lists and prospects for new business and Partners for assigned products.

* Conducts market research to determine Partner needs and potential matches to specific products.

* Develops and delivers professional sales presentations for Partners.

* Building and maintaining strong, long-lasting relationships with Partners.

* Keep Partners up to date with product-related information with the inclusion of Channel Managers and Business Practice Lead (s) where necessary.

* Operating as the lead point of contact for any and all matters specific to your accounts.

* Partner account management including negotiating and closing deals to maximize profit.

* Tracking progress towards and achieving established quotas & sales goals.

* Drive Partner adoption of the Westcon-Comstor digital tools.

Assumes responsibility for execution excellence on sales administration.

* Accurate data capture on Partner and end user required information, close date, sales stage, opportunity owner.

* Keep records of Partner interactions, transactions, inquiries, comments, and complaints on Sales View.

* Accurate Forecasting on Dymanic365

* Prepare for and participate in weekly and monthly sales meetings.

* Attend all required internal and external meetings.

* Maintain and develop own knowledge of Vendor product portfolio.

* Respond to Partner's requests promptly in a professional, polite, and friendly manner and within the agreed Partner SLA.

* Obtain and evaluate all relevant information to handle inquiries and complaints in a prioritized manner.

* Direct requests and unresolved issues to the designated resource through the workflow tools.

* Record details of actions taken, using workflow tools

* Own all order related issues to the satisfaction of the Partner and the business.

* Keep Partners up to date with the status of their query.

* Finance queries and incident management/resolution with finance.

* Providing product information, I.E: Serial numbers, Weights, and dimensions.

* Managing and requesting releasing of system holds (Freshdesk) , Credit Rejection, Wrong Shipping codes, Margin holds, Promotion holds in conjunction with relevant internal stake holders.

* Management of backlog and communicating with the Partner on delivery expectations.

* Managing and requesting creation of missing promotions

* Daily/weekly POS (Sales View) (Back Order Management) checks and updates.

Assumes responsibility for establishing & maintaining good business relations with assigned Vendors.

* Develop and maintain Vendor relationships in conjunction with relevant channel manager (s) that produce referral business opportunities.

* Establish productive Vendor relations to ensure quality of service to Partners.

Assumes responsibility for maintaining effective communication, coordination and working relations with Westcon-Comstor Team Members and management

* Keeps management informed of area activities, changes in competitive conditions, and significant problems.

* Forecasting long range accounts sales and product needs and communicates related information regularly to management.

* Communicate and coordinate with internal departments such as Channel Management, Presales, Marketing and Backoffice to effectively support the Partner.

* Attend all required internal and external meetings.

Assumes responsibility for related duties as required or assigned

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

* Attend relevant internal and external product training when 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.

Education

* Bachelor's degree

Knowledge

* Knowledge of assigned product and service offerings.

* Understanding of product positioning & competitive conditions.

* Knowledge of sales cycle is required.

* Knowledge of sales & marketing strategies, techniques, and principles.

* Knowledge of customer service and support processes.

Experience

* Proven Sales Account Management experience of 5+ years within IT Industry preferably in Cyber Security space

* Proven experience in proactively developing and growing Partners evidenced through increased transactions and revenue for Westcon-Comstor.

* Extensive experience in all aspects of Customer Relationship Management and Customer Service.

Desired Skills, Abilities & Attributes

* Applying Business Acumen.

* Managing the Competition.

* Working with Technology.

* Execution Excellence.

* Excellent listening and communication skills - verbal and written.

* Excellent attention to detail and accuracy.

* Strong interpersonal and relationship-building skills.

* Strong negotiation skills.

* Strong presentation skills.

* Ability to multitask.

* Handles confidential financial and personal information appropriately.

* Ability to tactfully handle stressful and difficult situations.

* Possess strong problem-solving skills.

* Accurately captures Partner information.

* Willing to be flexible.

* Ability to work effectively under pressure.

* Computer literate with good Microsoft Office skills.

Join a growing global business

Westcon-Comstor is a leading name in IT distribution with US$4.35 billion in global revenues. Our job is to link technology vendors to our distribution partners who resell software and solutions to business 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.