Own the end-to-end relationship with a strategic infrastructure vendor (networking, servers, wireless). Drive revenue growth, profitability, and channel activation by aligning vendor programs with our distribution strategy—covering contracts, pricing, forecasting, inventory, marketing/MDF, enablement, and compliance.
Key Responsibilities
- Vendor Relationship & Governance
- Serve as single point of contact for all vendor matters across networking, servers, and wireless.
- Lead QBRs, JBP (Joint Business Planning), and annual target/margin negotiations.
- Manage vendor contracts, rebates, incentives, price lists, special bids, and deal registration.
- Commercial Planning & Execution
- Build the annual/quarterly GTM plan: revenue, margin, product mix, and market coverage.
- Own pricing strategy, promotions, bundles, and approved discount corridors.
- Coordinate demand planning/forecast with supply chain for OTIF availability and healthy stock turns.
- Channel Development
- Map, recruit, and tier resellers/SIs by segment (enterprise, SMB, public sector).
- Launch enablement tracks: certifications, presales workshops, PoCs, and demo kits.
- Co-own large opportunities with sales (pipeline reviews, win/loss actions, tender support).
- Marketing & MDF
- Plan and execute co-marketing calendars (events, webinars, digital, PR) using MDF.
- Track MDF ROI (leads, pipeline, CAC/payback) and ensure policy-compliant claims.
- Product & Presales Enablement
- Maintain competitive positioning and battlecards for networking, servers, and wireless.
- Train internal teams and partners on new releases, EOL/EOS, and solution blueprints.
- Performance Management & Reporting
- Monitor KPIs (revenue, GP%, sell-through, stock aging, forecast accuracy, OTIF, MDF ROI).
- Produce weekly dashboards and executive QBR packs; escalate risks with mitigation plans.
Requirements
- 5–8+ years in IT distribution or vendor management (infrastructure HW preferred).
- Solid knowledge across switching/routing, Wi-Fi, servers, management & security.
- Proven experience with vendor contracts, rebates/incentives, MDF, and deal reg.
- Strong commercial acumen: pricing, P&L basics, and stock economics (DOH/turns).
- Data-driven; proficient with Excel/Sheets and BI tools (e.g., Zoho/Power BI/Looker).
- Excellent stakeholder management; Arabic & English business proficiency.
