Enterprise SMB Accounts Executive
1 week ago
Copenhagen, Copenhagen, Denmark
Sales and Business Development
Summary
Posted: Jul 11, 2024
Weekly Hours: 37.5
Role Number:200534764
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 help enterprise businesses transform the way people work— while growing top-line revenue for Apple. To realize this goal, we gain deep understandings of the businesses we manage—at all levels from tactical to strategic. We create a vision that can inspire customers to transform using Apple products. We collaborate closely with internal and external partners to create plans for solutions and new use cases, and then we help drive execution of the solution.
Description
You will need to define and manage Apple's value proposition into the business market place, and provide tools and messaging that support our channel in selling into this target area. Focus is the Mid- and Small Business market. You will be able to leverage from the existing work done in the Enterprise space and build on Apple's success in the consumer space and with the iPhone to target the business segment. The main responsibility of this role is to work with the Channel Sales teams and our key corporate resellers to co-develop the reseller's Apple solution proposition, and to provide tools and messaging that support those resellers in selling into these target areas.
Minimum Qualifications
Key Qualifications
- Drive the business development activities into the Mid- and Small Business market for Apple
- Define and build program deliverables to support this initiative, leveraging industry best practices and working hand in hand with both the Enterprise sales teams and EMEIA Pro BDM teams to ensure execution.
- Plan, deliver and where appropriate resource speakers to deliver frequent customer briefings around the adoption of iOS and Mac in the B2B segment, ensuring that there is clear follow up and actions from each of these briefings.
- Work with those channel partners to build and maintain a "key win" sales pipeline
- Assist those channel partners in the formation of B2B customer events and briefings enabling them to become self sufficient in the execution of these over time.
- Assisting partners in how they tailor the Apple proposition to address specific vertical markets that they may have a focus on.
- Working with the Channel Sales teams, help define and track the implementation of Business Apple solution propositions in our key Apple Authorised Resellers (AARs). This will extend to the supporting the sales, marketing and technical readiness of those channel partners. In all cases, the value proposition will focus on the transformative potential of Apple based solutions for the business markets.
- Define key content for B2B sales messaging targeting the SMB markets and provide this content in a suite of tools for our channel partners to leverage. Communicate tools and deliver updates regularly thru webex / channel cast sessions.
- Consolidate and develop content for white papers / references that support sales into the business market focusing on Mid- and Small Business market. Leverage existing reference solutions and customer snapshots. Document new wins and ideally transform them into blueprints which bring scale thru replication.
- Identify any new vertical opportunities worth focusing on and qualify whether the Apple team should put any additional support to drive focus into these areas, for instance iPad @ Retail, iPad @ Healthcare, iPad @ Public Sector.
- Localise and disseminate any corporate driven programs for selling into the business market particularly in MidMarket and SMB and provide input on content where appropriate and needed.
Preferred Qualifications
Education & Experience
Bachelor's degree or equivalent experience
Additional Requirements
- Direct channel account management experience
- Experience in building SMB and B2B channel propositions with corporate channel reseller
- Track record of selling solutions via a reseller organisation
- Experience of selling mobility solutions
- Used to work in matrix organisations
- Ability to prioritise
- Knowledge of selling into the Business markets directly and through partners
- Ability to demonstrate your knowledge of Apple's education and B2B propositions
- Strong organisational skills
- Ability to work in a matrix environment
- Ability to influence behaviour of others
- Strong presentation and communication skills
- Strong Planning and Project Management skills
- Self motivated and ability to work remotely
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