Field Sales Executive SI/VAR

TD SYNNEX Italy; San Giuliano Milanese; On-site; EUR 70,000 - 90,000; Full time

Job summary

TD SYNNEX Italy seeks an experienced Key Account Manager to manage a defined portfolio of large accounts across the TD SYNNEX lineup. You will maximize revenue, profit, and potential lines of business by strengthening face-to-face relationships and strategic account plans.

You will act as a trusted advisor to senior customers, develop strategic plans, and coordinate internal resources to deliver value while maintaining margins. Prior experience with Compass CRM and SAP R3 is advantageous.

Qualifications

• 6+ years of industry/direct customer experience.
• Master knowledge of assigned product/service line, with enterprise-wide integration insight.
• Outstanding customer relations skills and ability to influence C-level outcomes.
• Able to present clearly to diverse audiences and maintain credibility.
• Experience with Compass CRM and SAP R/3 is desirable.

Responsibilities

• Develops a cross-section of large/strategic accounts with growth opportunities and planning.
• Act as trusted advisor through face-to-face visits with key decision makers.
• Form strategic plans to develop and execute against business objectives and drive growth.
• Negotiate high-value opportunities and maintain margin integrity.
• Identify opportunities and coordinate internal resources (sales, operations, BUs).
• Lead engagement activities at board level to address business objectives.

Skills

6+ years customer experience

Numerate

Product/Service knowledge

Customer relationship skills

Executive communication

Trusted advisor

Powerful presentations

Gravitas

Sales & negotiation

Strategic planning

Product knowledge

IT industry experience

Compass CRM

SAP R/3

Financial acumen

MS Office

Tools

Compass CRM

SAP R/3

MS Office

Job description

Job Purpose

Key account management for a defined set of customers across the entire TD SYNNEX portfolio, focusing on the largest accounts.

Job Purpose

Key account management for a defined set of customers across the entire TD SYNNEX portfolio, focusing on the largest accounts.

Responsible for maximizing associated lines of revenue, profit and potential lines of business by managing and developing face to face customer relationships

Responsibilities

• Develops a cross-section of large and/or strategic accounts with several changing variables and complexity (incl. growth opportunities., account planning, digital platforms etc.)
• Be seen as a trusted advisor by proactively maintaining strategic relationships with key decision makers through face to face customer visits
• Form strategic plans to develop and execute against current business and drive growth
• Demonstrates a consistent ability to negotiate high level/high value customer opportunity engagements successfully.
• Discover and exploit incremental business through excellent customer relationships
• Coordinate the engagement of internal resources through strong leadership and relationships with internal sales, sales operations and the specialist Business Units (SBU's)
• Identifies project opportunities together with BDM
• Orchestrating board level engagement activity that clearly addresses overall business objectives and multiple objectives.
• Delivers value to customer whilst maintaining expected levels of margin return against balanced product mix
• Identify customer needs and problems and look to resolve or elevate to the relevant business units
• Gather customer insights through profiling and analysing the account set, creating and taking actions to maximise opportunities
• Ensure timely and accurate completion of essential reporting, profiling and general administration within TD SYNNEX systems, including CRM
• Drive usage of TD SYNNEX's e-commerce tool (InTouch) by effectively promoting its benefits with customers
• Maintain and improve customer Service Level Agreements
• Creates high impact value propositions for 'C' level discussions and decision making processes.

Knowledge Skills And Experience

• 6+ years of industry/direct customer experience
• Numerate
• Master knowledge of assigned product / service line and broad understanding of how they integrate with the organization's entire product / service line.Possesses expert knowledge of Services programs and processes for multiple Brands
• Outstanding customer relations skills
• Able to articulate, pursuade, influence favourable business outcomes in 'C' level scenarios
• Seen as a consulting trusted advisor in helping the customer to set strategic business objectives
• Able to deliver powerful, succinct and convincing presentations to all levels
• Gravitas and business credibility are essential
• Excellent sales skills including negotiation and pursuing results
• Strategic planning skills
• A knowledge of product set is an advantage
• Previous experience in the IT industry would be desirable
• Experience of working with a CRM system (Compass)
• Experience of working with SAP R3 would be desirable but not essential
• Full understanding of financial inputs (profit / trend margin / OI)
• Working knowledge of Microsoft Word, Excel, PowerPoint and Outlook

Key Skills

At TD SYNNEX, our values guide everything we do: Together, We Own It, We Dare to Go, We Grow and Win, and above all, We Do the Right Thing. These principles shape how we work with each other, our partners, and our communities as we drive innovation and create lasting impact.

What's In It For You?

• Elective Benefits: Our programs are tailored to your country to best accommodate your lifestyle.
• Grow Your Career: Accelerate your path to success (and keep up with the future) with formal programs on leadership and professional development, and many more on-demand courses.
• Elevate Your Personal Well-Being: Boost your financial, physical, and mental well-being through seminars, events, and our global Life Empowerment Assistance Program.
• Diversity, Equity & Inclusion: It's not just a phrase to us; valuing every voice is how we succeed. Join us in celebrating our global diversity through inclusive education, meaningful peer-to-peer conversations, and equitable growth and development opportunities.
• Make the Most of our Global Organization: Network with other new co-workers within your first 30 days through our onboarding program.
• Connect with Your Community: Participate in internal, peer-led inclusive communities and activities, including business resource groups, local volunteering events, and more environmental and social initiatives.