Azure Commercial Lead Europe

  • Barcelona
  • Td Synnex

Are you ready to make a BIG impact with TD SYNNEX?

In addition to a competitive benefits package, we provide our co-workers with opportunities to get involved in well-being seminars and programming, employee-led Business Resource Groups (BRGs), leadership development tracks, special industry events, and much more.

Job Purpose : External business development expert with an allocated set of partners, responsible for the development of a defined specialist line of business.

Key account management within specialist segments.

Responsibilities :

  • Responsible for owning/developing mid-size accounts of moderate complexity under clear managerial direction, for respective lines of business to win new business and maximize the potential of the account
  • Responsible for increasing both customer loyalty and profitability through expert knowledge of vendor solutions, industry offerings, and broad understanding of how they integrate with the organization's business objectives
  • Responsible for growing Tech Data's share of wallet (market share) with the vendor
  • Develops tailored customer value propositions against clear understanding of customer business requirements.
  • Translates vendor objectives into actionable vendor business plan
  • Specific large deal & pipeline engagement within a technology domain
  • Driving the presence and profile of the vendor(s) internally within Tech Data and externally to customers
  • Negotiate on deals and rebates
  • Input into purchasing, sales and pricing policy
  • Strategic input into vendor market propositions
  • Support the development and execution of marketing plans alongside the Marketing Manager
  • Works in strong collaboration with FSE
  • Accurate and timely weekly forecasting and pipeline development
  • Development of key channel relationships
  • Key customer engagement
  • Vendor operational, sales and marketing team engagement
  • People management and development (where applicable)

Knowledge Skills and Experience

  • 8+ years working experience in the IT industry with channel and/or vendor at a business development level, ideally from a sales or product marketing background
  • Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.
  • Able to design and deliver tailored business content consistently to diverse audiences that increases the value of business engagement.
  • Demonstrates proficiency at working at senior levels to fully understand full scope of customer business requirement
  • High energy with a positive "can-do" attitude, consistently able to deliver above expectations.
  • Excellent emotional intelligence able to connect strongly and influence decision making at a senior exec level (customers & vendors)
  • Self-motivator able to define and achieve clear individual, team and company priorities and execute autonomously.
  • Advanced knowledge of Tech Data's business practices and recognized as a Subject Matter Expert for responsible line of business/technology area(s)
  • Confident and informed decision making qualities and a proven negotiator
  • Ability to establish and maintain positive relationships with internal and external business partners.
  • Strong communication skills, both oral and written
  • An ability to stimulate others to successfully drive change, and absorb new ideas.
  • Skilled multi-level relationship builder able to operate in matrix environment
  • Strong orientation towards and experience in services and solution selling
  • Proven experience in account and portfolio development
  • Strategic planning and business case development
  • Experience of working within a matrix structure (ideally multi-national)
  • Proven ability to self-manage in an external environment
  • On prem and Cloud experience
  • Microsoft Azure knowledge and/or certifications
  • Business planning experience with strong operational cadence
  • Experience with ADKAR Change Management
  • Understand and experience to work in a Global & Regional matrix organization

LI-NL1