Vendor Manager

exclusivenetworks; Sydney; On-site; AUD 90,000 - 130,000; Full time

Job summary

Exclusive Networks is seeking a commercially driven Vendor Manager to own and grow a portfolio of leading cybersecurity and networking vendors across ANZ. You will join our Cyber Business Unit and report to the Cyber Business Unit Director, taking full ownership of forecast, pipeline and commercial results.

You will drive revenue growth, manage vendor relationships end-to-end, and execute vendor marketing plans in collaboration with cross-functional teams.

Qualifications

• Own forecast and pipeline for vendor portfolio.
• Manage vendor relationships end-to-end including planning and P&L or margin ownership.
• Coordinate with cross-functional teams (sales, marketing, operations).
• Drive revenue growth, margin improvement and overall business growth for vendors.
• Present to senior stakeholders with credible, data-driven discussions.

Responsibilities

• Take ownership of forecast accuracy and pipeline for your vendor portfolio.
• Drive revenue growth, margin improvement and overall business growth for your vendors.
• Own the execution of each vendor's ANZ marketing plan and demand generation activities.
• Establish a strong operating cadence with each vendor and internal teams.
• Lead planning, execution and delivery of sales and technical plans for each vendor.

Skills

Forecast and pipeline ownership

Vendor management

Cross-functional coordination

Commercial mindset & numbers

Stakeholder management

Education

Tertiary qualification in Technology/Commerce/Business

Job description

EXCLUSIVE NETWORKS | Introduction

Exclusive Networks is the global cybersecurity go-to-market specialist that provides partners and end-customers with a wide range of services and product portfolios. With offices in over 45 countries and the ability to serve customers in over 170 countries, we combine deep local expertise with the scale and delivery of a single global organization.

Our best-in-class vendor portfolio is carefully curated with all leading industry players. Our services range from managed security to specialist technical accreditation and training and capitalize on rapidly evolving technologies and changing business models. For more information visit www.exclusive-networks.com .

At Exclusive Networks, we are passionate about making a difference. That means delivering the best to our ecosystem, shaping a prosperous and trusted digital world, and helping our people to realize their full potential.

DUTIES AND RESPONSIBILITIES | About the role

We are looking for a commercially driven Vendor Manager to own and grow a portfolio of high-profile cybersecurity and networking vendors across ANZ. You will join our Cyber Business Unit, reporting to the Cyber Business Unit Director.

You will look after a subset of the vendors below, not the full list. Together they span some of the fastest-growing areas of cybersecurity and networking, and for each one you will be NEXTGEN's owner of the relationship: accountable for the forecast, the pipeline and the commercial result.

The portfolio covers a broad range of cybersecurity and networking solutions, including microsegmentation and Zero Trust, endpoint protection and extended detection and response (XDR), operational technology (OT) and IoT security, email and data security, identity governance, application and API security, encryption, and cloud and data centre networking.

This is a role for someone who runs the business rather than supports it. You will set the operating rhythm with vendors and partners, lead programs end-to-end, and build credibility with executive stakeholders on both sides.

As the Vendor Manager, you will:

• Take full ownership of forecast accuracy and pipeline management for your vendor portfolio.
• Drive revenue growth, margin improvement and overall business growth across your vendors.
• Own the execution of each vendor's ANZ marketing plan and demand generation activities, working alongside the NEXTGEN Channel Marketing team and vendor marketing teams.
• Establish a strong operating cadence with each vendor and internally across NEXTGEN sales leadership.
• Work closely with cross-functional teams, including sales, technical, marketing and operations, both within NEXTGEN and at your assigned vendors. This includes the NEXTGEN Sales team, the Technical team and assigned Systems Engineers (SEs). This role has no direct reports, so you will lead through influence: setting direction, aligning priorities and driving shared outcomes.
• Own the planning, execution and delivery of the sales and technical plans for each assigned vendor, working cross-functionally with the NEXTGEN Sales team and technical SE team.

QUALIFICATIONS AND EXPERIENCE | About you

The ideal Vendor Manager:

• 3-5 years in the IT channel across sales, vendor management or business unit management, for example as a vendor or business manager, channel or partner account manager, or in business development at a distributor, vendor or reseller.
• A proven track record of owning a forecast and pipeline, and hitting quota.
• Experience managing a vendor relationship or business unit end-to-end, including business planning, P&L or margin ownership, and cross-functional coordination.
• Understanding of cybersecurity and/or networking solutions; experience with any vendor in our portfolio is highly regarded.
• Experience with software licensing and subscription models, MDF and joint business planning.
• Confidence presenting to, and influencing, senior stakeholders.
• A tertiary qualification in Technology, Commerce, Business or a related field is desirable.
• Commercially minded and numbers driven, with a clear focus on revenue and margin.
• Proactive rather than reactive: you anticipate issues and come with solutions.
• A natural owner who drives accountability and collaboration across teams you don't manage directly.
• Highly organised, with a strong eye for detail and a sense of urgency.
• An excellent communicator and relationship builder, face-to-face and remotely.
• Thrives in a fast-paced, evolving environment with a flexible, can-do attitude.
• A genuine team player who adds to a great working culture.

WHO ARE EXCLUSIVE NETWORKS? | Why work for us

We are people focused and strongly believe that talent empowers us to continue our dynasty of disruption and growth in the future. Our Mission is to drive the transition to a totally trusted digital world for all people and organizations. Visit our website www.exclusive-networks.com.

We are proud to be an Equal Opportunity Employer. We are committed to