Sales Family - Latin America Enterprise Business DeptBe responsible for regional market operations for industry accounts/general markets, build key customer relationships, assist in building and maintaining a partner ecosystem that matches the industry/customer/region, jointly plan and organize branding activities at the rep office level, act as the primary owner of rep office-level projects, and support the achievement of order and revenue targets.Position RequirementsCustomer relationship building and customer satisfaction management capabilitiesGain insight, make decisions, and guide target industries/customers/regions. (Impact scope: project and commercial/mid- and senior-level customers)Build and improve key customer relationships. (1 key industry in the region, 2 core NAs, 1 medium-sized region, and 2 general regions) The customer relationship is supportive, and some key customers are exclusive. The customer relationship is capable of communicating with high-level customers.Be familiar with processes and IT systems related to enterprise customer satisfaction, be able to independently and accurately identify customer issues, and drive the resolution and closure of customer issues.Project operation capabilityServe as the owner/core member to successfully operate two regions (including the business department level in the China Region). (Regional GMs can provide at least three proofs at the rep office level.)Team management: Lead CC4 members to achieve project objectives. For industry representatives/regional representatives, build and optimize industry/regional teams.Resource coordination: Coordinate regional resources and resolve difficult issues in project operation.Partner development and operation capabilitiesHave a deep understanding of partners' business rules, concepts, policies, and processes.Effectively gain insight into the industry/customer partner circle, build the partner map of the responsible industry/customer/region, and continuously optimize the map.Have the capability of developing partners and have successful cooperation projects. Use the work output as proof materials to provide two or more examples of effective partner development and operation, including achievement and conclusion.Professional Knowledge RequirementIndustry knowledge: Industry representatives and customer representatives have basic knowledge and solution scenarios of related industries/customer industries, including public safety, government, finance, transportation, and energy. City general managers have knowledge of key industries to be developed in cities.Customer relationship development and management methods: analysis of the key decision-making chain (such as fishbone diagram), five key behaviors of customer development, and customer reception requirements.Project operation: regulations on refined operation of sales projects, key factors for project success, key points of project analysis meetings, etc.Partner cooperation: partner policies, understanding of being integrated, partner strategies, and partner map planning methods.Transaction management: enterprise partner sales process, enterprise transaction model, and partner business risk management.Products and solutions: Main product knowledge (datacom, storage, optical products, and cloud) and scenario-based industry solutions.
#J-18808-Ljbffr