Sr. Partner Champion
Sr. Partner Champion - Cisco
Insight is a leading IT solution provider of IT products and services. Insight offers over 200,000 brand-name IT products from leading manufacturers, such as HP, IBM, Intel, Cisco, Microsoft and more. Insight's comprehensive services offering assists customers with implementation and integration of the latest IT solutions organization-wide. Small and Medium Business (SMB), Enterprise customers and government and education customers can turn to one partner for hardware, software, peripheral, service and solution needs. Insight is an Equal Opportunity Employer M/F/D/V.
BASIC FUNCTION OF JOB
The Sr. Partner Champion is responsible for achieving revenue and sometimes gross profit goals for Cisco within given territory for Insight. This will be achieved through proactive efforts in driving the manufacturer’s information down to the account rep level as well as tracking and assisting in closing of opportunities at the rep and team level. The Sr. Partner Champion will also recommend optimal configurations for the customer’s environment, and possess the ability to present technical solutions that solve the customer's business problems. Sr. Partner Champion interaction with Sales teams and clients is primarily via the telephone with up to 20% of the interaction being face to face. Primary focus for a Sr. Partner Champion should be Enterprise clients / Sales teams and on occasion IPS clients / sales teams. The Sr. Partner Champion is required to be up to date on all applicable product lines, all manufacturer programs, distribution programs and Insight programs that are applicable to the manufacturer that can assist in closing business. The Sr. Partner Champion must be capable of facilitating / delivering training to Insight Sales teams as required. The ideal candidate will be self motivated, partner well with Insight's sales force, have excellent time management presentation skills, and capable of working independently with minimal direction.
WORK PERFORMED
The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Essential Functions of the Job:
Sales (50% of Sr. Partner Champion time):
- Selling activities to achieve overall Revenue and GP goals
- Work open quote list with the appropriate sales associate.
- Provide assistance in closing specific business opportunities.
- Provide updated sales pipeline on regular basis to include: quote tracking, order tracking, close ratio, number of calls, open opportunities, etc.
- Provide answers to pre-sales technical questions for Insight sales executives and customers on defined category.
- Actively promote the use of bid desk, promotions, trade-in programs and other sales incentive programs.
- Provide frequent feedback to Product Manager and Purchasing to ensure appropriate programs, promotions and tools are in place to ensure success at the customer level.
- Coordinate manufacturer lead opportunities provided by the manufacturer for managed account business.
- Evangelize assigned products and programs and information through participation in sales team meetings.
- Manages / Tracks software renewals, maintenance contracts, and warranties as applicable to their manufacturer / assigned product lines.
Field Sales Alignment / Reverse Marketing (30% of Sr. Partner Champion time)
- Establish relationships with manufacturer’s Field Sales teams.
- Work with Product Manager to ensure coordination with manufacturer field sales force.
- Ensure updated manufacturer Sales team maps are available to Insight Sales teams.
- Coordinate meetings between Insight Sales teams and manufacturer Field Sales teams.
- Coordinate attendance of Insight Sales Teammates at local manufacturer events.
- Continuously advocate Insight’s differentiated solutions messaging with the manufacturer’s Field Sales team.
Training / Event Coordination (10% of Sr. Partner Champion time)
- Prepare and deliver training as required to Insight Sales teams.
- Resource to assist in identified training programs, i.e. PST Trainings, Take 5’s, Focus week trainings and others. Helps coordinate and assist in training.
- Provide assistance with organizing and staffing manufacturer specific sales programs/incentive programs, Blitz Days, etc.
Learning and Certification (10% of Sr. Partner Champion time)
- Develop and maintain expertise on the manufacturer's products, programs, competition and the industry as well as learning about the manufacturer’s solutions including product solutions, product roadmaps, technology, and industry/competitive information.
- Attend manufacturer specific trainings to maintain full knowledgeable on all applicable manufacturer products and programs.
KNOWLEDGE, SKILLS, AND ABILITIES
- A minimum of 5 years experience in a product or services Sales position.
- Computer hardware/software knowledge required.
- Willingness and ability to learn technical and/or product information that will provide the necessary skill set required for the position to be a resource for technical and products information for the Insight sales executives.
- Excellent oral and interpersonal skills a must.
- Excellent organizational, analytical, problem solving and decision-making skills. The Sr. Partner Champion must be proactive in finding new opportunities, closing business opportunities, and increasing sales for their manufacturer/category.
- Technical competencies, preferably in Cisco and/or data center technologies
- Experience working within a sales organization (sales support, etc.)
- Knowledge of Insight preferred
- Knowledge of Cisco preferred
- Self-starter a must ... must proactively work to find ways to drive sales
- In addition, knowledge of the sales process, combined with experience in establishing relationships with Insight sales associates. The Sr. Partner Champion must understand the company objectives, and possess the ability to make decisions and undertake actions which balance customer needs with available product solutions and company policies.
- Must be able to be primary facilitator of training for Sales Teams.
- Must have excellent presentation skills and be able to present to “C” level Client Executives.
- Ability to coach new sales representatives on the process of manufacture relationship management, Channel vs. Direct, and consultative selling approaches.
EDUCATIONAL REQUIREMENTS
Education and/or Experience:
Bachelor's degree from four-year college or university; or High school diploma or general education degree (GED) with additional 5 years of related sales experience.
A minimum of 5 years experience in a product or services Sales position required.
Any Other Certificates, Licenses, Registrations:
Cisco Certifications a plus. Needs to be able to complete Sales Certification Training per manufacturer / Insight requirements per schedule set forth upon starting position. Training varies by manufacturer / product line.
Insight is an equal opportunity employer (EOE). M/F/D/V
See Job Description.
