Sales and Business Development
Imagine what you could do here. At Apple, great ideas have a way of becoming phenomenal products, services, and customer experiences very quickly. Bring passion and dedication to your job and there's no telling what you could accomplish. Apple's Sales organisation generates the revenue needed to fuel our ongoing development of products and services. This in turn, enriches the lives of hundreds of millions of people around the world. Our sales team, in many ways, is the face of Apple to our largest customers.
We are looking for an expert Channel Partner Manager to accelerate business development opportunities within our Enterprise & Education channels in New Zealand. In particular, this role will lead Apple's existing Enterprise and Education channel as well as create commercial plans for new partnerships and channel performance growth opportunities. This role will also have direct sales responsibilities for selected key accounts in NZ.
The adoption of the Apple platform by business, schools, and government employees and organisations has driven waves of change that is unprecedented. By deploying iPhone, iPad, Mac, and Watch, Apple's Enterprise and Education customers are experiencing new workflows and are able to innovate at scale. Our reseller partners have a substantial role to play in supporting this opportunity, so you are passionate about developing partner capabilities beyond just selling the device.
Description
As the Enterprise and Education Channel Partner Manager, you will:
Develop and maintain a thorough, strategic, and commercial Enterprise & Education route to market plan for NZ with supporting account plans for each key partner.
Drive Apple's core Enterprise & Education message and product story through working with channel reseller partners, NZ distributors, along with multiplier organisations, solution partners, and customers.
Understand and share Apple's extraordinarily deep product story, connecting our values and inspiring Channel Resellers to think and act differently; providing the highest level of customer service to Apple's priority Reseller Partners.
Conduct strategic account planning sessions with Apple's most significant Enterprise and Education resellers, communicating and gaining support for these plans with Apple leadership, and then implementing the plans to a high standard.
Actively scour the market for new reseller partners, business opportunities, growing geographic coverage, identify new potential programs for enterprise and education initiatives.
Maintain rigorous performance analysis of the Enterprise and Education channel. Utilise existing reports from available data sets or develop new analysis as needed to support stakeholder updates and to accurately communicate priorities to channel partners.
Ensure operational efficiencies within the Enterprise & Education channel, including working closely with Apple's Supply Teams to coordinate supply requests and requirements.
Plan and carry out training requirements, including working with Apple's training teams to up-skill key partners with vital skills to grow Apple's Enterprise business, completing programs in place in each market.
Work closely with the broader ANZ Enterprise, Education, and NZ Country Sales team to ensure planning and alignment considers the entire business in New Zealand.
You will also have direct responsibility for a select number of key Enterprise and Education customer accounts. This will involve senior stakeholder management and coordination to ensure that the Apple platform is deeply deployed in those organisations. You will nurture these relationships so that they are lighthouses for the sectors and for the country.
Minimum Qualifications
Minimum 8 years of working experience in the relevant industry.
Demonstrated commercial skills and application; ability to deeply understand channel partner economics, analyse commercial data and reports, create robust business cases supporting opportunities.
Key Qualifications
Excellent communication and presentation skills across disparate groups of individuals and levels in the organization.
Exceptional attention-to-detail, ability to compile and validate large amounts of data, and comprehensively understand data relationships.
Confirmed strengths in strategic channel management with scaled partnerships.
Confirmed strengths in relationship management, teaming across functions, deal construction & negotiations.
Strong ability to analyse and resolve complex problems in a structured and logical manner.
Influencing skills to drive objectives through key relationships. You will work collaboratively to be successful.
Demonstrated resilience and flexibility to impact change.
Collaborative and inclusive engagement style that seeks to deliver superior outcomes, regardless of the status quo or perceived boundaries.
Ability to handle ambiguity and make things happen.
Proven successful experience in sales roles.
Extraordinary presentation and communication skills.
You have a proven track record in Sales roles and consultative selling experience in business transformation solutions and developing channel growth strategies for business customers.
In your experience, you've balanced delivering on short-term goals, while creating sustainable value for customers and partners, and demand for the future.
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