SUMMARY: The Cloud Computing Business Manager position is responsible for overall cloud computing strategy and execution. As such, the ultimate goals are to increase revenue, profit, market share, and reseller breadth of cloud computing products and services. The Cloud Computing Business Manager will work as an “overlay” resource in the organization to build cloud computing business, being a central point of contact and liaison between stakeholders from vendor management, sales, marketing, technical services, and operations. ROLE AND RESPONSIBILITIES: § Oversee business planning and execution o Responsible for implementing and executing on the company's global and EMEA cloud computing strategy in the local country. o Write annual cloud computing business plan for country operation. o Work with various product managers to develop business plans for the XaaS- and cloud-related offerings in their portfolios. Set goals, define key stakeholders, determine sales and marketing activities required, and understand vendor support necessary. o Determine forecasts and budget for cloud computing business in the local country. o Bring forth new ideas, strategies, and tactics for enhancement and evolution of cloud computing business based on customer and vendor feedback and industry trends. § Business Development o Work with Sales management in order to ensure that outcall campaigns on cloud offerings are being executed. o Work with Sales management to implement the proper sales model to support the XaaS and cloud business. o Work with Sales management and the EMEA Data Analytics team to develop “high propensity” customer target lists based on specific reseller characteristics and product purchase history o Work with Sales Management to set sales goals, targets, MBOs; develop internal and external contests and promotions to drive sales of cloud o Be aware of “Big Deals” in pipeline. Identify largest opportunities and ensure your and vendor resources are in place to increase probability of closing those deals o Work with Marketing organization to develop vendor-by-vendor and cloud portfolio marketing plans which will result in proper lead generation for the sales organizations. o Be the central point of contact for cloud computing marketing campaigns. o Work with Marketing and product management organizations on proper “merchandising” and promotional strategies for effective reseller recruiting, lead generation, selling, cross-selling of cloud computing offerings. o Work closely with Marketing to develop content for tools, collateral, and success stories beneficial to program promotion Engage with the company's sales team to understand their customers’ requirements in the pre-sales phase of potential opportunities § Subject Matter Expertise o Attend various vendor meetings to provide overview and update for the company's global and local cloud computing business o Prepare and present slide decks for Quarterly Business Reviews (QBRs) for ‘traditional’ and cloud computing vendors as needed o Describe cloud computing offerings at both a high level and a detailed level. Communicate the value proposition of cloud computing to your customers; o Host conference calls with large customers when requested by sales team to describe & promote our cloud computing strategy o Lead internal training to the company's associates. Lead external training, over the phone, web, and in person, to reseller customers. o Provide input for vendor training content when required o Attend company's events, vendor events, and industry trade shows as a representative of your company's cloud computing business. o Stay abreast of cloud computing industry trends through regular research on the Internet, reading industry publications, and conversations with customers and vendors § Vendor Acquisition and Cloud Computing Portfolio Development o Identify gaps in the cloud computing portfolio. Do market research to identify potential cloud computing vendors. o Evaluate potential vendors, including stakeholders from the global cloud team, the IS organization, from other countries, and from sales in the evaluation process. Make a proper business case to sign each new vendor. o Negotiate commercial terms with prospective vendors. Sign contracts with new vendors utilizing the company's Legal teams. o Work with Sales and Marketing to determine launch funds, on-going marketing investments, and funded resources to support the growth of the business. o Identify opportunities to bring to market technical services to wrap around the cloud computing offerings that we sell. § Reporting o Responsible for provide consistent and adequate reporting to measure and communicate status of the cloud computing business in country. o Socialize to the organization the different KPIs and financial metrics which are applicable to the services and cloud business o Responsible for tracking results and ROI defined as part of cloud-related marketing programs o Responsible for devising reporting and running reporting on a monthly basis to track the KPI’s |