Datacentrix is an integrated, service-orientated ICT systems provider that operates across the entire information value chain. The company's broad, mature portfolio, its proven exec ution capability and value-driven strategy reinforce its position as one of the top ICT players in the local market. In July 2014, the company was recognised as the most empowered JSE-listed IT company


Position: Supermicro Business Development Manager

JOB SPECIFICATIONS:

Purpose of position:
1 Job Purpose
• The Supermicro Consultant will play a visible leadership role in accelerating the adoption of Supermicro throughout South Africa and SADC. They will be responsible for driving the strategy and implementation of the Supermicro GTM framework in assigned markets typically in complex, global, and highly critical partners/accounts.
• Makes presentation relating the business values of Supermicro to partners, customers and internal Team. Rapidly assimilates knowledge of new products, services and technologies in order to drive enhanced revenue through the Supermicro GTM framework.
• Has deep understanding of Supermicro and Server and competitive technology, and business applications within the assigned market and is responsible for translating/applying this knowledge into strategic initiatives.
• Serves as a trusted advisor to partners and serves as an internal resource on the Supermicro GTM framework within an assigned market segment.
• Often interfaces with partner and Business Unit internal management to assess business development of our partners.

2 Key Job Outcomes
• Develop new account and business opportunities with strategies and plans
• Maintain relationship with current existing customers
• Ambitions to carry quota and be able to meet them
• Have tenacity to learn and execute internal processes and procedures
• Embrace cultural differences and be able to work in a diversified environment.
Performance Indicators
• Identify and develop new accounts
• Initiate outbound cold calls to potential customers, direct and indirect
• Successfully manage and overcome objections
• Qualify opportunities; create target lists for vertical markets
• Develop relationships, communicate product and market information
• Monitor inventory, negotiate price; enter and monitor orders, facilitate credit issues and negotiate returns
• Develop superior customer service relationships with prospects
• Consistently achieve lead and appointment quotas
• Produce reports as necessary

3 Required skills

• More than 5 years’ experience in server motherboards, chassis, systems, and related IT fields
• Strong technical communication and leadership skills to interface with customers, sales, engineering, and product management teams
• Technical experience, business development and marketing background is a huge plus
• Individual must be able to work effectively in a highly paced environment
• Track record of building relationships with senior executives and decision makers
• Strong Channel background.
• Strategic planning abilities.
• Strong Business acumen.
• Strong Technology background.
• Ability to manage in a matrix environment.
• Ability to influence others to achieve results.
• Ability to work effectively with senior management.
• Mentoring / coaching skills.
• Negotiation skills.
• Understand industry trends.
• Creative, forward-thinking

General Duties/tasks

• Work with Sales Channel teams to drive adoption of Supermicro in South Africa
• Assist in the development of new business opportunities with partners leveraging the Supermicro GTM Framework
• Drive new solution selling education into partner sales and presales teams.
• Work with key channel partners to support development of Supermicro strategies and GTM plans and activities
• Engage with channel partners to identify and prioritize business opportunities
• The role requires 50%+ travel.
• Work closely with the Supermicro channel enablement team to deliver both high touch and leveraged training content
• Focused on supporting partner initiatives in the EVO:RAIL and VSAN markets
• Leads the development and implementation of specific partner development strategies, and produce partner specific sales plans.
• Maintains exceptional knowledge of competitive solutions to effectively address and dispel partner objections to Supermicro solutions, and train the partners
• Anticipates technology and/or market trends and provides guidance on their application to partners.
• Able to communicate with senior management within Supermicro and Partners.
• Provides feedback of business requirements to Supermicro's business unit as well as AWG
• Participates in and presents at industry conferences, can identify future trends/technologies and is influential in building this into the business strategy.
• Work with partners in a focused fashion to drive adoption of converged infrastructure including all Supermicro technologies, as well as VMware EVO: RAIL and VSAN technologies.
• Search for and develop new accounts
• Initiate outbound cold calls or emails to potential customers, direct and indirect, e.g. System Integrators, VARs, OEMs and Enterprise end users
• Successfully manage and overcome objections
• Qualify opportunities, create target lists for vertical markets
• Consistently achieve lead and appointment quotas, produce reports as necessary
• Monitor inventory, negotiate price, enter and monitor orders, facilitate credit issues and negotiate returns
• Develop superior customer relationships

3 Skills / Competencies required for the position

Organizing skills
Ability to create and follow structure and processes
Detail orientation
High energy level
Self-confident
Assertive
Communication skills
Customer service and service delivery orientation
Conflict Management
Stress tolerance
Ability to priorities
Team worker
Quality orientation
In depth understanding of value added services in a distribution environment
Basic understanding of technology
Advanced Microsoft Excel