HTC Europe

  • Enterprise Distribution & VAR Sales Manager

    Category
    Sales
    Position Type
    Permanent Full-Time
    City
    Frankfurt
    Country
    Germany
  • Overview

    Role Purpose:

    Based in Slough, HTC HQ, France or Germany, the Enterprise Distribution and Value-Added Reseller (VAR) Sales Manager is responsible for sales of HTC Vive proposition within the Enterprise channels across several countries and industry sectors. The goal is to make Vive propositions well known and easy to buy by enterprises for both large corporates and SME and grow the use of VR at work for a wide range of applications and create a sustainable business for HTC.

    Responsibilities

    Sales Account Management

    • Establish and develop sales with distributors with large coverage of the IT enterprise resellers
    • Build a network of core VARs (Value Added Resellers) in Product Industries, AEC, Health and Education in priority
    • Drive quarterly Disty/VARs focussed sales promotion programmes together with key software partners (Dassault, Autodesk, Siemens, …)
    • Establish a web based knowledge resource site for VARs jointly with the US team
    • Establish a training programme for VARs
    • Engage directly with large potential enterprise end customers and support Distributors and VARs to close deals for large corporate tenders
    • Development of a detailed rolling 3-6 months Sales Plan supported by robust sales forecasting processes and shows how the Business Plan will be delivered
    • Build strong relationships with customers and solve customers’ problems and demands
    • Use deep understanding of VR technology and industry software to creatively meet customers’ special requirement
    • Follow and improve sales process to successfully secure deals
    • Support the development of the 12 months Sales Strategy for the country, as part of the VR Business Planning process, identifying key areas of growth/decline and any potential opportunities
    • Maintain effective internal communication to ensure that all other internal stakeholders are kept informed of the Account performance and of any issues or opportunities that arise

     

    Community Engagement

     

    • Act as HTC Vive “Ambassador” for professional VR within countries/sectors of responsibility
    • Develop relationship with key VR software solutions and their top resellers
    • Attend industry events & shows, participate in forums and work with relevant Enterprise VR communities, deliver demo training as required
    • Work with European and Global Community to leverage potential opportunities

     

    PR (Product)

     

    • Work closely with the European and Global VR Marketing / PR team to evangelise HTC’s Enterprise VR propositions, build and communicate lighthouse customer showcases
    • Enterprise Media including speaking to journalists, industry specific events.

    Person Specification

    Experience & Competencies required:

     

    • 8 years+ experience in B2B solution sales
    • Experience in indirect sales model (distribution/reseller/customer) in enterprise hardware or software industry
    • Experience in “software driven” hardware sales with Value Added Resellers preferred
    • Self-learner with understanding of enterprise 3D/CAD environment and VR/AR
    • Self-learner and self-starter with a strong record of recently operating in a standalone sales role with an openminded approach and a willingness to learn are essential skills
    • Experience of building and maintaining senior level relationships above their own level and developing these relationships for business benefit required
    • A willingness to be accountable for all aspects of growing sales with evidence of having recently operated as an individual contributor rather than managing a team is essential
    • Entrepreneurial, hands-on approach to sales with ability to thrive in a small but growing team whilst juggling many tasks and prioritising for success are key requirements for this role
    • Excellent communications, networking and analytical sales skills are key to success in this role
    • Experience of delivering product demos to diverse groups of people beneficial
    • Experience of “start-up “company culture and a “greenfield” role beneficial
    • Willingness to travel across Europe

     

     

    Direct Reports : n/a

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