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JOB DESCRIPTION:

Job Summary

The new role of Cloud Sales Lead – Vietnam will lead our team of Cloud Sales BDMs and ISRs in Vietnam, with direct reporting line to our Managing Director of Cloud, APAC with dotted line reporting to the Comstor Country Manager of Vietnam.

While leading this team you will create and maintain a standard of sales and relationship management excellence with our cloud vendor partners and reseller partners in Vietnam, while personally managing such relationships at a Vietnam level and with our top tier focus partners.

You will work towards best-in-class benchmark knowledge in sales positioning and vendor programs across your team to deliver a consistent message with our vendors and our reseller partners, and ultimately deliver success as defined by our cloud vendor KPIs and Westcon goals.

While this role will be based in Ho Chi Minh/ Hanoi, it is expected that due time and effort is made to cover all of Vietnam with regular travel to Hanoi/ HCMC and to regions as required.

Duties and Responsibilities

1.     Leadership, Planning & Relationships

a.     Develop and maintain a Sales Executive relationship in Vietnam & ASEAN partner leadership level with our cloud vendor partners, and our key focus partners in each country

b.     Deliver on the APAC Cloud Strategy and create an annual Vietnam Cloud Business Plan in conjunction with the Managing Director of Cloud for APAC, which aligns with AWS, company, our partners and end customer’s needs.

c.     Cascade our strategy to your team and drive execution of the plan with them

d.     Maintain current knowledge of new and emerging technologies in our cloud vendor partners

e.     Prepare and deliver executive level business review presentations to our cloud vendor partners

2.     Team Management

a.     Cascade, track and support your team in the attainment of our cloud vendor partner KPIs and Westcon goals with tour team

b.     Create a consistent level of knowledge across your BDM and ISDR team in vendor technologies including sales positioning and program knowledge

c.     Work with your MD of Cloud for APAC in defining sales territories to maximise coverage of both recruitment and ongoing business with partners, and ability to cover early sales engagements with their customers.

d.     Ensure your team works lock-step with their Cloud Solutions Architect both locally in Vietnam and in our APAC Cloud Solutions Team where specialists can also assist. 

e.     Provide regular feedback and guidance to the team with structure 90 day and annual reviews, as well as regular team meetings and 1:1s with your team members

3.     Achieve the Sales Number

a.     Build an annual plan and track quarterly, monthly and weekly with your team and leadership the performance towards the goal

b.     Ensure we have the right number of partners and end user demand activity to achieve the number

c.      Create an sales plan with a prediction of which partners and vendors will deliver how much of our KPI for the year

d.     Ensure leads are quickly passed on to partners and our cloud vendor partners and track through the sales stages to closure

e.     Look for both opportunity in greenfield accounts for our vendor partners, and also where we can win existing business from a competing distributor or direct partner to the vendor

4.     Vendor Relationship Management

a.     Create and maintain a strong relationship and regular cadence with the Vietnam leaders in our vendor partners

b.     Provide regular visibility of company’s execution of building our vendor’s channel and end customer base including, but not limited to, attainment of KPIs, sales activity, marketing events and campaigns, technical enablement

c.      Ensure your team maintain relationships with the cloud vendor partner and end user sales teams while working on relevant opportunities – success in cloud comes from co-sell engagements with our vendor partners

5.     Sales Capability

a.     Ensure our team know and can articulate the value of company and our vendor partners

b.     Drive your team to achieve and maintain relevant vendor sales certifications

c.      Work with our APAC Cloud Solutions Architect team to understand the AWS technology and know how to position the value

6.     Marketing

a.     Create an annual marketing plan for Vietnam to drive end user demand back to our cloud reseller partners

b.     Create and track an annual budget for marketing in the Vietnam cloud business

c.      Work with your Vietnam field marketing manager to support partner and end user events that will drive demand

d.     Use consistent creative content so we don’t overload our company marketing teams with customised requests every time

e.     Ensure your team action sales leads quickly, engage partners and our cloud vendors in a co-sell motion, and deal register once qualified

