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Product Marketing Partnership Development

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Position: OEM Partnership Development Manager
Overview: Primary responsibility for driving and achieving sales goals for Our Client Offerings in EMEA.

This role will have primary responsibility with the OEM ED (Enterprise Division) sales and marketing will work with the Brand team in EMEA. This sales person will also report dotted line the Our Client OEM EMEA Sales leader, responsible for OEM within the Our Client.

Job Description and Activity Focus
• Sales Tactics
o Work with OEM account managers and distributors to integrate Our Client/ OEM joint offering into the channel sales motion
o Work with pre-sales engineering and sales teams to drive OEM sales
o Engage with OEM channel teams and Business Partners to integrate OEM division of Our Client into sales motion and drive Business Partners demand for OEM
o Increase sell thru at distribution
o Travel as necessary (20%+) to distributors, country sales leadership
o Identify new BDM and alliance opportunity
• Sales Demand Generation and Marketing
o Promote and support Our Client participation with OEM led incentives, promotions and programs
o Engaging with OEM Channel and EMEA marketing team on developing market plans and GTM
o Work with Our Client Corp teams on specific GTM leveraging WW content, funding, resources
o Establish Weekly and Monthly communication rhythm
• Key Distributors
• Country, regional ROB calls, other
• Operational
o Monthly OEM forecast and projections across the regions
o Support Our Client operational issues, developing processes and resources to improve ease of business – alignment with OEM Eng. group
• Accountable for:
o X Million AP SALES QUOTA – Input Date
o Driving monthly Sell in major countries in alignment with account managers
o Monthly Sell in forecast with 5% Variance - Quarterly sales forecast with 10% variance
o Partner enablement and implementing scalable readiness program
o Maintaining and establishing relationship across OEM’s executive and executional matrix- Identify and implement influence strategy
o Working with Account Managers as well as marketing managers on optimizing marketing plan to hit revenue targets - follow up with clear cadence, milestones and POEs ( Proof of execution ) – in alignment with WW and EMEA marketing Manager
o Will be responsible for growing key KPIs
• Essential Experience
o Sales professional with a proven track record in managing business partnerships with OEMs, Distributors and Resellers
o Ideal Candidate should have experience selling and familiar with Our Client Server Stack, ecosystem.
Server market knowledge including key distribution channels the ideal candidate will have demonstrated success as a virtual team leader and individual contributor (player/coach). This includes proven ability to impact and influence without authority
o Familiar with Our Client cloud offering is a plus
Aptitude for strategic planning as well as tactical execution, and experience in driving complex regional projects
Experience working with multi-cultural teams, preferably in EMEA markets
Budget and project management experience.

• Technical/Functional Skills
o Excellent oral and written communication
o Strong sales, negotiation and objection handling
o Effective executive presentation
o Strong interpersonal skills
o Ability to develop accurate business forecasts and plans
o Strong planning and organizational skills

• Personal Attributes
o Burning desire to compete and win
o Passion for technology and devices
o High sense of urgency and ability to prioritize
o Ability to work under tight deadlines and to manage multiple projects and assignments simultaneously
o Diplomacy and comfort with difficult Partner conversations; ability to hold the Partner accountable in an open and respectful manner
o Ability to identify new business development opportunities

• Executive maturity
o This position involves frequent contact with senior executives across Our Client and Partner communicating strategy, business plans, investment, and risks
o Ability to develop strong relationships at multiple management levels
o Ability to manage, motivate and lead virtual teams

• Qualifications
o The ideal candidate should have a four-year college degree, Business or Science / Engineering disciplines is a plus
o A minimum of 8 years of direct sales or partner management experience in the IT / Server business

• Special Requirements/Additional Information
o Estimated travel: +20% of time to OEM, Our Client and Distribution partners

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