Product Manager, Microsoft & AWS

Section 1:  Identifying Information

Section 2:  Position Summary

Product Managers are the vendor representative within Ingram Micro Cloud, proactively maximising the visibility of their products and brand within Ingram Micro and the reseller community. This requires good product / licensing knowledge and regular updates / training shared with the team, active involvement in marketing, as well as team leadership with regards to achieving the targets and objectives that are set. It is the Product Manager’s responsibility to ensure that each Vendor is managed profitably by focusing on margin ($ and %), rebates, co-op and any additional financial benefits on offer. This role requires attention to detail and accuracy, but also a high-level view that ensures team growth and a strong market position.

Section 3:  Responsibilities, Supporting Actions & End-Results

Major Responsibility: Co-op Management & Marketing Activities

Working closely with the IMNZ Cloud GM and IM ANZ Vendor Managers to allocate and use 100% of Vendor co-op, ensuring all funds are used, claimed and that we have achieved maximum ROI

Supporting Actions:

        Innovative thinking to create new marketing ideas and go to market strategies that will maximise partner engagement and sales

        Development and implementation of quarterly business plans, provided ahead of time as/if needed for Vendor approval

        Involvement in marketing projects as required to fulfill requirements and compile the required POE (Proof of Execution)

        Working closely with the marketing accounts team to ensure all internal processes are followed to raise marketing requests and claims

        Tracking of progress against budgets and provision of ROI reports as required

        Ensure co-op claims are accurately processed before the vendor deadline

End Results:

        A healthy pipeline of new sales opportunities

        Full utilisation of Vendor co-op and achievement of agreed ROI expectations

        Co-op claims raised and approved in time with claims paid in full within the expected timeframe

Percentage:   30%

Major Responsibility: Vendor Relationship / Management

Supporting Actions:

        Regular Meetings with both the Vendor and our IM ANZ Vendor Manager to ensure a good relationship is in place and NZ is well represented with regards to our needs and interests, while trying to maximise engagement, alignment and/or growth opportunities

        Provision of accurate pipeline, forecasts, and reporting as required by Ingram Micro

        Preparation of content for and involvement in Quarterly Business Reviews with the vendor

        Effective margin management and tracking of FX rate changes if needed, to ensure monthly pricing is correct

        Ownership and tracking of Vendor co-op and rebates to ensure maximum profitability for Ingram Micro

        Regular sharing of important Vendor information / updates with the wider IMC team and management

End Results:

        Strong relationship with vendor and influence with regards to both Adobe and Ingram Micro needs

        Maintained exclusivity in market as the sole distributor for Adobe in NZ

        Vendor growth and achievement of set targets

Percentage:    20%

Major Responsibility: Product and Pricing

Supporting Actions:

        Ensuring that all SKU, pricing, and price lists are completed and maintained as needed (both Traditional and Cloud Marketplace)

        Training for all relevant products and/or marketing programs launched by the vendor and/or Ingram Micro

        A clear understanding of the product / licensing rules with training provided as needed for the team and/or partners

        Assurance of margins to achieve budget but also be competitive in market

        Tracking of exchange rate changes (if needed) and competitive pricing to make monthly price changes and maintain profitability

        Generation of all pricing files needed by team and/or our customers, including promotions / promotional pricing

        Automation of price list / pricing processes and/or file improvements with ongoing reviews for future improvement

        Ownership of the renewals process to ensure that we achieve both Vendor and internal targets

        Accurate forecasting and reporting of incentives (co-op and/or rebate) to IM Finance / manager / vendor within 2 days of request

        Proactive updates to team and resellers re new launches / uploads and/or changes made

        Ownership and sharing of Vendor rebate entitlements to ensure maximum earnings for Ingram Micro

        Tracking and Achievement of Vendor rebate targets set by Vendor and Ingram Micro

        Updates and/or report creation as required by Ingram Micro

End Results:

        Product and pricing accuracy with accurate price files completed in a timely fashion (ie. live date or within 2 days of notification)

        Clear understanding of products, promotions and licensing rules across the team to support launch and/or partner queries, etc

        Maximised profitability, ideally achieving the Gross Margin targets set by Ingram Micro

