 Business - Channel Sales Leader

Apple

10d

About The Position

The people here at Apple don't just create products -- they create the kind of wonder that's revolutionized entire industries. It's the diversity of those people and their ideas that inspires the innovation that runs through everything we do, from amazing technology to industry-leading environmental efforts. Join Apple, and help us leave the world better than we found it. Apple's Sales organization generates the revenue needed to fuel our ongoing development of products and services. This in turn enriches the lives of hundreds of millions of people around the world. Our sales team is, in many ways, the face of Apple to our largest customers. At the end of the day, we are here to grow Apple's reseller business by partnering with our reseller's sales force, while helping enterprise businesses transform the way people work. To realize this goal, we build relationships, develop partner capabilities, and ensure execution across the business. We collaborate closely with internal and external partners to create plans and programmes that scale adoption of the Apple ecosystem across the Enterprise and B2B segments. We inspire and lead great Channel sales teams. We assemble the right people, motivate and enable them with the right tools, and foster a collaborative environment where team members can do their life's best work. We develop account plans that align Apple and the partner's growth strategies to expand adoption of the Apple ecosystem in the Enterprise and B2B segments. We operationalize these plans, focused on acquiring new growth opportunities and driving business transformation. We own the delivery of channel sales results for our region, including forecasting accuracy, pipeline and opportunity management. We effectively execute on plans by cross-functionally collaborating with Sales Operations, Finance, Inside Sales, Systems Engineers, Reseller teams and Strategic Partners. We lead, coach, mentor and support Channel Account Executives. Through working closely with our reseller's sales force, we capture their hearts and minds for Apple. We use sales programmes, enablement tools and training to develop partner capabilities, and we regularly assess and communicate the strength and effectiveness of the partnership. We identify new business opportunities and support them through to closure. We ensure that any client issues and/or concerns are raised and addressed promptly. We share status, progress and facilitate sales activity across the reseller and Apple sales teams.

Requirements

Consultative selling experience in business transformation solutions.
Track record of developing channel growth strategies for business customers.
Experience balancing delivering on short-term goals while creating sustainable value for customers and partners, and building demand for the future.
Proven experience as a business leader who creates strategic plans that execute sales programmes, integrating marketing plans and leverage initiatives that result in growth in sales for Apple and its Partners.
Proficient speaker and presenter with the ability to influence Senior Stakeholders within Apple, Customers and across the Partner ecosystem.
Ability to adapt to change and find the right path without necessarily having all of the pieces to the puzzle.
Highest level of integrity, honesty and accountability in all that you do, every day.
Trusted advisor who does what they say they'll do -- and always does what's best for Apple.
Best in class at solution selling, with a deep understanding of the channel ecosystem and the value partners bring to delivering a best-in-class platform and services.
Motivated to scale the business through the channel, building strategies and leveraging programmes that help grow an indirect model.
Understanding of the importance of account planning, pipeline management and forecasting, leveraging systems and tools to drive predictability across the channel business.
Ability to motivate and inspire a team.
Ability to create an environment that is collaborative and one that empowers team members to do their life's best work.
Ability to step up and mobilize the right resources to ensure all problems are resolved when projects require extra support.
Belief that communication is key to Apple's success.
Ability to recognize perspectives, patiently listen to every detail and commit to what is right, in order to move the business forward.
True collaborator who knows what it takes to win.
Ability to ask why and why not -- stripping out what is not essential and identifying what is -- so you can see what's ahead and identify trends that will be critical for channel growth.
Don't-give-up attitude and ability to finish, especially in the face of resistance or setbacks.
Ability to think clearly, simplify complex problems and distill big decisions down to their core.
Ability to stand by deep analysis, wisdom and experience to make quality and timely decisions.

Nice To Haves

Apple and third-party solutions solve complex business problems in simple and innovative ways.

Responsibilities

Grow Apple's reseller business by partnering with reseller's sales force.
Help enterprise businesses transform the way people work.
Build relationships, develop partner capabilities, and ensure execution across the business.
Collaborate with internal and external partners to create plans and programmes that scale adoption of the Apple ecosystem across the Enterprise and B2B segments.
Inspire and lead great Channel sales teams.
Assemble the right people, motivate and enable them with the right tools, and foster a collaborative environment.
Develop account plans that align Apple and the partner's growth strategies to expand adoption of the Apple ecosystem in the Enterprise and B2B segments.
Operationalize plans, focused on acquiring new growth opportunities and driving business transformation.
Own the delivery of channel sales results for the region, including forecasting accuracy, pipeline and opportunity management.
Effectively execute plans by cross-functionally collaborating with Sales Operations, Finance, Inside Sales, Systems Engineers, Reseller teams and Strategic Partners.
Lead, coach, mentor and support Channel Account Executives.
Capture the hearts and minds of the reseller's sales force for Apple.
Use sales programmes, enablement tools and training to develop partner capabilities.
Regularly assess and communicate the strength and effectiveness of the partnership.
Identify new business opportunities and support them through to closure.
Ensure that any client issues and/or concerns are raised and addressed promptly.
Share status, progress and facilitate sales activity across the reseller and Apple sales teams.
Create competitive and breakthrough strategies that truly shape the future.
Make quality and timely decisions, and empower others to reach their goals.