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  • Job Type: Permanent
    Categories: IT Jobs, Sales Jobs
    Location: Bracknell
    Job ID: 162515
    Company: SCC

    Overall Job Purpose:
    This role is focused on the development of SCC’s existing and new security vendor partners. Working closely with existing vendors, SCC sales and SCC services to drive and develop SCC’s presence in the Security market

    Key duties and main responsibilities Overall the role holder will:
    • Have management and operational responsibility for key existing and new partners. This will include developing strategies for developing SCC go-to-market, identifying new potential partners and bringing them onboard and maximising SCC’s position with existing partners.
    • Identifying potential development areas within SCC, working with appropriate vendor partners, within the security space. Challenging, where necessary, existing approaches and helping drive a culture of “security first” within SCC
    • Build and manage a vendor plan involving all key stake holders including vendors, SCC Sales, SCC Marketing and SCC Services.
    • Be responsible for managing pipeline and forecast by vendor to ensure internal and external targets are met
    • Ensure pipeline calls are run appropriately, involve the correct key stakeholders and produce pipeline/forecasts
    • Understand vendor’s strategies and deliver future partner planning including engagement with SCC Services and Sales
    • Own the financial health of working with vendors including detailed knowledge of relevant rebate schemes, partnership levels and portfolio management and responsibility for hitting key metrics across revenue, margin and rebate
    • Manage key vendor contractual and non contractual performance and report KPIs
    • Collect and provide vendor and SCC performance measurement and management
    • Support SCC Services and Sales on opportunities, major bids and technology decisions as needed
    • Be responsible for agreeing desired and accreditation levels with HPE and maintaining compliance Key Measures of Success
    • Maintenance of agreed partner levels with vendors as needed to support SCC Security Sales, SCC Services and Alliance Management goals
    • Achieving key Revenue, Margin and Rebate goals as defined at the start of each financial year
    • Pipeline, and Forecast is delivered on time in line with agreed SLA
    • Partner strategy reports are delivered in line with agreed SLA
    • Periodic reporting and joint management meetings with Vendors as needed to ensure strategic and management alignment between SCC and key vendors
    • Delivery of joint marketing plans including accrual of MDF
    • Accreditations are in place, plans for succession and risk management, sales accreditation advice and training managed

     Main Duties of Job
    • Engage on key pursuits to ensure best value to client, and leveraging vendor capabilities, to drive the best position for SCC
    • Build and drive sales campaigns in conjunction with SCC sales; including marketing, management engagement and co-operation, delivery and support as needed by SCC sales
    • Work closely with SCC sales for new business development by leveraging vendor market positions to introduce SCC into new accounts and cross sell vendor portfolios and SCC services offerings into existing accounts
    • Orchestrate marketing campaigns, events, and activities to support SCC sales
    • Provide exec summaries and briefing notes on key vendor market strategies
    • Develop, and report on, vendor performance data and scorecards
    • Provide regular business intelligence reports
    • Work with sales and services on major opportunities where required
    • Take funnel/pipeline information from sales and document – highlight issue, shortfalls and any gaps. Understand and communicate the action plan to resolve.

     Skills Knowledge and Experience
    • Deep knowledge of the security market, key trends and changes, and the key vendors across the market
    • Ability to manage multiple simultaneous relationships across multiple organisations
    • Understanding of the Security channel from a reseller, distributor and vendor perspective
    • Proven ability to work within complex environments, with multiple stakeholders across different solution areas and across multiple organisations
    • 5 – 10 years’ experience in managing partner relationships, or in senior sales position with either a reseller, a vendor or a distributor
    • Strong relationship and interpersonal skills including conflict management
    • Strong dispute resolution and mediation skills to handle issue escalation and to drive win-win outcomes for both parties
    • Demonstrate understanding of, and application of, vendor’s and client decision making
    • Strong proven negotiation experience
    • Process and relationship management experience with proven track record of delivering benefits through continuous improvement programmes