BDM Analytics & IoT

Job Purpose:

Our vision is to build a data ecosystem that is unique and compelling to our vendors and partners enabling end-customers to derive insights from all of their data and enable new data driven business models. We do this by leveraging our technology partner ecosystem to provide aggregated, end-to-end, ready-to-deploy Data Solutions with best-of-breed components, ranging from sensors, and the secure connectivity of “things” to data aggregation, virtualization, Analytics, AI, ML and enterprise integration.

This BDM will play an important role in driving the local sales success by (a) identifying and qualifying opportunities, (b) lead generation, (c) partner recruitment and enablement. This individual will also perform a “trusted advisor” role in sales positioning, skills training and strategy consulting to Tech Data customers. These activities support System Integrators, VARs and (x)SPs to build out and accelerate their Data Solutions & IoT practices.

Responsibilities:

• Develop annual Data & IoT plan aligned with the company strategic initiatives and fiscal goals (including Revenue, Margin, Rebates Recovery). Integrate the plans and activities of the company into the plans of Europe and country budgets, where necessary.
• Take overall leadership in the organization to build and maintain customer relationships, to introduce new products and to leverage existing and new business segments.
• Maintain close relationships with senior stakeholders in key customers and vendors.
• Drive the sales process and ensure its principles are implemented throughout the team. Maintain rigour of Key Performance Indicator (KPI) .
• Provide executive updates on the plan and insight to market, customer and competitor activities.
• Provide accurate sales forecast including key pipeline and risk mitigation plans.
• Influence internal stakeholders to ensure the Company maintains outstanding service levels to its customers in Sales, Operations, Reporting, Customer Service and Credit
• Work proactively with vendors and/or Business Units (BU’s) / General Sales to realise incremental business opportunities
• Work closely with Marketing teams to build and execute the marketing plan and take the Data & IoT Value Proposition to market in your region.

Knowledge Skills and Experience:

• Degree in Business, Engineering or similar discipline
• Proven sales experience in the Data Solutions market.
• Intimately familiar with Distribution, tier 1 and tier 2 business models.
• 3+ years of successful experience selling technology solutions characterized by complex sales cycles, with a value-oriented discourse in contact with Executive, IT functional and technical managers.
• Comfortable and confident dealing at senior management level, selling business value and business process improvement rather than a simple technology/price sell.
• Good understanding of industrial based computing solutions, communication systems, IoT architectures, Cloud offerings - in particular MSFT Azure - & more broadly speaking Data Life Cycle Management.
• Experience working with a diverse project teams.
• Proficiency in Dutch & English.
• EU-Citizenship or working permit required.

Profile:

• Sales Hunter. We’re taking new products and technology to market, often requiring the recruitment of new partners (not existing Tech Data partners). We’re looking for a person who is comfortable hunting for new business (this is not a farming role).
• We often need to persuade customer to invest in new skills, technology and approaches. Therefore this role needs to have the necessary gravitas to hold relationships at a high level with the customers and help them to understand the opportunity.
• This is a “specialised role”. It is important that the BDM understands the technology we are selling and the markets that we are selling into. This means someone that has a good understanding of the data lifecycle (data creation, management, reporting and AI) and the associated buyer journeys.
• Is the Data Solutions & IoT “hunter” in the Netherlands and as such a key member of the country Data Solutions & IoT sales teams.
• Supports sales initiatives with System Integrators, VARs, SPs and M(V)NOs from presales consultation and business benefits/outcomes discovery to delivery & deployment.
• Recruits and support customers and help them identify, define and create business plans around Data Solution & IoT offerings that deliver lasting success for their end customers.
• Understands customer needs and technology & industry trend

Working Conditions:

• Normal, professional office environment
• Travel outside up to 60%

The statements above are intended to describe the general nature and level of work being performed by people assigned to this job. Other duties may be assigned as needed.

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Cultural Competency Requirements: