Zones, LLC

Partner and Product ManagementLondon,United Kingdom

Description Position at Zones

About Zones Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done. Follow Zones, LLC on and LinkedIn and Facebook.

Department/Function Key Objective

The PPM department for EMEA manages vendor relationships in the countries where Zones has a physical entity (currently UK, Ireland, Netherlands and Israel). This encompasses supporting vendor program capabilities, enablement initiatives and operational support and coordinating alignment with internal stakeholders, partner resources and Zones sales and technical teams.

Where no direct vendor relationship then PPM will engage with in country authorised distribution partners to provide the same level of engagement and support as direct vendor relationships.

The PPM team also manages and oversees the creation and implementation of vendor product marketing and Zones brand marketing to its customers and the wider channel.

Key Results Expected

Achievement of MDF target based on agreed percentage against sales at cost measurable on a quarterly, half yearly and annually basis. Manage and maintain vendor accreditation programs across EMEA with a view to be at the highest vendor partnership level available across the top vendors/OEMs, thus maximising rebates Oversee vendor engagement with the sales teams ensuring regular face-to-face visits and online meeting coverage. Organise and implement regular sales training from vendors within portfolio to ensure sellers up- to date with the latest technologies and vendor programs. Provide leadership and oversight in product & vendor partner management, promotional pricing, and incentive strategies for the sales team.

Partner with and manage external marketing agency relationships to create & develop programs to promote Zones and vendor co-branded activities, whilst ensuring ROI is within guidelines. Strategies

MDF Strategy: Define MDF strategy with end-to-end process to drive MDF growth, maximise profit and reduce costs across managed categories & vendor brands. Rebate Optimisation: Create and execute rebate optimisation via partner programs to maximise profitability across categories, leveraging vendor brand programs. Partner Program Level: Maximise brand profitability by achieving and maintaining highest partner program level possible for existing and potential new vendors. Pipeline Generation: Collaborate with Sales, Pre-Sales to drive pipeline progression through Zones offers, vendor program offerings and vendor channel and end user teams.

Enablement: Create and execute enablement and incentive programs to support business strategy across each specific business entity within EMEA.

Processes

1. Define PPM strategy with end-to-end process to drive growth, maximise profit, and reduce expense across managed categories & vendor brands for all four EMEA entities.

a. Establish managed partner portfolio and lead-with brands by segment: Enterprise, Mid- market, SMB, Retail, Legal and Finance.

i. Review strategy with Pre-Sales/Technical, and Sales Management to align on partners to support accelerated growth by category

b. Enable Account Managers in sales team through training, collateral and content facilitated through daily sales activity.

i. Leverage sales content and defined cadence to align to training times and topics by designated selling activity.

ii. Create marketing content to build end-to-end customer demand generation activities and deploy via marketing streams

c. Support sales execution on key initiatives and programs providing collateral, partner pages, programs and overall communication.

i. Measure activity leveraging campaign and sales activity metrics

ii. Provide guidance and recommendations where improved results are needed

iii. Capture feedback and best practices and incorporate into selling assets

d. Engage with senior management to provide visibility on key vendor brand performance on sales and profitability.

i. Present monthly reporting for EMEA showing QTR-on-QTR and YoY figures on COGS, MDF and Rebates whilst demonstrating areas of opportunity

ii. Feature vendor accreditation map and highlight key deadlines for sales/ technical training to complete for relevant EMEA entity

iii. Compile and highlight marketing activity for the QTR with updates on website development, social media activity and collate feedback to improve.

2. Execute gross margin optimisation plans to maximise profitability across the four EMEA entities

a. Maximise gross margin through vendor program utilisation, upsell, cross-sell, and attach selling.

i. Leverage full stack of vendor programs available (NCB, NBI, Trade-In Incentives, Deal Registration, Financing offers, etc.)

ii. Create an awareness campaign around vendor margin-enhancing programs and reinforce via Sales huddles, internal communications and training sessions

iii. Leverage currency exchange and vendor program opportunities via the different EMEA entities to maximise upfront GP and backend rebates

iv. In collaboration with Purchasing team, identify strategic buys to increase deal margin and support in margin negotiation and RFPs on key vendor lines.

3. Drive vendor rebate attainment through negotiation and focus on target-based achievement across the four EMEA entities.

a. Negotiate vendor rebate targets and escalate concerns to senior executives to produce favorable outcomes

b. Understand and facilitate partner vendor programs to maximise back-end earnings and provide monthly tracking against goals

c. Plan relevant marketing campaigns on strategic reinvestment strategy

d. Maintain and improve partner level status to maximise vendor program eligibility

4. Collaborate with Sales management to drive pipeline progression through program offerings and vendor partner team support.

a. Actively support sellers and help to close pipeline opportunities by offering program oversight, brand expertise, and engagement with vendor partners

b. Consistent presence and reviews with Sales management to drive initiatives and review performance

c. Ensure availability and flow of product information and pricing data (pricing & programs, Deal Reg, SPIFs, Rebates, OEM field connections, product roadmaps, etc)

d. Actively capture seller feedback and best practices and incorporate into future training and collateral content.

5. Create and execute enablement and incentive programs to support company strategy

a. Define training requirements and ensure compliance in training ‘the Zones way’ (include best practices, QBS and P-A-S approach, resources, profitability, and a prescriptive call-to- action)

b. Execute high-quality and engaging training sessions, sharing best practices

c. Work with marketing and associated departments to bring to market supporting collateral to enable sales (Battlecards, Data Sheets, Case Studies and other assets)

d. Create compelling incentives that align to high growth and focus areas

6. Define, create and execute marketing content and campaigns for EMEA business entities

a. Engage with vendor partners on available MDF per QTR and create marketing plans to secure funding whilst maximising profitability on all activities undertaken.

b. Instruct and direct marketing agency on each marketing campaign ensuring that relevant Zones and vendor brand guidelines are adhered to.

c. Execute each vendor partner marketing campaign and collate then report on campaign metrics and result to enable future MDF investment

d. Plan, manage and execute Zones brand marketing through website, social media platform and internal marketing mediums when required.

Metrics

I dentify the metrics and measures for success for each of the key results expected.

MDF: Target an improvement YoY based on COGS growth Vendor accreditation expansion with increase in EMEA business Sales team engagement and vendor training based on increase in office access Marketing campaigns measurable with value of MDF per period.

Zones branded activity growth based on marketing budget and additional internal resource

At Zones, work is more than a job – it’s an exciting career immersed in an inventive, collaborative culture. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!