Product Manager: xFusion

6 months ago

Midrand, South Africa Insphired Full time

Responsibilities:

To provide pre-sales support to partners, xFusion, and internal sales divisions. Design, scope, and build solutions by conducting site visits and customer engagements to clearly define project requirements and key outcomes. To become a trusted technical advisor and training resource as well as a technical resource for all parties.

Pre-Sales Solution building and design

Business Strategy Development and Execution

Understand the development strategy for the vendor and implement it in the SBM sector:

o Increase customer coverage/count for vendor

o Increase vendor product coverage for vendor

o Increase geographic coverage for vendor

Define and document a development plan with each partner and focus on the execution

Review the development plan on a quarterly basis

Present the status of the development plan back to the vendor

Training and up-skilling of partners

Development partner tasked with growing sales and presales resources of partner

Training on vendor sales tools

Training on vendor processes and systems

Managing the certification level of partners

Involving partners in vendor training and events

Ensure operational excellence of vendor within the partner, ensure orders are placed on vendor timeously

Alignment of vendor resources to partner

Making sure that stakeholders at the vendor interface with stakeholders at the partner on the following levels:

o Technical

o Presales

o Management

o Marketing

o Solutions Proposals

Working with the partner to drive marketing initiatives on behalf of the vendor, these initiatives may include:

o Marketing events

o Tele-campaigns

o Internal incentives

o Promotion of vendor events

o Driving vendor GTMs with the partner and ensuring focus on the GTMs

Discount Management
Lobbying support for partners at the vendor
Enlisting vendor support to drive the opportunity to closure
Vendor relationship management
Making sure that relationships are maintained with key vendor contacts that are required to be successful quarterly review for the partner
Solution focus for each partner
Ensuring that vendors are focused on each product
Take ultimate responsibility for the revenue target allocated to the partner
Drive the product focus within each respective partner
Be the custodian of the vendor relationship at the partner
Ensure that vendors products are top of mind with all key stakeholders within the partner
Analyse market segments and develop marketing strategies to build product demand by creating effective solutions and awareness of the product and brand
Provide marketing plans and GTM plans for the sales team
Liaise with vendor and industry to understand product and market trends and amend plans accordingly to ensure efficient product life cycle management and maximize opportunities
Clearly communicate product, market strategy, objectives, and technical
Develop a strategic account management plan for all channel partners to be presented once a quarter as part of your quarterly review
Ensure that customer-related queries are effectively dealt with and solved
Assist the team with other related functions when and where required
Submit Weekly/Monthly/quarterly reports as required by management, vendors, and analysts

Experience and Knowledge

  • 2 to 3 years of IT sales experience is essential
  • Knowledge of server and x86 server products and solutions is key
  • Understanding of Hyper-Converged Infrastructure systems will be an advantage
  • In-depth understanding of computing platforms in solutions and problem-solving regarding client needs will be highly beneficial
  • Understanding of SAN and vSAN systems will be an advantage
  • Solid Enterprise solution capabilities and background is essential
  • Previous IT distribution experience will be an advantage

Requirements:

  • Matric with mathematics is essential
  • Sales and Marketing qualification and/or relevant diploma is preferred
  • Advanced knowledge of MS Office suite is essential
  • Knowledge of CRM and ERP systems is preferred
  • Knowledge of the process critical to sales e.g., RMAs & deliveries
  • Service quality orientated
  • Ability to manage stress, work under pressure and manage a high workload
  • Relevant technical knowledge and technology-driven, up to date with the current technical products and knowledge within the product and Enterprise certifications
  • Customer-focused with excellent customer service skills
  • Planned with good time management skills
  • Negotiation skills for interactional purposes with clients and vendors
  • Ability to manage relationships on all levels within a company

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