Global Account Manager, Cloud/Hyperscale

Ireland

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Location Dublin, Ireland


Summary of role

Develop, drive and execute a sales plan that aligns with the global strategy for selected cloud global accounts across EMEA. Develop a strong business relationship with key executives, influencers, especially project and delivery leaders across EMEA. Understand key pain points to position and sell Anixter’s Supply Chain, Technical and Global values with these key cloud clients to meet financial targets and significantly grow revenues.

Main responsibilities/Key goals

· Execution EMEA Strategy - Develop an EMEA execution plan to meet specific customer needs and is in line with the global strategy. Make recommendations on new sales tactics to strengthen Anixter’s position within these cloud global accounts’ eco system. Work with the identified internal and external virtual team, communicate the strategy to the in-country Anixter salespeople, and work with them to differentiate Anixter vs competition in the local markets. It is critical that the local Anixter sales teams understand, accept, and execute the strategy that’s shared with them.

· Partner Strategy - Work with Anixter’s core manufacturing partners to develop sales and marketing plans. Coordinate activities with the customer to leverage at commercial position, sales and marketing activities and any existing sales plans and strategies. It will also be important to, in coordination with the global marketing organization, identify and pursue new vendor relationships as required, when Anixter’s existing core suppliers have an alternate channel or direct sale model into some of these accounts. The vendor strategy should incorporate a “One Wesco/Anixter” approach since there is a significant opportunity for selling electrical cabling products as well security, AV and other products into this marketplace.

· Reporting - Monitor and report sales results for all business on a monthly basis using established reporting mechanisms and customer prefixing. Maintain a log of project activity using the existing Global Program format and participate in Monthly Business Reviews with the global sales management team to review progress and strategy regarding all aspects of the business.

Special conditions (e.g. frequent travel, early starts and late finishes)

Estimated Utilization of Available Time :

· Customer Visits and Senior and operational Level Sales Calls - 70%

· Vendor Relationship Development and Joint Business Planning – 20%

· Reporting, Account Strategy Development, Planning, Global / Regional Coordination – 10%

· Frequent travel, early starts and late finishes

Tools and equipment used

· Laptop

· Smart Phone

Qualifications/education required

· Degree level

Necessary skills, knowledge and experience

The successful candidate will have a demonstrable track record of successful customer management, consistent track record of high performance and be capable to lead executive engagements (QBR’s, business alignment).

You will have strong interpersonal and leadership skills and a proven track record in building relationships. You will have the ability to deliver sales results through leadership, along with:

· Extensive sales, marketing or account management experience gained within the IT industry

· Knowledge of Vendor Product Strategy & Product offerings

· Communication & customer management skills

· Project Management & good organisation skills

Attitude and/or particular aptitude

To perform this job successfully, an individual must possess the following skills and abilities:

1.Executive Maturity: capable to lead executive engagements (Business alignment & reviews)

2.Sales Leadership: capable to exceed Vendor Sales Targets, land agreed execution steps in the organization , drive performance management & action plans where needed to secure success

3.Teamwork: willing to partner internally and externally to secure the resources needed to win

4.Influencer: able to influence vendors and Anixter personnel to support the global strategy for each account

5.Communication Skills: must be an excellent communicator - both written and oral. With excellent customer relationship management skills and ability to interface seamlessly with internal and external staff.

6.Project Management Skills: ability to manage Business plan execution across multiple stakeholders (internally and externally at vendor)

7.Passion for Technology: around new Innovation, capable to lead technology discussion without having to be the deep expert

8.Travel: this job requires individual to travel within EMEA 40% of time.

Anixter is an Equal Opportunity and Affirmative Action Employer; Minority / Female / Disabled / Veteran. We require all of our employees to perform work in an ethical manner and uphold a culture of honesty and ethics at all times.

Closing Date: 30 April 2021


EB-1806313279

About WESCO

WESCO International, Inc. (NYSE: WCC), a publicly traded FORTUNE 500® holding company headquartered in Pittsburgh, Pennsylvania, is a leading provider of electrical, industrial, and communications maintenance, repair and operating (MRO) and original equipment manufacturer (OEM) products, construction materials, and advanced supply chain management and logistic services. Pro forma 2019 annual sales were approximately $17.2 billion, including Anixter International. The company employs approximately 18,900 people, maintains relationships with more than 30,000 suppliers, and serves more than 150,000 active customers worldwide. Customers include commercial and industrial businesses, contractors, government agencies, institutions, telecommunications providers, and utilities. WESCO operates 11 fully automated distribution centers and approximately 800 warehouse/branch locations in North America and more than 50 countries around the world, providing a local presence for customers and a global network to serve multi-location businesses and multi-national corporations.

To see additional opportunities with Wesco, please visit their careers site at: www.wesco.com/careers

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