Director of Specialist Sales

Westcon Comstor
Bracknell, UK
28 Jul 2019
31 Jul 2019
Contract Type
Full Time
Comstor UK are recruiting a Director of Specialist Sales (Cisco) UK who will be heading up our Cisco specialist sales teams and providing leadership towards the achievement of maximum profitability and growth, in line with company vision and values. The Director of Specialist Sales (Cisco) will be responsible for the development and performance of all product and solutions sales and activities with ownership on delivery of the specialist sales team (Architectural Leads and Presales) budgets.

The Director of Specialist Sales (Cisco) will be responsible for the overall coordination, functional management and leadership sales activities of the specialist sales team within the business. You will establish annual and monthly sales objectives, by team, in coordination with the company's business plan.

The Director of Specialist Sales (Cisco) will provide an annual sales & marketing plan, in conjunction with the Marketing Manager and Architectural Leads and in accordance with the company strategy for each of the specialist teams (Security, Network, Unified Communication...). You will also provide quarterly updates, revisions & modifications of those plans. You will coordinate with and contribute towards EMEA wide business plans

The Director of Specialist Sales (Cisco) is a key senior contact for vendor partner peers to ensure strong alignment between vendor and Comstor plans

Contribute to the development of training and educational programs for the Comstor UK sales staff.

UK travel is expected for this role and you will need to spend 2 to 3 days a week in Cirencester.


Sales Management
* Develops an effective business plan and sales strategy that ensures attainment of company sales goals and profitability for each of the architectural teams.
* Prepares action plans for effective search of sales leads and prospects for each team
* Initiates and coordinates development of action plans to expand our penetration within the existing account set and development and recruitment of new accounts.
* Assist in the development and implementation of vendor marketing plans
* Assists external sales team with preparation of proposals and presentations
* Adheres to all company policies, procedures and business codes of conduct. Ensures that they are communicated and implemented within the specialist sales teams.
* Communicate Vendor strategies to the wider Sales team.
* Assist in the development of partner plans and their execution.
* Identify synergies and cross selling opportunities across all the vendor teams.

* Ensures a high standard of performance & professionalism from vendor sales personnel
* Delegates authority and responsibility within team whilst maintaining accountability
* Communicates effectively with team by conducting regular team briefings and 1:1's in order to monitor and highlight areas for improvement through training and development
* Responsible for the personal development of the external and internal vendor sales and pre-sales personnel
* Conduct regular coaching sessions regarding vendor strategy and messaging to enhance selling skills
* Complete annual company performance appraisals for team members ensuring equality and consistency across the process
* In conjunction with Human Resources, responsible for recruitment & selection within product sales teams


General knowledge of networking and communications technology
Ability to use standard software: MS Office Applications & Database software
General Computer literacy

Finance & Compliance:
Understand financial impacts on revenues and Gross Profit objectives regarding special pricing, customer rebates etc.
Strong business acumen
Understand the business direction; identify strengths, weaknesses and possible threats

Complete & proficient understanding of the sales cycle, ability to train & develop staff
Ability to identify types of partners (SIs ISPs VARs etc.) for recruitment and development

Strong understanding of how to build compelling Go To Market strategies that differentiate the company from the competition

Customer Service:
Strong understanding of Customer Relationship Management
Strong understanding of customer and market dynamics and requirements

Desired Skills & Attributes
  • Acquiring & Qualifying Business
  • Developing Internal & External Relationships
  • Fostering effective Communication
  • Business Plan development
  • Development and Control of Marketing Budgets
  • Demonstrating Sales Versatility
  • Collaboration
  • Developing and Executing Sales Strategy
  • Self-direction/motivation
  • Application of Business Acumen

Desired Experience
  • Strong experience in Product and Marketing Management gained in the IT Channel
  • Channel; Distribution, Systems Integrator or Vendor background
  • Senior engagement with Networking and Comms vendors - preferably Cisco
  • Extensive experience in all aspects of Customer Relationship Management
  • Proven leadership and ability to drive vendor sales teams

Operating Environment
Sales office (based in Cirencester)
Partner sites/vendor sites
Corporate entertaining at events

Join a growing global business

Westcon-Comstor is a leading name in IT distribution with US$4.35 billion in global revenues. Our job is to link technology vendors to our distribution partners who resell software and solutions to business and other customers.

This is an exciting time to join our expanding UK and Ireland operation, which serves the EMEA region. We have ambitious plans and huge future potential - you will be ideally placed to grow your career in a dynamic yet supportive culture.

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