Partner Account Manager

 

JOB SUMMARY

- To secure and expand sales of products and solutions portfolio in current and recruited channel partners in the country, achieving and increasing orders year targets, all within the defined commercial policy.

- Ensure that any activity, task and responsibility required by role in terms of the International Trade Compliance Regulation is managed and performed in full compliance with the Company ITC certification program itself.

 

ESSENTIAL JOB FUNCTIONS

• Actively manage and develop key partners relationship so as to maximize sales potential and develop business. 
• Perform minimum targets in terms of  proactive and reactive number of visits to clients and report/record the commercial activity in the available self-management tools
• Report on all projects monthly advising status and likely timing of order placement, sales and forecasts 
• Identify, recruit and activate new partners according to the commercial strategy 
• Monitor Resellers/System Integrators/Alliances  trends, analyze and act upon sell-in and sell-out reports on a monthly basis
• Negotiate, monitor back-end rebates, project status, etc.
• Assist, coordinate and protect resellers/SI/alliances in special projects
• Introduce, promote and monitor any available partner program into the partner and reseller/SIs base
• Identify needs for Special prices, per project, per customer, per product
• Train (sales, product, technology, competition) and develop resellers/SIs
• Arrange new products introduction, price lists, prepare tools, presentations, etc
• Monitor sales team activity on assigned partners in terms of visits and joint visits
• Support sales team with customer visits, call-out days, and periodically visit point of sales on field
• Enforce, assist and facilitate commercial policy for defined product ranges
• Resolve channel conflicts
• In coordination with Marketing, identify and define needs and participate and organize channel events, put together e-mails, e-shots, incentives, special offers and promotions, POS materials, catalog and web pages, etc.
• Identify business opportunities, monitor competition (product, pricing), and make recommendations upwards in terms of new and product improvements and price positioning.
• Cooperate with order entry, credit collection, claim management and in general other functional areas of the company 
• Qualified interface for legal commerce of products, services, systems and technologies in according to the I.T.C. Regulations.

 

JOB QUALIFICATIONS

 

School Background

- Bachelor Degree in Business / Technical / IT / Marketing

- Minimum 8 years in similar working environment

Basic skills

- Channel Management

- Negotiation experience 

- Problem solving ability 

- Language skills – Fluency in English and Spanish

Technical / Functional skills:

- Electrical Engineering/Commercial/Marketing awareness

- Electrical/Electronic/Technical background

- Understanding of associated technologies: AC Power/HPAC/Telecommunications

- Good command of Microsoft "office"

- Selling / Influencing / Negotiation skills, Problem Solving skill,

- Good self-presentation and Communication Skills 

- Deep understanding of Data Centre and Edge infrastructure space

- Deep understanding and successful design & execution of channels programs, indirect Go to Market commercial    experiences, alliances & channels sales organizations

- Experience in driving business through evolving partner eco-system

Attitudes

- Ability to operate autonomously or as a team member, self-disciplined

- Ability to function under pressure and in a multi-cultural environment

 

Location

- Madrid (Spain)

#LI-NS1

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities. 

OUR CORE PRINCIPALS:  Safety.  Integrity.  Respect.  Teamwork.  Diversity & Inclusion.

OUR STRATEGIC PRIORITIES

• Customer Focus
• Operational Excellence
• High-Performance Culture
• Innovation
• Financial Strength

OUR BEHAVIORS

• Own It
• Act With Urgency
• Foster a Customer-First Mindset
• Think Big and Execute
• Lead by Example
• Drive Continuous Improvement
• Learn and Seek Out Development

 

At Vertiv, we offer the stability of a