Ingram Micro

Ingram Micro is looking for a Vendor Business Manager fully dedicated to HPE, focused on developing HPE and solution strategies to maximize growth, profitability and performance across the sales and development organization.

This role is responsible for setting the go-to-market strategy by looking across the solution category, using data insights and creating HPE strategies aligned with vendor and platform partners.

The position requires strong vendor management, negotiation skills, business acumen and a deep understanding of the platform industry to drive category success and deliver outstanding solutions to customers.

Role overview:

• Develop HPE and solution strategies to maximize growth and profitability;
• Define go-to-market strategies for HPE, aligned with vendor and platform partners;
• Ensure the financial health of the category;
• Drive maximum usage of the platform by the vendor community;
• Promote full engagement and utilization of data insights and value derived from Xvantage;
• Establish and nurture strong partnerships with HPE;
• Drive business growth and seamless cooperation between stakeholders.

Key responsibilities:

• Take ultimate responsibility for the go-to-market strategy for the assigned category, vendor or set of vendors;
• Define sales, marketing, pricing and inventory tactics to achieve Ingram Micro’s plan for the assigned category or vendor;
• Work with a single vendor or category of vendors, depending on scope;
• Manage overall P&L responsibility for the assigned vendor or category;
• Influence Ingram Micro’s category strategy through deep understanding of the technology and vendor landscape;
• Cultivate and maintain strong relationships with key vendors;
• Serve as the main point of contact for vendor-related communications and activities;
• Work with vendors to identify growth opportunities, new product offerings and potential strategic partnerships;
• Expand the platform category’s portfolio and market presence;
• Lead negotiations with vendors to secure favorable terms, pricing and contractual agreements;
• Report and inspect vendor performance to ensure both Ingram Micro and the vendor are achieving objectives;
• Coordinate with the supply chain team to ensure timely and accurate product delivery and inventory management;
• Work closely with Marketing to deliver initiatives, promotions and campaigns that drive business results;
• Apply business insight and marketplace knowledge to stay informed about trends, customer needs and emerging opportunities.

Knowledge and skills:

• In-depth knowledge of the platform industry, including cloud-based solutions, SaaS and related technologies;
• Excellent negotiation, communication and interpersonal skills;
• Ability to build and maintain strong vendor relationships;
• Strong business acumen and ability to identify and capitalize on market opportunities;
• Results-oriented mindset, with a track record of achieving and exceeding business objectives;
• Strategic thinking and ability to develop and execute category business plans;
• Customer-centric focus and passion for delivering exceptional service;
• Ability to build strong customer relationships;
• Proactive and dynamic approach;
• Ability to work collaboratively in a fast-paced environment and manage multiple priorities;
• Availability to travel for vendor visits, industry events and strategic meetings, when required.

Requirements:

• Four-year college degree in Business, Marketing or a related field;
• MBA preferred;
• Additional relevant experience in a related field may be considered;
• Minimum of 5 years of functional experience, including at least 3 years of specific experience;
• Ability to make a significant contribution to processes and systems;
• Ability to integrate inputs across technology, customers and financials;
• Ability to independently deliver a comprehensive go-to-market plan for sales, marketing, product and inventory planning.

Competencies:

• Strategic mindset, with the ability to see future possibilities and translate them into breakthrough strategies;
• Financial acumen and ability to use key financial indicators to support better business decisions;
• Business insight and ability to apply marketplace knowledge to advance organizational goals;
• Ability to manage complexity and solve problems using high-quality, sometimes contradictory information;
• Collaboration and ability to build partnerships to meet shared objectives;
• Ability to build formal and informal networks inside and outside the organization;
• Effective communication across different audiences and communication formats;
• Results-driven approach, even under challenging circumstances;
• Accountability and commitment to meeting objectives.

Ingram Micro is looking for a Business Development Executive dedicated to HPE, focused on driving growth across the HPE portfolio and existing partner base.

This role uses vendor and category expertise, platform data and business acumen to optimize portfolio solutions across a territory or existing customer base.

The Business Development Executive will cultivate strong relationships with partners and HPE, identify new business opportunities and execute sales strategies to retain and expand market share.

Key responsibilities:

• Develop and execute a category strategy to drive growth and new business development within the category;
• Identify emerging trends, customer needs and potential market opportunities;
• Identify and pursue new business opportunities within existing partners, including strategic partnerships, alliances and end-customer acquisition motions;
• Cultivate and maintain strong relationships with key vendors and strategic partners;
• Negotiate and secure favorable terms and conditions to ensure mutual success and accelerate category growth;
• Conduct market research and analysis to stay ahead of market trends, competitor activity and emerging opportunities;
• Use data-driven insights to support informed decisions and category acceleration efforts;
• Collaborate with sales, marketing, product management and operations teams to align strategies and accelerate new business development;
• Engage directly with key existing customers to understand their needs and challenges;
• Use customer feedback to support product improvements and deliver strong customer experiences;
• Work with product management to identify opportunities for product expansion or development;
• Drive insights and actions for reseller partners and vendors through Xvantage;
• Identify opportunities to increase usage of the Xvantage platform for reseller partners and vendors;
• Apply a solution-selling approach focused on a category or portfolio of vendors;
• Work with assigned vendors, groups of vendors and/or accounts.

Knowledge and skills:

• Strong understanding of strategic selling principles, order management, project management and operations;
• Advanced knowledge of Ingram Micro’s solutions, products, services and value proposition;
• Proven success in growing and maintaining year-over-year sales results;
• Strong negotiation, sales closing, coaching and order management skills;
• Ability to manage profit and loss concepts and forecasting;
• Excellent verbal and written communication skills;
• Ability to present in technical and non-technical terms to large and small audiences;
• Business and financial acumen;
• Ability to influence internal and external partners effectively;
• Ability to multitask, respond to rapid change and manage projects, details, relationships and resources;
• Ability to set realistic and achievable goals, objectives and timelines;
• Ability to travel and conduct regular in-person customer engagements.

Requirements:

• High school diploma or equivalent, required;
• Bachelor’s degree, preferred;
• Minimum of 6 years of previous strategic, outside sales or account management experience, preferably in a related industry;
• Or 4 years of technology or distribution experience in a sales or customer service capacity.

Competencies:

• Business insight and ability to apply knowledge of the business and marketplace to advance organizational goals;
• Accountability and commitment to meeting objectives;
• Action-oriented approach with urgency, energy and enthusiasm;
• Resilience when facing difficult situations;
• Results-driven mindset, even under challenging circumstances;
• Technology-savvy approach and ability to adopt business-building digital and technology applications.