Business Development Executive - Cloud

Ingram Micro, Inc.; California (MO); On-site; USD 90,000 - 130,000; Full time

Job summary

Ingram Micro, Inc. is seeking a Business Development Executive focused on growing a category solution across an existing partner base. You will leverage data insights to identify growth opportunities and implement sales strategies that expand market share.

The role requires deep platform industry knowledge, strong negotiation skills, and the ability to collaborate with cross-functional teams to achieve category objectives and deliver customer value. Travel for in-person engagements is expected.

Qualifications

• Six years of strategic/outside sales or four years in technology or distribution in a sales/customer-service role.
• Strong grasp of strategic selling, order management, project management, and operations.

Responsibilities

• Develop and execute a category strategy to drive growth and new business development.
• Identify and pursue new business opportunities with existing partners, including strategic partnerships.
• Cultivate and maintain relationships with key vendors and strategic partners; negotiate favorable terms.
• Conduct in-depth market analysis to anticipate trends and opportunities with data-driven insights.
• Collaborate with sales, marketing, product management, and operations to align strategies.
• Engage with key customers to understand needs and translate feedback into improvements.
• Identify opportunities for product expansion and portfolio development to meet demand.
• Drive insights for reseller partners and vendors to increase platform usage.
• Focus on a category/portfolio of vendors to build a complete solution for customers.

Skills

Strategic selling

Account management

Outside sales

Negotiation

Forecasting

Cross-functional collaboration

Communication

Travel readiness

Job description

The Business Development Executive is focused on driving depth and breadth across a category solution and existing partner base utilizing data insights to identify growth opportunities to deliver on Ingram Micro's goals and outcomes across a category/vendor(s). Your focus will be on cultivating strong relationships with partners and vendors, identifying new business opportunities, and executing sales strategies to retain and expand market share. This role requires a deep understanding of the platform industry, exceptional negotiation skills, and the ability to collaborate effectively with cross-functional teams to achieve category objectives.

Key Responsibilities

• Category Strategy: Develop and execute a category strategy to drive growth and new business development within the category. Identify emerging trends, customer needs, and potential market opportunities to shape the category's success.
• New Business Opportunities: Identify and pursue new business opportunities within existing partners, including strategic partnerships, alliances, and end-customer acquisition motions, to expand the category's offerings and market reach.
• Vendor and Partner Relations: Cultivate and maintain strong relationships with key vendors and strategic partners. Negotiate and secure favorable terms and conditions to ensure mutual success and accelerate category growth.
• Market Analysis: Conduct in-depth market research and analysis to stay ahead of market trends, competitor activities, and emerging opportunities. Utilize data-driven insights to make informed decisions and guide category acceleration efforts.
• Cross-Functional Collaboration: Collaborate with various internal teams, including sales, marketing, product management, and operations, to align strategies and accelerate new business development.
• Customer Engagement: Engage directly with key existing customers to understand their unique needs and challenges. Leverage Customer feedback to drive product improvements and deliver exceptional Customer experiences.
• Product Portfolio Expansion: Work closely with the product management team to identify opportunities for product expansion or development to meet existing customer demands and capitalize on market trends.
• Xvantage Expertise: Drive insights and actions for reseller partners and vendors. Identifies opportunities to increase usage of the Xvantage platform for both reseller partners and vendors.
• Solution Selling: Focused on a category / portfolio of vendors to build a full solution (vs a specific vendor); Assigned to a vendor, group of vendors and/or accounts.

REQUIREMENTS:

• Minimum of six years previous strategic, outside sales, account management experience (preferably in a related industry), or four years of technology or distribution experience in a sales or customer service capacity.
• Strong understanding of strategic selling principles, order management, project management, and operations.
• Advanced knowledge of Ingram Micro's solutions, products, services, and value proposition.
• Proven success in growing and maintaining year-over-year sales results.
• Skilled in negotiations, closing sales, coaching associates in high performance culture, and order management.
• Effectively able to manage profit and loss concepts and forecasting.
• Excellent verbal and written communication skills, ability to present in both technical and non-technical terms to large and small audiences..
• Ability to travel is required; conduct in-person customer engagements on a regular basis.