EMEA Direct-to-Indirect Partner Lead

Jobtailor; Barcelona; Presencial; EUR 90.000 - 130.000; Jornada completa

Descripción de la vacante

TD SYNNEX is seeking a senior Business Development professional to drive multi-country IT channel sales across the EMEA region, with a focus on Microsoft partner ecosystems (Azure, Security, Modern Workplace). You will own Tier-1 partner relationships and coordinate with country teams and Microsoft units.

The role requires 5+ years in IT sales, strong C-level engagement, and fluency in English; additional European languages are a plus. Based in Barcelona, Spain.

Formación

• 5+ years of IT industry experience with channel and/or vendor at a business development level.
• Significant complex, multi-country sales experience.
• Ideally from a sales or product-marketing background.
• Bachelor’s degree or equivalent experience.

Responsabilidades

• Win and activate international Microsoft Direct Partners into TD SYNNEX EMEA.
• Develop a defined specialist line of business across the region.
• Orchestrate a unified, pan-European Direct-to-Indirect Partner value proposition.
• Own and develop international / pan-European Tier-1 partner accounts of moderate-to-high complexity.

Conocimientos

Business development

Multi-country sales

Microsoft Partner Ecosystem

Formal sales training

C-level engagement

Educación

Bachelor's Degree

Herramientas

Microsoft Azure

Microsoft Security

Microsoft Modern Workplace

Descripción del empleo

• Win and activate international Microsoft Direct Partners into TD SYNNEX EMEA
• Develop a defined specialist line of business across the region
• Orchestrate a unified, pan-European Direct-to-Indirect Partner value proposition
• Own and develop international / pan-European Tier-1 partner accounts of moderate-to-high complexity
• Acquire new Tier-1 partners and assist with moving them into TD SYNNEX
• Build a Tier-1 partner hitlist per country and prioritize prospective Microsoft partners
• Support countries in reaching TAM-to-DTAM targets while respecting local cultural and go-to-market characteristics
• Collect Tier-1 requirements from countries and translate them into a unified EMEA value proposition
• Standardize onboarding processes, templates, and documentation across markets
• Coordinate platform, services, operations, country teams, and Microsoft
• Identify low-risk migration paths from partners’ existing provisioning, administration, and billing tools into TD SYNNEX systems
• Acquire and activate international Tier-1 partners centrally across pan-European accounts
• Advise partners on relevant areas of practice and business-model needs
• Support EMEA partner marketing goals and use of Microsoft marketing materials and incentive funding
• Connect partners with local teams and provide tools, resources, and repeatable solutions
• Align sales processes with EMEA Sales Motion Leaders and in-country Microsoft Business Unit Managers
• Create, monitor, and present pipeline, sales losses, and successes
• Manage the sales funnel with hit-rate discipline and connect with customers through Cloud Ascent
• Translate vendor objectives into business plans and provide input into vendor propositions, sales, and pricing policy
• Negotiate deals and rebates
• Deliver weekly forecasting and pipeline development
• Drive Microsoft’s internal profile within TD SYNNEX and external profile with partners

Requirements

• 5+ years’ experience in the IT industry with channel and/or vendor at a business development level
• Significant complex, multi-country sales experience
• Ideally from a sales or product-marketing background
• Bachelor’s degree or equivalent experience from which comparable knowledge and job skills can be obtained
• Formal sales training (e.g. Miller Heiman / Holden) preferred
• Working knowledge of the Microsoft partner ecosystem, preferably across Azure, Security and Modern Workplace
• Managed-services background is a plus
• Ability to connect with and influence senior / C-level decision-makers at partners and vendors
• Ability to identify decision-makers and sponsors to close deals
• Ability to design and deliver tailored business content to diverse audiences
• Awareness of change-management approaches such as ADKAR
• Clear understanding of the complexity partners face moving from on-premises into the cloud
• Fluency in English required
• Fluency in a second European language preferred; further languages an advantage

Core Competencies

Demonstrates expertise in business development within the IT industry, particularly in managing complex, multi-country sales and partner relationships. Proficient in leveraging the Microsoft partner ecosystem to drive sales and marketing initiatives across EMEA.

Highest-signal resume keywords

• 5+ Years IT Industry Experience
• Complex Multi-Country Sales Experience
• Microsoft Partner Ecosystem Knowledge
• Formal Sales Training
• Ability to Influence C-Level Decision-Makers

ATS Optimization Keywords

Hard Skills

• Business Development
• Sales Funnel Management
• Pipeline Development
• Negotiation Skills
• Change Management Awareness

Soft Skills

• Influencing Skills
• Tailored Business Content Delivery
• Cultural Sensitivity

Certifications & Qualifications

• Bachelor's Degree
• Formal Sales Training (Miller Heiman / Holden)

Industry Keywords

• Channel Sales
• Vendor Management
• Managed Services
• Direct-to-Indirect Partner Strategy
• EMEA Market Dynamics

Tools & Technologies

• Microsoft Azure
• Microsoft Security
• Microsoft Modern Workplace