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Aruba Partner Sales Specialist Belgium

Date posted 01/11/2018 Location Diegem,

Key Responsibilities – ARUBA Partner Sales Specialist

  • Responsible for achieving quarterly and annual sales goals on products & services.
  • Accountable for driving, adhering and executing the central & localized ARUBA Channel Strategy with assigned partners and have proper follow-up by organizing quarterly business reviews.
  • Actively co-sells with partner and supports alignment of partner and ARUBA direct sales motions.
  • Drives incremental opportunity generation for ARUBA through mining partners’ existing customer base and identifying new opportunities with partner.
  • Uncover ARUBA projects and execute joint calls and visits between partners, partner’s end-customers and Field Sales to add value to win projects.
  • Need to communicate & position the ARUBA value proposition to a broad audience at multi-level with the Channel Partners up to C-level, including Pre-Sales & Consultants.
  • Need to train all appropriate stakeholders commercially on the ARUBA technology platform as well as best practices used to effectively uncover and close ARUBA business.
  • Uses success-leveraging methods to support the sale (e.g., technical demonstrations, proof of concept, future proofing in case of strategic products, customer testimonials, technical site visits)
  • Educates partner’s sales force and, when needed, partner’s end-user customer on ARUBA’s technology, products and solutions.
  • Performs bi-annual gap assessment of partner’s sales and technical capabilities and develops a plan with partner by providing guidance on appropriate ARUBA certification trainings
  • Provides weekly and monthly forecasting and tracking against agreed KPI’s.
  • Collaboratively develops Joint Business Plans to exceed sales targets.
  • Advocates for ARUBA’s portfolio of products, services, and solutions ensuring ARUBA is positioned above competition.
  • Ensures coordinated communication and ARUBA interaction with partners.
  • Drives partner transformation and business planning to IT-as-a-Service and converged infrastructure selling
  • Provides the escalation point for partners to ARUBA and coordinates troubleshooting and resolution of all Aruba partner related issues.
  • Motivates partners to grow ARUBA’s share of wallet.
  • Owns ARUBA’s investment strategy with partners through Market Development Funds (MDF) or other funds to optimize partner sales planning, execution, and ROI.
  • Interfaces regularly with ARUBA business units to ensure close alignment and support of partner business plans execution.

Required Skills & Experience

  • Candidate has minimum of 5 years working sales experience within the IT industry in channel and/or end-user sales.
  • Candidate has an existing extensive network of key contacts within the local channel ecosystem.
  • Candidate has a deep understanding of Indirect Business models including Value Added Distributors and Value Added Resellers.
  • Candidate is familiar with common channel related processes like Business Plans and Marketing Programs, Sales Management Systems & Forecasting.
  • Candidate is expected to be target oriented, capable of handling business situations, fast-paced having the ability to work as a cooperative team player in a diverse team whilst enjoying a continuously dynamic and changing environment.
  • Candidate has a Commercial & Technical understanding of Networking Communication devices, RF/WLAN experience and security is considered as a premium.
  • Candidate should be capable of driving both tactical & strategic initiatives.
  • Candidate should have a Bachelor’s Degree in one of the following disciplines; Business, Finance, Marketing, Engineering Management, Communication or IT-Management.
  • Candidate should have a valid Driver License and be prepared to travel via Air, Car or Rail.

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