iPhone Enterprise Bus. Dev. Mgr. Italy

Job Purpose:

• The iPhone Enterprise BDM for Italy is responsible for designing and implementing end-customer demand generation programs with our carrier partners.

• Identifying the customer set and key accounts in Italy and engaging them in the demand generation programs in partnership with our carrier partner.

• Defining the level of engagement with customers. This includes tracking the level of engagement from customer briefing to technical assistance in pilots up to final implementation. Our carrier partner will drive solution delivery and ultimate sale.

• Ensuring that a carrier's enterprise sales and technical organization are trained properly on the iPhone Enterprise proposition and deliver a best in class customer engagement experience.

• Coordinating with EMEA Pro Markets to feedback data on needs, customer issues, product features or improvement requests.

• Reporting the degree of customer engagement, with detailed metrics on each end customer.

• Communicating key wins to the EMEA Pro Markets, Corporate Communications and executive teams.

Key Accountabilities:

• Work with the carrier sales force to find opportunities for new iPhone Enterprise business. This will involve the execution of marketing/demand generation programmes.

• Assist the EMEA iPhone Business Development Manager to define growth plans, analyse performance metrics, establish tracking systems

• Work with the local sales team on iPhone related projects

• Ensure that client issues and/or concerns are managed and/or escalated to appropriate levels

• Work closely with the EMEA and Global Pro Markets iPhone team on regional and global iPhone enterprise initiatives

• Work closely with the iPhone Retail Channel sales team, sharing dashboards and coordinating at carrier level

• Provide regular and adequate reporting of the technology adoption and opportunities within named accounts

• Communicate and present our technologies to customers leveraging the broad-based technical expertise at the Apple Executive Briefing Centers

• Provide adequate briefing documents for billable projects to include costing, planning and resource needs (teams, funding and third party solutions)

• Contribute to the creation of internal/external technical and sales materials (demos, white papers, technical briefs etc.) for direct use by the iPhone Enterprise team members.

• Weekly reporting on multiple metrics

• Build and develop significant technical knowledge and expertise not only on Apple products and technologies but also for third party products and solutions appropriate to the sector of the named accounts

Key Competencies

• A combination of Sales and Marketing experience, with exposure to Fortune 500 organizations and ideally carriers

• High levels of technical competence

• Customer-needs focused, with good requirements analysis experience

• Excellent communicator and able to train and brief either in one-to-one or one-to-many situations, especially with C level or management executives.

• Ability to communicate effectively in IT environments

• Team worker with a demonstrable track record of working with initiative both within and across functions

• Objection handling – the ability to resolve technical hurdles to adoption

• Excellent time and project management skills

• Self sufficiency

• Fluent in English, additional languages are a plus.

Key Relationships

• EMEA iPhone Enterprise Business Development Manager

• iPhone Retail Sales Team members

• Other team members, Mac - MA sales execs and other Sales Executives

• Prosumer Accounts Manager & Director in Italy

• Other Regional iPhone Enterprise BDMs

• Product sales

• WWDR – World Wide Developer Relations

• System Integrators as necessary

• Sales support and EBC team

Key Performance Indicators

• Achievement of agreed revenue and unit targets

• Quality of assistance provided to named accounts resulting in sales target achievement

• Speed of successful project completion

• Adequate reporting of technology adoption and opportunities in named accounts

• Proactive promotion of expertise and support to other parts of the business

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