7.     Partner Enablement & Management

a.     Recruit and activate by onboarding new billing accounts for company with our focus partners for our cloud vendors

b.     Create focus partner plans which track our ongoing sales, enablement and marketing activity with those partners

c.      Work with our Cloud Solutions Architect team to create and track an enablement plan for our focus partners in Vietnam that develops their cloud vendor partner tiers, specialisations and certifications, providing guidance to them on how to achieve this

d.     Drive awareness and adoption of our white label services we can provide on behalf of reseller partners where they don’t have the capability yet, or are looking to scale through distribution

e.     Ensure partners are aware of our marketing plans which drive end user demand, and supplement them with partner marketing activity as needed, ultimately focused on creating end user sales opportunities for our partners

f.       Have your team always on the lookout for new “born in the cloud” reseller partners we can develop a cloud partnership with

8.     Maintain Standards Aligned to Westcon as the most admired distributor in APAC

a.     Demonstrate a high standard for your team to strive to, always ready, always on time and always exceeding our cloud vendor and reseller partner expectations

b.     Drive a successful team with good energy from comfort they are well enabled to deliver, and know we truly care about their happiness, as our happiness and excellence in our ability will influence our partners to be and feel the same

9.     Alignment within company

a.     Maintain a relationship with our Comstor Country Manager of Vietnam so they understand what your team is doing, and ensure we are aligned to their broader goals for the business

b.     Ensure our Cloud BDMs maintain a relationship with our broader sales teams within their countrie

JOB REQUIREMENTS:

KEY RELATIONSHIPS

INTERNAL:

·        Managing Director of Cloud, APAC – this is your direct reporting line, and should be a point of escalation, perspective, coaching, mentoring and ide by side development of strategic plans

·        Country Manager - Vietnam – as your dotted line reporting manager, you will maintain an ongoing relationship, provide visibility of attainment and forecasts, and alignment of the cloud business to the broader Westcon-Comstor business

·        APAC Cloud Partner Success Centre – understand the capability within our PSC and ensure we are connecting partners and the Vietnam cloud sales team to the PSC where needed

·        Cloud Technical Director for APAC and Vietnam Cloud Solution Architects – Ensure you and your team maintain a relationship with our cloud pre sales team so our Vietnam Cloud sales BDMs and ISRs are working side by side with their pre sales counterpart to deliver ultimate value and success to our vendor and reseller partners

·        Comstor sales teams – our sales teams hold the key reseller partner relationships. Ensure our Cloud Sales BDMs and ISRs in country maintain a relationship, and that you take the initiative to develop the same relationship with the leaders of these sales teams.

EXTERNAL

·        Cloud Vendors – Build a relationship and rapport with our key Vietnam sales & business leaders in our vendor partners. Learn from them, have a relationship for escalated support needs of Westcon and our partners, and ensure they have visibility of our forecasts and attainment of KPIs.

·        Cloud Reseller Partners – We will have hundreds of cloud reseller partners across Vietnam, you will need to develop a relationship with the leadership in our key focus partners in each of the Vietnam sales territories.

POSITION REQUIREMENTS

Skills and knowledge

·        Bachelor’s degree or MBA preferred

·        Understanding and experience working with Vietnam channel partners

·        Current AWS Sales Certifications desirable

·        Other cloud vendor partner sales certifications desirable

·        Proven communication and presentation skills, both written and verbal

Experience:

·        15+ years experience in sales or sales leadership in the technology industry

·        10+ years experience in a Vietnam sales territory

·        2+ years team leadership experience

·        Experience along with ability and comfort to deliver impactful business reviews with vendors

·        Relationships with our cloud reseller partners in Vietnam highly desirable

·        Knowledge of cloud vendor technologies desirable

Personal Attributes:

·        An executive presence

·        A caring and passionate energy that will be felt by your team and those you engage with

·        Able to build and maintain rapport and relationship with key stakeholders

·        Well organised and methodical

·        Able to deliver messaging that is easy to understand depending on the level of knowledge of your audience

·        A true ownership of the success of the business you are responsible for

·        Able to adapt and stay abreast as cloud technology changes

·        Ability to travel within Vietnam as require

JOB BENEFITS:

·        13th salary, annual leave, birthday leave, bonus, incentive
·        Insurance, allowances

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