Distribution Manager BeNeLux

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Job Summary

We are on the lookout for a collaborative, open-minded, future-driven Distribution Manager for the BeNeLux Region.

As a partner-oriented and driven organization, our success lies in our partners and distributors, and we know that. That’s the reason why we need to invest in them and that’s what we are doing. Are you the one who will deliver on our Hybrid Cloud Strategy to build mind share and adoption of NetApp’s Infrastructure Solutions and Cloud Services across distribution and distribution-managed partners? You will be part of the BeNeLux Partner Team. This team consists of Partner Account Managers and Technical Partner Leads. Our partner team’s purpose is to make an impact at and together with our partners and distributors, to provide intelligent data infrastructure solutions to our customers to make the BeNeLux a little bit more beautiful to live in.

Role Summary: The BeNeLux Distribution Manager is responsible for managing our Distributor accounts within the BeNeLux region. This role is pivotal in driving strategy and execution to increase NetApp's Products and Services sales, achieve sales targets, and influence Distributor's preference towards NetApp.

Key Responsibilities

• Strategic Planning and Execution:
• Develop and maintain a multi-year sales strategy and business plan for assigned Distributor accounts.
• Translate company strategy into actionable execution plans.
• Relationship Management:
• Manage the executive engagement between the Distributor and corresponding parts of the NetApp sales organization.
• Influence Distributor preference towards NetApp and increase penetration and Share Of Wallet.

Sales Enablement

• Orchestrate enablement of Distributor sales and technical teams in line with Program requirements and Solutions GTM.
• Help Distributors achieve the necessary readiness to drive solutions and services sales.
• Resource and Initiative Management:
• Plan and manage Incentive Headcount resources.
• Activate and run company initiatives and programs.
• Drive Distributor forecast accuracy and overall health.

Business Development

• Implement continuous Installed Base expansion and retention strategies and tactics.
• Collaborate with Partner’s and NetApp Commercial team (CTR/CAM) to develop Partner Driven Commercial business.
• Coordinate tactical activities to support bookings.
• Business Objectives:
• Responsibility for Distributor account(s) performance.
• Increase penetration and maximize potential within Distributor account(s).

Interpersonal Skills

• Self-motivated and a self-starter with a desire to be at and with your distributors and partners.
• Excellent listener with the ability to translate NetApp Hybrid Cloud solutions into distribution strategy and business goals.
• Tactical skills to build a network outside to support business needs and connect people.
• Good understanding of the industry ecosystem (Microsoft, AWS, Google, strategic alliances, competition).

Qualifications

• Minimum of 4 years of partner/distribution engagement experience.
• Hands-on mentality and an international mindset.
• Ability to effectively interface and communicate at many levels within Distribution companies' organization.
• Aptitude to negotiate and resolve complex situations/opportunities to a positive outcome without damaging internal or external relationships.
• Ability to collaborate with cross-functional teams.
• Good understanding of and network within the industry ecosystem (Partners, competition etc.).
• Good knowledge of Cloud technologies and distribution cloud marketplace.
• A plus if you speak French.

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