IT & Networking Sales Manager

Overview

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; elevate risks with mitigation plans.

Qualifications

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