Vendor Manager - TrendAI

About the role

The Vendor Manager ("VM") is a key member of the Climb Channel Solutions sales team who serves as an extension of our vendor at the distribution level. The VM is accountable for the overall vendor sales growth, the development of strategies and tactics to drive new reseller acquisition, implementing reseller enablement programs, and ensuring exceptional reseller experiences. They are a trusted advisor to Climb's 6,000+ Value Added Resellers across North America and play a vital role in amplifying key vendor messaging in the channel.

About Us

Climb Global Solutions, Inc., and Subsidiaries is an information technology ("IT") channel company providing both distribution and cloud technology solutions through its Climb Channel Solutions ("Climb"), Grey Matter, and Climb Global Services operating segments. Climb is a specialty technology distributor focused on emerging data center and cloud-based products, delivering software and hardware to corporate resellers, value-added resellers (VARs), consultants, and systems integrators globally. Grey Matter US is a value-added reseller of software, hardware, and services for U.S. and Canadian corporations, government organizations, and academic institutions. Grey Matter is a UK-based software reseller and cloud service provider devoted to helping Developers, ISVs, and tech-led companies succeed. Climb Global Services is a technical services team of cloud adoption and migration specialists, supporting all aspects of cloud adoption from migration to training and enablement services.

Responsibilities

• Build, maintain, and own the strategic relationships with the vendor
• Serve as subject matter expert on all vendor products, services, and processes through training/certifications
• Achieve key performance indicators that support vendor objectives for sales growth and reseller recruitment
• Focus on existing reseller enablement through training programs to increase product knowledge and expand the solution mix
• Develop and maintain an excellent working knowledge of vendor processes, including partner price methods, deal registrations, up-sell/cross-sell positioning, and best practices around all quote-to-order functions
• Engage with the Vendor field sales teams to align business development activities, understand their needs from a distributor, and ensure collaboration with Climb's field sales team
• Continuously engage with Climb's top Reseller's sales divisions to educate and promote vendor programs, provide sales support, and assist in closing opportunities, as well as liaise with other vendor departments on behalf of our resellers
• Ensure that vendor renewal opportunities are quoted 90 days in advance and that a high renewal rate/reseller retention is maintained
• Complete pipeline reports, prepare management forecasts, and manage the end-of-month opportunity watchlist
• Work closely with Climb's Vendor Partner Managers and Marketing team to develop and execute both Reseller and MSP lead generation marketing campaigns, taking point on all lead follow-ups
• Conduct/coordinate regular training, enablement, and certification sessions for the Climb field and inside sales team
• Identify and drive the execution of ease-of-doing business initiatives that support reseller satisfaction and business process improvement
• Participate and/or present at key Vendor, Reseller, and industry events, seminars, and workshops
• Act as the central point of contact for all escalations and implement any required corrective measures
• Monitor market trends and changes in the technology industry, specifically around the vendor's area of expertise; investigate opportunities to capitalize on emerging trends and high-growth segments

Requirements

• A proven record of new business growth and VAR recruitment
• A "Need to Win" attitude and the ability to persevere to see sales initiatives through to completion
• A relationship-oriented team player who is comfortable with and gaining commitment across different functional areas at various management levels, both within and outside the organization
• Relevant marketing, selling, and/or technical qualifications, including experience with the technology distribution channel
• Knowledge of and demonstrated ability in core and job-related competencies, including strategic planning/execution, leadership, relationship management, impact and influence, presentation, negotiation, problem-solving, judgment, and decision-making
• Exceptional organization, time management, prioritization, and execution skills
• Strong and effective communicator, including verbal and writing skills, as well as good presentation skills
• Experience working with technology distribution channels is an asset

Benefits

We offer a competitive salary, benefits package, and opportunities for continuous professional growth.