Director - Cyber Security & Next Generation Solutions

Westcon-Comstor is looking for a Cyber Security & Next Generation Solutions Director who will provide leadership towards the achievement of maximum profitability and growth, in line with company vision and values, this role is responsible for the development and performance of all sales activities with total ownership on delivery of the Cyber Security & NGS vendor sales team budgets. Also responsible for the overall collaboration between functional management and leadership, sales, marketing and presales activities of the Cyber Security & NGS Team. Establish annual and monthly sales objectives, in coordination with the Cyber Security & NGS business plan.

You will lead, manage and mentor a team of security specialists and generalists, providing technical guidance and oversight as required to deliver our key growth initiatives for the business. You will plan, organize, lead and control ensuring the Cyber Security & NGS team work together to deliver the right results. Additionally, the role will have an active contribution to the result by being heavily involved in execution of the Cyber Security & NGS business plan together with this team.

Alignment and partnership development with the key Vendors and Partners within the region to ensure that the Cyber Security & NGS business meets and exceeds all targets for sales revenue and GM. Actively participates in vendor management, reseller recruitment and management across all Cyber Security & NGS vendors.

MORE ABOUT THE ROLE

* Formulation and execution of localized growth initiatives to become the leader in the Cyber Security & NGS sector

* Achievement of the Cyber Security & NGS Sales Revenue and GM.

* Achieve all Cyber Security & NGS vendors targets and maximize rebates, funding and contribution.

* Development and communication of compelling proposition for our Cyber Security & NGS vendor and reseller communities locally through leadership and management of sales and channel.

* Development of business and activity plans for all Cyber Security & NGS vendors and resellers to maximize sales growth, market share and contribution, communication collaboration.

* Liaison and reporting to Westcon Director SSA, NGS Business lead EMEA (dotted line report) and Commercial director (dotted line report)

Sales Management

* Develops an effective local Cyber Security & NGS business plan and sales strategy that ensures attainment of Cyber Security & NGS sales goals and profitability for each of the Cyber Security & NGS vendors.

* Prepares action plans for effective search of sales leads and prospects for each team.

* Initiates and coordinates development of action plans to expand penetration within the existing account set and development and recruitment of new accounts.

* Assist in the development and implementation of Cyber Security & NGS vendor marketing plans.

* Work in line with PS (Professional Services) and Training across all Cyber Security & NGS teams to execute the Sales Strategy.

* Provides timely feedback and reporting to senior management.

* Provides timely, accurate, competitive pricing on all completed applications submitted for pricing and approval, while striving to maintain maximum profit margin.

* Creates and conducts proposal presentations and RFP responses.

* Assists external Sales Team with preparation of proposals and presentations.

* Communicate Cyber Security & NGS Vendor strategies.

* Assist in the development of partner plans and their execution.

* Identify synergies and cross selling opportunities.

* Help create additional Cyber Security & NGS Value Add opportunities for Westcon.

* Execute Cyber Security & NGS portfolio strategy for Westcon.

* Identify Cross divisional opportunities and execute.

* Coordinate resources to grow Westcon's Cyber Security & NGS business and/or Cyber Security & NGS vendor initiatives.

Leadership

* Lead, manage and mentor teams.

* Build and maintain influential business relationships within the market.

* Adheres to all company policies, procedures and Business Code of Conduct. Ensures that they are communicated and implemented.

* Ensures a high standard of performance & professionalism from personnel.

* Delegates authority and responsibility within the team whilst maintaining accountability.

* Communicates effectively with the team by conducting regular team briefings and 1:1's in order to monitor and highlight areas for improvement through training and development.

* Responsible for the personal development of the external and internal personnel.

* Conduct regular coaching sessions regarding vendor strategy and messaging to enhance selling skills.

* Complete annual company performance appraisals for team members ensuring equality and consistency across the process.

* In conjunction with Human Resources, responsible for recruitment and selection within Cyber Security & NGS Teams.

ABOUT YOU

Education/Certification

* Matric.

* Business Management Degree is preferred.

* Proven certification in Cyber Security & NGS products.

Knowledge

Technology:

* Technically astute in all Cyber Security & NGS product portfolio offerings

* Excellent knowledge of Cyber Security & NGS product portfolio offerings and Market

* Excellent knowledge of the market and competition, identifying their strategies, strengths and weaknesses

* First in-class computer literacy

Finance & Compliance:

* Understand financial impacts on revenues and Gross Profit objectives regarding special pricing, customer rebates etc.

* Strong business acumen

* Understanding of finance and working capital

* Understand the business direction; identify strengths, weaknesses and possible threats

Sales:

* Thorough and expert-level understanding of the sales cycle; and the ability to train & develop staff

* Ability to identify types of partners (SI's, ISP's, Var's etc. for recruitment and development)

Customer Service:

* Strong understanding of Customer Relationship Management

* Strong understanding of customer and market dynamics and requirements

Key Competencies, Skills & Attributes

* Formulation of growth strategies and plans

* Excellent relationship and sales skills

* Excellent communication skills for all stakeholders

* Strong leadership skills

* Strong business skills & commercial judgment (determining which are the critical issues)

* Acquiring & Qualifying Business

* Highly interested in new vendors and new technologies in the Cyber Security & NGS space

* Developing Internal & External Relationships through strong and effective communication

* Developing and executing Sales Strategy, through effective application of Business Acumen

* Self-direction/motivation

Desired Experience

* Minimum 5 years management experience

* Channel; Distribution, Systems Integrator, end user or Vendor background understanding and experience.

* Extensive experience in all aspects of Customer Relationship Management, Sales & Marketing.

* Proven leadership and ability to drive Sales Strategy through the effective motivation of Sales Teams

Values

* Demonstrates and embraces Westcon-Comstor values of Ambition, Integrity, Partnership & Accountability.

Join a growing global business

Westcon-Comstor is a leading name in IT distribution with US$4.35 billion in global revenues. Our job is to link technology vendors to our distribution partners who resell software and solutions to business and other customers.

This is an exciting time to join our expanding operation, which serves the EMEA region. We have ambitious plans and huge future potential - you will be ideally placed to grow your career in a dynamic yet supportive culture.