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Business Development Manager — Business Markets (Moscow)
In this role, you will be responsible for defining the local Enterprise engagement programmes with the objective of selling iPad, iPhone and Macs into selected Business markets (From listed accounts, Fortune Global 500 and top local organisations up to wider SMB market). You will also help to develop the local framework to expand the penetration of iPad, iPhone and Macs in the Enterprise market through large B2B Resellers, Carriers and System Integrators and to provide tools and messaging that supports our channel (Resellers and Carriers) in selling into selected target areas of the business market.
This will require a detailed understanding of Enterprise IT architectures in order to select and leverage key 3rd Party partners having both solutions complementing Apple’s product offering and a strong impact on the IT market
You will define and roll out programme deliverables to support this initiative, leveraging industry best practices and working hand in hand with both the Major Accounts sales teams and EMEIA Pro BDM teams to ensure execution.
You will plan, deliver and where appropriate resource speakers to deliver frequent customer briefings around the adoption of iOS in the Enterprise, ensuring that there is clear follow up and actions from each of these briefings.
This role will require to give input on key markets to target and programmes to execute in order to grow sales in the business markets, from enterprise through to mid and small business markets.
KEY RESPONSIBILITIES & ACCOUNTABILITIES:
- Communicate and present our technologies to customers leveraging the broad-based technical expertise as part of out Briefing Series Programme
- Assist the local and EMEIA management teams to define growth plans, analyse performance metrics, establish tracking systems
- Working with the local and EMEIA management teams to define list of key local horizontal applications supporting Business market that run natively on iPad/iPhone OS.
- Define list of key 3PP relationships to maintain and be the local relationship manager for these key third parties
- Share our customer Business to Business messaging and provide support to our channel network to assist their B2B strategy for Apple products.
- Help generate demand on iPhone and iPad in Apple listed accounts, Fortune Global 500 and Top Local orgranisations and track penetration in those accounts
- Drive training needs analysis for our channel for selling into Business markets and work with local and EMEIA Training teams to deliver tools to execute the training plans.
- Localise and disseminate any Regional driven Programs for selling to business markets across the EMEIA region, providing input on content where appropriate.
KEY RELATIONSHIPS:
Internal to Apple
- EMEIA Business Markets BDM
- EMEIA iPhone BDM
- Prosumer Manager
- Country Manager
- Carrier Mannager
- Prosumer channel Programs team
- Local and EMEIA training teams
- Local SP&S
- Channel Development teams
- Channel ADE’s/CDE’s
- WWDR – World Wide Developer Relations
External to Apple
- Key 3rd party partners
- Trade bodies
- Resellers and System Integrators
- Carriers
KEY PERFORMANCE INDICATORS
- Growth of Apple market share into the Enterprise and SMB market place
- Adoption by channel partners (Resellers, Carriers and System Integrators) of demand generation and sales messaging tools
- Expansion of selected key verticals in SMB within the country
- Growth of new B2B focused resellers and SIs across the local market
KEY COMPETENCIES / PROFILE:
- Knowledge and experience of selling into Business to Business markets, ideally in FT Global 500
- Excellent communicator and able to train and brief either in one-to-one or one-to-many situations, especially with C level or management executives.
- Team worker with a demonstrable track record of working with initiative both within and across functions and ability to succeed in a matrix organisation
- Ability to articulate concepts into actionable plans
- Ability to communicate effectively in IT environments
- Ability to influence
- Attention to detail
- Relationship management
EXPERIENCE & QUALIFICATIONS:
- Experienced sales person in the business market place
- Solution selling experience
- Experience of selling both direct and through an indirect channel
- Track record of business development across a range of market segments
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