        Accurate pricing and information sharing, resulting in reduced customer escalations

        Accurate forecasts and rebate reporting to be provided on time

Percentage:   20%

Major Responsibility: Sales Support

Supporting Actions:

        Active involvement in the promotion and migration of Vendor purchases to the IM Cloud Marketplace

        Ensuring that the team are aligned and working towards common objectives / KPIs as set by Vendor and/or Ingram Micro

        Making sure that the team are aware of and leveraging all Vendor promotions in market to build pipeline

        Providing sales support activities such as vendor updates, training, sales tools creation, team communication, and ticket generation

        Helping the sales team and customers with product knowledge, compatibility, alternatives, RA, complaints, etc

        Proactive organisation / provision of Vendor Product Training for self and Ingram Micro team

        Participation in resolving partner queries / escalations, including ticket creation and/or assistance with partner training where needed

        Proactive sharing of Vendor knowledge / tools / market intelligence to the wider IMNZ team

        Escalation of identified issues / improvement opportunities to Vendor / manager / global team as identified

End Results:

        Happy customers and a healthy pipeline

        Informed and supportive team, generating pipeline and results in market

        Maximised rebate attainment for Cloud Marketplace migrations

        Continued growth of Vendor offers within the Ingram Micro Cloud portfolio

Percentage:    20%

Major Responsibility: Vendor Training and Certifications

        Ensure that Ingram Micro is always certified to the vendor’s contractual requirements and organise training for other internal stake holders as required in order to achieve this.

Supporting Actions:

        Achieve required Vendor certifications within the first 3 months of starting

        Complete ongoing Vendor training as required

        Ensure Ingram NZ has achieved all vendor certification requirements within the required timeframe

        Ensure Ingram NZ leverages any additional vendor certification opportunities to maximise earnings

End Results:

        Achievement of vendor certifications in the timeframe required

        Achieve maximum profitability through rebate targeted certifications

Percentage:    10%

Major Responsibility: Health & Safety

Supporting Actions:

        Show commitment to Health & Safety in accordance with IMNZ’s Health & Safety policy, systems and procedures

        Take all practicable steps to ensure own safety, and no cause of harm to others by action or inaction

End Results:

        Observable safe work practices in the work place

Section 4:  Decision Making Authority Level

Decisions free to make:

        Vendor Meetings (in conjunction with ANZ Vendor Manager)

        Marketing Claims Process and Actions (in conjunction with IMNZ marketing accounts team as needed)

        Release of low margin orders (after guidance from General Manager)

Section 5:  Scope/Dimensions

        Strong Vendor Relationship

        Revenue, margin and rebate budgets

        Accurate price lists and SKU data in Ingram Micro system

        Accurate pipeline reports and renewals / anniversaries

        Marketing co-op utilisation and claims

        Increased Market Share / Positioning

        Team Sharing and Leadership

Section 6:  Job Qualifications and Educational Requirement

        Professionalism

        Attention to Detail

        Problem Solving

        Working with others

        Ability to multitask and prioritise workload

        Team Leadership

        Project Ownership

        Proactive and Effective Communication

        Goal Orientation

        Microsoft Excel, Teams, and Office 365 Skills

        Ability to calculate gross margins, pricing models

        Finance for non-financial managers

        Good organisational skills with the ability to meet deadlines

        Good customer service skills

        Strong communicator

Section 7:  IM Competencies

        Change Agent

        Collaboration and Influence

        Results Oriented

        Judgement and Decision-Making

        Customer Mindset on top of mind

        Team Leadership

        Strategic and Global Mindset

Section 8:  Other Information

This is a senior role requiring someone with attention to detail and also able to take a high-level view to identify any gaps and improvements needed. This role will work closely with the IM NZ Cloud GM as well as the IM ANZ Vendor Manager to maintain / improve strong Vendor engagement, while also being pulled into partner conversations as needed as the Ingram Micro specialist for these Vendors. It is critical to leverage relationships and influence to co-ordinate Ingram Micro resources to achieve both the Vendor and Ingram Micro’s goals, including profitability, pipeline and marketing. The role requires someone creative, that can take ownership of projects and see them through to completion, think outside the square, is proactive and a good communicator – in the most timely and professional way.