Purpose of position:

Develop and manage a strategy, which will optimise the Riverbed product/brand performance in the market place while achieving the objectives set by both the vendor and the company
You must possess a unique blend of business and technical savvy; a big-picture vision, and the drive to make that vision a reality. You must enjoy spending time in the market to understand the problems, and find innovative solutions for the broader market.
Key Responsibility Areas:

Responsible for total product performance number for the assigned vendor portfolio
Drive sales team to grow vendor revenue in existing install base accounts and new accounts, through focused marketing strategies, campaigns and end user enablement.
Provide accurate and regular sales forecasts and business updates to management & to vendors
Work with sales team to ensure that each sales opportunity is driven as proactively as possible

Engage in collaborative, strategic and tactical business planning with key partners:-

Identify new markets
Understand the partner sales process and develop a sales and marketing strategy to best suit the partner.
Develop sales tools to assist partner sales and pre sales
Develop sales and marketing strategy to mine existing customer base
Identify key new accounts and design a sales approach to bring new customers on board.
Assist partner with broad-base marketing to promote their business
Assist partner with customer reference sites
Create and promote high impact and innovative marketing programs and initiatives within the partners to generate new opportunities
Design partner enablement plans, to ensure partner resources are skilled in the marketing programs and products they are going to drive
Develop enable programs for partners to drive into their existing and prospective base

Use best practices for opportunity management, account planning and forecasting
Defining & developing partners focus by strategically aligning each partner to the objectives set out by the vendor, understanding how to develop partners and into what markets
Managing the vendor partner program.
Defining & executing skills development programs for partners.
Working with partners to devise growth strategies and implementing these strategies

Market products and manage the sales process:-
o Identify and implement market strategies
o Disseminate product information
o Grow market share
o Identify new business opportunities
o Position vendor product set

Manage the profitability of products
Understand and implement vendor strategy and policies
Implement and drive vendor models e.g. pricing, rebates, reporting etc., to meet revenue and profitability goals
Deliver a weekly revenue forecast,
Be responsible for all reporting to your Vendor, including forecasting and sales
Monitor Gross profit from daily sales & Contribution reports.
Manage output of branches
Handle all channel related issues

Education & Experience:

5 years min Product Management experience in the IT industry (Essential), in IT distribution (preferred)
Product Management Experience (Essential)

Have a good understanding of the various Networking Optimisation products with a solid knowledge and understanding of:
o Wide Area Networks
o Local Area Networks
o Application Optimisation
o Governance Risk and Compliance frame-works,

Matric certificate with exemption (essential)
Bachelor’s degree or diploma (preferred)

Technical Competencies:

• MS Office Suite (Intermediate – essential)

Behavioral Competencies:

• Analytical Thinking & Decision Making
• Business Acumen
• Action Orientation
• Drive for Results
• Composure
• Customer Focus
• Self Development