Senior Manager - Partner Ecosystems Dealmaker

Job Summary

The role of the Ecosystem Dealmaker for the GSP International division within World Wide Technology is pivotal to the sales growth of our organisation. In this role you will work to represent the requirements of GSP International to feed into the strategic planning and execution of OEM and wider partner relationships at the highest level, to deliver tangible growth in partner revenues and ensure comprehensive alignment with WWT's long-term corporate goals.

You will work in close and full alignment with the existing Global and EMEA Partner Alliances Teams to understand the WWT overall strategic goals with top OEMs and Partners, but will be primarily responsible for ensuring that these existing relationships are aligned with GSP Europe's growth ambitions.

This role works alongside the existing Partner Alliance Managers but builds on this by also working closely with existing Client Sales Teams and the GSP International Engagement Team helping to shape and position complex and strategic OEM/Partner initiatives for GSP International to drive both existing client growth and new business opportunities.

This job description describes the general nature and level of work required by the position. It is not intended to be an all-inclusive list of qualifications, skills, duties, responsibilities or working conditions of the job. The job description is subject to change with or without notice, and Management reserves the right to add, modify or remove any qualification or duty. Nothing in this job description changes the existing at-will employment relationship between the Company and the employee occupying the position.

Job Responsibilities

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Collaborates continuously with all business units within GSP International (Engineering, Sales Organisation, Business Development Operations, Engagement and Marketing teams

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Achieves demonstrable growth in partner led deals by:

- Creating Joint Account Plans between leading OEM vendors and WWT clients as appropriate

- Working alongside the GSP International leadership team to generate new logo campaign opportunities with partners

- Co-creating joint go to market strategies that are applicable and if possible unique to WWT with partners working closely with relevant Partner Managers

- Ensuring an appropriate "Balance of trade" with strategic OEM partners ensuring there is business reciprocity

- Supports Sales Enablement through advocating strategic partner strategy in consultation with WWT Sales enablement team

- Ensuring WWT capitalize on all profitable opportunities as an accredited OEM partner including but not limited to marketing funds, rebates and deal registration in close collaboration with Partner Alliances and Inside Sales Teams

- Supporting partner engagement in strategic bids

- Mapping WWT strategic goals with OEM partner goals to find win: win opportunities to grow business

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Understands and communicates overall requirements & expectations of GSP Europe top 20 priority Partners (KPI's, Metrics, Activities, etc.)

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Understands and able to simply articulate complex deal structures e.g. eligible discounts, payment terms, incoterms, eligible backend rebates, deal registrations

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A strong negotiator with a track record of commercial mindedness, supply chain layers and structuring complex deals -

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Identify and monitor opportunities to ensure GSP International account teams are aligned and using program incentives to drive profitability and partner commitment

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Owns the overall messaging of GSP International priorities and key deals to all parties and communicates this in relevant meetings and communications with other Partner Managers who will support with their assigned partners

Executes alongside sales teams to assist in improving win rate, to deliver revenue and GP for WWT GSP International - challenges Partner commercials, drives down cost

Helps to builds relationships with OEMs & Distribution partnerships within Europe to meet the needs of GSP International in this territory alongside assigned partner managers where applicable

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Participates in relevant executive and regional sales QBR's, EBC's and Account Planning sessions as required

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Complies with pre-requisite Strategic partner training concerning their technologies through participation in both internal and external training.

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Develops an understanding of our competitive market positioning and WWT's go-to-market strategy

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Creates best practices and associated content and present concepts to peers in team meetings

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Fosters team collaboration by posting and sharing relevant content in email and other team collaboration tools

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Takes supporting role in executing against all required support services initiatives of the Partner Alliances Team for GSP Europe including:

• WWT Sales/Technical Enablement

Partner Business Plan

Partner Field Sales Enablement

QBRs

Strategic Account Planning

Channel Manager Relationship

Marketing Strategy

Brand Awareness

Education

Education Level

Education Details

Req

Pref

And/Or

Bachelor's Degree in Arts/Sciences (BA/BS)

Related Field

X

A combination of education, training and experience may be considered in lieu of a degree.

Work Experience

Experience

Req

Pref

A minimum of 6 years' progressive experience in a related field

X

Other Work Experience

Sales Experience

Procurement or Supply Chain experience particularly IT/Telco related
Commercial Negotiation and dealmaking

New Business Development

Contract Management

Knowledge, Skills, and Abilities

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Sales Oriented and Entrepreneurial

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Ability to build rapport with Partner leadership teams

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Deep understanding of partner tiering requirements, partner competency programs, and technical certification programs.

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Ability to build awareness of WWT capabilities and direction

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Ensuring we are tracking to goals and exceeding expectations

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Ability to work under uncertainty and incomplete data sets

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Strong organisational and communication skills (written, verbal, presentation)

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Used to working in a matrix environment, collaborates easily and shares information with relevant peers/teams

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Strong relationship building skills across the Partner, WWT and Client ecosystem

Strategic Thinking and Planning: The ability to develop and implement long-term strategies that align with the GSP Europe account goals and objectives.

Focus on Customer/Account Needs: understand and prioritize the needs of GSP Europe customers, ensuring that partners are aligned

Travel Requirements

Estimated Amount of Time

Type of Travel

Up to 30%

Domestic & Europe

Education

Education Level

Education Details

Req

Pref

And/Or

Bachelor's Degree in Arts/Sciences (BA/BS)

Related Field

X

A combination of education, training and experience may be considered in lieu of a degree.