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Product Manager, Microsoft & AWS

Auckland, New Zealand
Job ID: 61433





Job Description



Section 1:  Identifying Information


Position Title: 

Product Manager

Job code:




Date Prepared:

May 2023

Reports to:

General Manager, Cloud NZ

Prepared by:

Barbara Kidd


IM Cloud

Business line:

IM Cloud

Positions reporting to this position


Target team size:



Auckland, New Zealand




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



        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.








Ingram Micro Cloud


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