Business Channel Development Executive, Africa, Islands & Middle East
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Appleʼs 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, is in many ways, the face of Apple to our largest customers.
At the end of the day, we are here to grow Appleʼs reseller business through partnering with our resellerʼs sales force. We develop strategies that enable businesses to transform the way people work. To realise this goal, we build relationships, develop partner capabilities and ensure execution across the businesses. We collaborate closely with internal and external partners to create plans and programs that scale the business and adoption of the Apple ecosystem.
The Business Channel Development Executive will lead Apple’s focus in developing B2B resellers and carriers, in collaboration with assigned Value Added Distributors (VAD), to increase adoption of Apple products and services throughout the territory.
The role requires you to indirectly manage and collaborate with our value-added distribution commercial teams, ensuring alignment with regional sales leads overseeing these markets.
You will need to develop B2B channels and implement strategies to enhance performance. Drive sales growth by enabling VADs to build channel, provide Apple centric services and outreach to businesses in the territory. In addition to fostering strong relationships across teams and influence stakeholders to achieve shared goals.
You will need to understand the Enterprise market within the territory and build suitable business plans to maximise Apple’s sales opportunities within this region. Most importantly you then need to deliver against this plan and consistently meet or exceed your sales goals.
Focus and simplification are key drivers for success. As such, the Business Channel Development Executive needs to focus its time and energy on those opportunities in which key decision makers are willing to drive transformation through employee enablement with new tools, technologies and services.
Develop Channel:
Focus assigned Value Added Distributors to build an effective channel.
Help partners understand their customer market landscape
Build processes to map reseller landscape to help Value Added Distributor to identify the best candidates to deliver Apple products and services
Enable and help Value Added Distributors to onboard resellers within the Apple frameworks.
Maintain all project management tools for the channel development activities and track impact of activities
Develop Value Added Distributors:
In collaboration with the VAD build the correct team to serve the channel and deliver as needed to end customers.
Build 2 year business plans with VAD which includes, staff development, channel development, market development and strategic investments.
Help the VAD build and manage pipeline throughout their reseller channel, including quarterly forecasts.
Build and maintain an ongoing VAD and Channel enablement plan in collaboration with Regional Business teams.
Strongly drive transactional business processes within the VAD including driving e-commerce portals, affordability solutions, trade in processes, etc. to make Apple products easy to buy.
Build Key Customers:
Enable the correct teams within the VAD to directly serve some key customers in their territories.
Whilst the VAD and their channel will lead the customer activities Apple can offer assistance in unique circumstances. Work with the VAD to identify business customers who will deliver a unique opportunity to fully adopt the Apple platform.
Build a stringent process to qualify customers to engage with directly.
Leverage Apple regional and world wide teams when needed in identified customers.
- Proven ability to lead through influence, coach, and empower channel sales teams.
- Methodical and process-driven approach to achieving objectives.
- Excellent interpersonal skills to build rapport and drive collaboration.
- Drive what matters : selecting the right tasks on which to focus from among the multiple things competing for your attention whilst ensuring that others similarly zero in on what’s critical and let go of what isn’t.
- See around corners and look beyond daily demands and identify trajectories —from the technological to the organisational to the political —that will be critical in the future.
- Know your competitors inside out and build strategies to win.
- Build a community of knowledgeable and transformation sellers resisting the gravitational pull of mediocrity.
- Ability to demonstrate and inspire others through Apple Program and Briefings.
- Skilled and comfortable with board level sales engagement and able to influence at C-Level.
- Solid business acumen and presentation skills.
- Ability to understand and explain the business benefits of product features and capabilities (consistent new IT messaging).
- Strong virtual team management skills and ability to influence behaviour of others.
- Strong planning and project management skills.
- Ability to work at a strategic level within the account but at the same time manage the detail.
- Good analytical skills.
- A positive and energetic team player.
- Ability to self-manage work to achieve agreed objectives.
- Ability to manage in a matrix environment.
- Fluent English
- BS/BA level preferred
- Apple is an Equal Opportunity Employer that is committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities. Apple will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.