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Distribution and Partner Manager (Hybrid)

Job Description and Requirements

Key responsibilities:

To manage all aspects of relationships between RSA and its two tier distribution and resellers partners in UKI Markets and maintain the visibility of RSA Security and the products in all areas of the distribution & reseller partners within the UKI Market. You're also:

  • Responsible for over achievement of revenue targets from the distribution channel, ensure on time reports from distribution concerning point of sales data and distribution stock profiles and compliance with the associated RSA and or EMC Channel programs
  • Responsible for the creation and implementation of a quarterly/yearly business plans with the Distributor using the formats required. Set performance milestones where required. Agree GAF & KPO forms on a quarter basis. Ensure that Distributor sells and supports the complete range of RSA products
  • Ensure that Distributor has stock of available RSA products to service the market requirements. Manage stock rotation and RMA process
  • Visit and educate both the distribution and Channel Partners in both Sales and Technical & Operational areas. Organise monthly review meetings with each distribution partner and its partners and be visibly present on each distributor sales floor at least twice a month. Organise formal quarter business review meetings with each distributor
  • Liaise and work alongside the appropriate EMC Distribution Manager within the nominated regions to ensure that the common goals for both companies are achieved.
  • Visit and educate distribution, channel partners and end users in both Sales and Technical & Operational areas where appropriate.
  • Ensure all deals that are forecast within quarter and  that the appropriate “deal” process has been completed via SFDC and that all contact data is maintained for these account

Essential skills:

  • Distribution  Account experience
  • A proven Sales track record within Distribution
  • Proven ability to learn (i.e. gain product and marketing knowledge)
  • A thorough understanding of the Channel model and IT market business.
  • Knowledge of Information Security
  • Must be a team player

Desirable requirements:

  • Adept negotiator who can create long term relationships and business value to our customers, with a proven track record of achievement in the channel model
  • Solid judgement and decision making capability
  • Process driven and, focused, good planning skills
  • Results driven with win/win attitude and high energy levels
  • Integrity and Trust in all business dealings

We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities — all to create a compelling and rewarding work environment.