Partner Development Manager

Job Purpose Summary

We are looking for a successful Partner Development Manager with a proven track record in the management and business development of UK IT VAR’s, MSP’s, GSI’s and MSSP’s. To demonstrate expertise & success in positioning new vendors & emerging technologies within these clients and driving significant YoY growth.

An external, senior Partner facing role, where you will take full ownership of your aligned Partner’s relationship and growth strategy, responsible for promoting and growing the entire CMS Distribution Portfolio

You will be responsible for developing long-term partnerships with your aligned Partners, operating at a senior level within aligned partners, proactively ensuring the achievement of sales targets on a daily, monthly and quarterly basis by winning market share, driving whitespace, maximizing profitability and elevating CMS Distribution within your aligned Partners.

You will collaborate affectively with other teams within CMS Distribution to ensure we execute on committed growth initiatives, exceed aligned Partners expectations and deliver significant YoY growth.

You will be focused on achieving KPIs set in line with the Company’s business strategy and be committed to continuous professional development and learn the key features of the technologies that we supply to our Partners

Role Responsibilities

• Developing business within aligned partner base by identifying new opportunities and collaborating with CMS Sales and Product Management teams
• Improve key metrics within the named customers: Supplier rating, vendor market share, establishing new vendors and emerging technologies, site visits, collaborated vendor visits, tender lines won, etc.
• As the senior relationship holder within aligned Partners, assume responsibility of the CMS Sales, Finance and Vendor Management teams involved with each account to ensure that the Partner receives a best-in-class customer experience from all CMS Distribution departments.
• As Partner Development Manager, take responsibility for the Partners growth strategy with CMS Distribution and ensuring strong execution of any planned initiatives
• Understanding and managing the Partners expectations of CMS Distribution as a preferred supplier and collaborating across the Group to make sure CMS Distribution exceeds these.
• Develop strong relationships at Management, Director & C-Suite level within each Partner and introduce CMS Distribution and Vendor contacts, as required.
• Organise and manage regular Business Reviews in aligned Partner base. Take ownership for creating and presenting these business plans and with managing all agreed follow-up tasks. To provide regular performance updates.
• As the escalation point for any issue with the Partner, manage and collaborate to resolve in a timely manner that is acceptable to all parties.
• Attend appropriate Partner events and exhibitions, as a Senior Ambassador for CMS Distribution and our Vendors.
• To identify and introduce new product categories and to become established in new market sectors and verticals
• Identify market trends & outlooks to provide confidence for making strategic business decisions.
• Identify potential new vendors, categories and technologies that would complement the current range and add value to the CMS Distribution vendor portfolio through engagement with Partners
• Train and enable customers’ sales team to a high standard.

Additional Responsibilities

Skills & Personal Attributes

Key Traits

• A passion for driving and delivering growth in new and existing Partners.
• Previous success in a Partner/Business Development role, with an in-depth understanding of the UK Channel.
• Ability to create and execute Customer Business Plans that deliver YoY growth
• Excellent communication and influencing skills, with the ability to communicate eloquently in both written and verbal formats, both face-to-face and remotely.
• Ambitious and keen to take on responsibility in an organisation that provides a high level of autonomy and individual responsibility.
• Excellent motivational and leadership qualities, with a passion to achieve exceptional results.
• Strong commercial awareness, with good business sense to seek ways to improve overall business performance and the customer experience.
• Experience of customer tender contracts and securing exclusivity on Vendors
• Ability to set pricing strategies and maximising profit where possible.
• Outstanding organisational skills and ability to manage own time effectively.
• Can demonstrate their ability to go the extra mile, to exceed expectations, conscientious and committed combined with flexibility in attitude and approach.
• Willing to travel on business, as required.
• Mature, responsible and professional attitude to work.
• Proficient user of the Microsoft Office suite, particularly Word, PowerPoint and Excel.
• Full, clean UK Driving Licence