Provides sales leadership in the strategic identification and development support for partners resulting in enhanced opportunities for success in the defined Avnet Services businesses markets.
Primary Duties and Responsibilities:
Identifies specific services growth initiatives, develops the strategic marketing and services delivery direction and implements activities that facilitate effective collaboration across available Avnet business resources to identify and qualify service opportunities (e.g. Cloud, Professional, Managed) across brands that achieve existing Partners results in delivering Services to their customers.
Monitors market trends, analyzes and drives Service focused market share initiative targets while managing required adaptations based on Partner requirements, Services offerings and market conditions.
Cultivates relationships across all Avnet brand teams (Marketing, Sales, and Business Development Mangers) and with Partners, to lead the adoption of the strategic vision of Avnet’s Services businesses and ensure their engagement in the design creation and implementation of the Services opportunities.
Engages in account Planning with ADMs and BDMs
Positions service proposals and ownership of Services Relationship with the Avnet teams and Partners.
Develops a clear understanding of the customers’ use of technology in their business to identify and qualify new service opportunities with Partners and their customers engaging technical teams to architect appropriate service proposals.
Presents Service Proposal to customer/supplier and employs a consultative close for the identified services business opportunities
Performs normal sales activity (i.e. generates services sales leads, develops and maintains pipeline, provides forecast for the demand for services to meeting booking and revenue targets for services.
Drives field engagement to obtain Partner, customer and Avnet resources teams’ feedback.
Mentors and guides the development of Services knowledge and effective offering positioning across the Avnet and Partner resources , providing clear and concise information, direction and regular feedback on performance.
Builds on shared best practices and successes across the Services team to develop consistent positive results for our Partners across the country.
Knowledge and Skill:
Solution Sales experience with strong technical skills and knowledge of Services products offerings and capabilities and competitor/market information demonstrating the ability to identify and develop the appropriate strategic alignment for the targeted Services opportunities.
Analytical, problem solving and negotiation skills demonstrating skills in critical thinking/decision making, process management
In-depth working knowledge in evaluating the impact of trends, economic forces, competition and market dynamics.
Territory and account management skills and experience
Demonstrated business operations and project management knowledge and the ability to effectively manage multiple projects simultaneously
Demonstrated successful proposal skills
Excellent written oral, platform presentation, organizational and interpersonal skills demonstrating excellence in the ability to effectively interface with senior management with demonstrated presence
Highly developed relationship building, negotiation and customer service skills
Demonstrated exceptional problem-solving, conceptual and analytical skills to turn findings into executable strategic plans.
Demonstrated leadership and interpersonal skills, with the ability to motivate and work with a variety of personalities and skill sets
Work experience requirements:
Eight (8) years in Service Sales, Managed Services, Professional Services, or similar field or similar directly related experience in progressively more responsible positions specifically demonstrating successful development and deployment of Services
Education & Certification Requirements:
Bachelor’s Degree or equivalent education and experience.
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