Dimension Data Senior manager Collaboration in Prague, Czech Republic
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The Business Development Manager is an entry level role in the Business Development Management job family and operates in environments where fewer solutions and smaller operations, limit the requirement for intensive business development strategies.
The Senior Manager Collaboration operates in a small country environment and takes their guidance from the Collaboration Business Unit (BU) Leadership team, globally and in particularly within region. The primary objective of this position is to collaborate with the relevant internal stakeholders in the BU and region to ensure the country achievement of client-led, business value solutions. They will take responsibility for creating business value for our clients through our Collaboration portfolio and the successful execution of the Collaboration strategy within their specific country. He/She will report to the Solutions Director.
What you'll be doing
Positions summary and primary objectives
This employee will work closely with a variety of internal stakeholders to implement, enable and execute the Collaboration strategy in the country. They will align business unit specific KPI metrics and reporting within their country and regional project management bodies. They provide Collaboration thought leadership and will continuously research and ensure the implementation of the latest, best practice methods and tools that will align to the achievement of the regional and global BU strategy. This employee will be directly involved in solution development and go-to-market activities and will ensure functional integration for the business unit within their country.
Operations and efficiency and financial management
The Senior Manager - Collaboration will ensure process efficiency and manage business operations to ensure the achievement of country goals. They will ensure the development of regionally aligned local policies and procedures and operating plans that will enable the achievement of the overall business unit strategy. This employee will be responsible for the development of the budget for the local business unit and ensure the profitability and financial performance, including the management of partner rebates. This individual will take corrective action to efficient operations consistent with strategic objectives, operational plans and goals and profit and loss. They provide the necessary governance and oversight to ensure that the business unit is achieving client and financial goals by providing regular reviews and reporting on progress against strategic programs and projects related to the business unit. The Senior Manager - Collaboration will drive country execution to ensure the achievement of business unit goals within the region.
He/she will assume the role of “go-to-market” lead for the country Collaboration business unit and align sales with key opportunities. The Senior Manager - Collaboration will work closely with Marketing and Sales to support regional sales by providing training sessions to sales employees and assisting with the determination of pipeline necessary to achieve regional targets, including the development of short term incentive programs. This employee designs and ensures the local implementation of deployment pipelines to achieve key strategic business outcomes. They will directly support strategic deals and client engagement practices and mentor local teams accordingly, providing subject matter expertise on RFPs/RFIs. This employee will measure local business unit success and promote thought leadership by developing white papers and capturing and disseminating cases studies with other countries within their region, as well as speaking at events. They will support the regional marketing and demand generation activities through the provision of advice to the country teams. They will drive their territory and ensure that they are equipped with the appropriate skills and ability to sell Collaboration services.
Product management and demand generation
They oversee the Collaboration product/portfolio life cycle and in so doing are responsible for the tactical activities required for product growth and management within the territory. This individual will use the market intelligence and insights they have gathered from a variety of stakeholders, including media, PR, industry analysts, vendors, etc. to influence product requirements. The Senior Manager - Collaboration works closely with a variety of organizations and partners to ensure that the business growth opportunities are realized and defines and agrees product/product portfolio strategies. They specify market requirements for current and future products by conducting market research supported by client engagement sessions. This employee will drive all Collaboration new offers, enhancements and upgrades of the relevant product or product portfolio through the Regional Service Introduction Process (RSIP). They develop and implement territory go-to-market plans, working with all countries and relevant stakeholders to ensure execution thereof.
Partner and alliance management
These individuals manage the partnership and alliance strategy for the relevant product or product portfolio, analyzing requirements for the particular product or product portfolio. He/she will develop joint solutions with the relevant strategic partners and the related go-to-market plans. They will take responsibility for account planning with the partner and develop investment plans that ensure business unit success. They will conduct regular business reviews to ensure compliance and governance in relation to contracted agreements with partners and alliances.
If applicable this employee acts as people manager for managers within the business unit. They ensure the full utilization of resources and provide leadership, motivating employees towards the fulfilment of the regional business unit and overall business goals. They contribute to the development and management of processes that enable the management group function as a team. These individuals develop and maintain a viable succession plan that covers all critical management positions within the regional business unit.
Senior Managers - Collaboration are assertive in their approach and demonstrate open and candid communication with his/her peers. They use their excellent negotiation skills and broad knowledge of the business and products to ensure the achievement of business unit goals. They have excellent leadership skills and are able to think at a tactical strategy level. They possess excellent interpersonal skills and employ these skills to interact with a variety of internal and external stakeholders at a senior level. They maintain integrity, demonstrate reliability and recognize their direct reports, whilst building a cohesive team. This individual is a good leader that inspires the business unit leadership to achieve the set performance targets.
Key roles and responsibilities
Ensure the development of territory business unit strategic and tactical plans that align to overall strategic goals and ensure the implementation thereof.
Drive business development and manage local business unit success through developing and tracking key performance indicators and ensuring that the sales teams are equipped to achieve these.
Establish and develop the relevant employee capability, providing the required governance and oversight to ensure the achievement of the local business unit and overall business goals.
Provide advice to territory teams on demand generation activities that aligns to market requirements and business needs.
Manage the product/portfolio lifecycle and in so doing are responsible for the planning and tactical activities required for product growth and management.
Drive new offers and product enhancements, updates and development through the RSIP.
At least 3-5 years' experience in IT Infrastructure systems integration or IT outsourcing business, with a territory management capacity and related experience focused on Collaboration solutions including transformation, virtualization and cloud, application workloads, and technology sales.
At least 4 years’ experience driving services in the Collaboration environment
Demonstrated experience in managing partners
Experience in services-led selling, (spanning consulting, managed services, IT outsourcing and cloud) and C-suite engagement.
Demonstrated success of business development, pipeline management, and success in influencing additional pull-through business.
Possess deep knowledge in the key IT Collaboration trends, reference architectures, and best practice solutions for Collaboration transformation and the next-generation Collaboration. Demonstrate practical experience with thought leadership and client engagement on Collaboration transformation, virtualization and hybrid cloud.
Knowledge of cloud technologies, application rationalization, disaster recovery, cloud workload migration, and development of private cloud infrastructure solutions.
Experience in managing business operations including areas of strategy, marketing, business development, sales management, and financial management.
Ability to quickly learn Dimension Data’s strategy, core competencies, organization, sales and delivery process, and applicable methodologies
Experience in managing a team of Sales Specialists, with both direct and dotted line reports
What would make you a good fit for this role?
Join our growing global team and accelerate your career with Dimension Data. Apply today.
Diversity in Dimension Data
Dimension Data is an equal opportunity employer with a global culture that embraces diversity. All qualified applicants will receive consideration for employment and will not be unfairly discriminated against on any arbitrary ground including race, colour, sex, religion, national origin, veteran status, disability, gender identity, sexual orientation, or other protected category.
Dimension Data uses the power of technology to help organisations achieve great things in the digital era. As a member of the NTT Group, we accelerate our clients’ ambitions through digital infrastructure, hybrid cloud, workspaces for tomorrow, and cybersecurity. With offices in nearly 60 countries across five continents, and over 30,000 employees, we deliver wherever our clients are, at every stage of their technology journey.
Whether it’s protecting the rhino, connecting the G20 Summit, or revolutionising cycling, we help our clients achieve their ambitions.
And with us, you can achieve yours.
If you believe you can do anything, we’re here to help you do it.