Vendor Success Manager

The Vendor Success Manager (VSM) is responsible for driving market share and revenue growth for our vendor's assigned portfolio(s) and specific business outcomes. The VSM specializes in topics like : Secure Access Service Edge (SASE), Cloud-Native Network Security, or Zero Trust Digital Resiliency. This role acts as the local counterpart of the EMEA Vendor Success Manager team, bridging EMEA initiatives with the local market and partners.

The VSM requires a deep understanding of our vendor's cross-architecture solutions, including Security, Networking, Collaboration, Cloud & AI, and Observability, while driving the transition to Software & Services sales and increasing recurring revenue streams.

Vendor Relationship Management:

Develop and maintain strong relationships with our vendors, serving as the primary point of contact to ensure alignment with Westcon-Comstor's strategic objectives.

Collaborate with our vendor's to understand their goals and strategies, ensuring Westcon-Comstor's initiatives align to drive mutual success.

Act as a bridge between our vendor's EMEA-level initiatives and local execution, ensuring consistency and effectiveness and compliance.

Strategic Outcome Ownership:

Take ownership of one of the three strategic outcomes: AI-Ready Datacenter, Future Proofing the Workplace, or Digital Resiliency.

Develop and execute comprehensive business plans to achieve the designated outcome, leveraging our vendor's cross-architecture solutions.

Ensure local rollout of strategic plans and initiatives developed together with the central EMEA team.

Cross-Architecture Portfolio Management:

Manage and promote our vendor's solutions across various architectures, including Security, Networking, Collaboration, Cloud & AI, and Observability.

Drive adoption of our vendor's business outcomes, ensuring alignment with our vendor's and Westcon-Comstor objectives.

Train and inform local sales teams (including PSMs) on the latest Vendor technologies, promotions, programs, and incentives.

Transition to Software & Services Sales:

Drive initiatives to transition from traditional hardware sales to a focus on software and services, emphasizing recurring revenue models.

Educate and support partners in adopting software and services offerings, including subscription-based models.

Promote and utilize EMEA-developed content and marketing materials in the local market.

Performance Monitoring and Reporting:

Execute on Local and Central EMEA key initiatives and measure results and ROI.

Monitor key performance indicators (KPIs) related to vendor success, such as sales growth, market share, and partner engagement.

Provide regular reports and insights to internal stakeholders and our vendor's, highlighting achievements and areas for improvement.

Coordinate and communicate quarterly plans and training programs together with the EMEA team.

Partner & Sales Team Enablement:

Support the local sales teams with knowledge, training, and tools to drive our vendor's business outcomes.

Provide support to local and regional PSMs to enable partners in achieving our vendor's business goals.

Conduct regular business meetings with partners to track progress and drive success.

TOOLS & TECHNOLOGY

Microsoft Dynamics CRM (MD)

Power BI Reporting

Partner Central

1View Quoting Tool

Webex/Teams for collaboration and business reviews

In-depth understanding of our vendor's solutions and strategic objectives.

Strong analytical skills to assess performance metrics and identify growth opportunities.

Excellent communication and negotiation skills to manage vendor relationships effectively.

Metrics-driven analysis and proactive engagement.

Desired Attributes:

Strategic thinker with the ability to develop and execute comprehensive business plans.

Proactive and results-oriented, with a focus on achieving measurable outcomes.

Strong work ethic and self-motivated.

Outstanding interpersonal skills and a positive attitude.

Leadership and motivational skills to influence internal and external stakeholders.

Sales:

Good understanding of the sales cycle

Customer Service:

Principles and processes for providing excellent customer service.

Values

Demonstrate and embraces Westcon-Comstor values of Integrity, Ambition, Partnership and Accountability.

Operating Environment

Office-based/Hybrid role with occasional travel to meet with vendors and partners.

Collaboration with various internal departments, including Sales, Marketing, and technical teams.

Strong alignment with EMEA Vendor Success Managers and local market teams.

MEASURES OF SUCCESS

Achievement of revenue and profitability targets within the assigned Vendor portfolio.

Increased adoption of our vendor programs and business outcomes.

Expansion of partner engagement and enablement.

Strengthened relationships with our vendor's, leading to enhanced collaboration and mutual success.

Effective execution of business development plans and sales initiatives.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees with this job title. This job description is not intended to be construed as an exhaustive list of all responsibilities, duties, tasks and/or skills required of employees with this title. An employee may be required to perform other related duties not listed on this job description provided that such duties are characteristic of such classification. In addition, job descriptions may be altered to accommodate the needs of the company and new responsibilities may be added to this current job description.

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.