Distribution Account Manager - EMEA

Distribution and the two-tier model is one of the cornerstones of Axis business success given that as a company we only sell our products and solutions through distributors. The Distribution function within Axis is therefore at the very heart of the business - both from a sales and an operational perspective. As Distribution Account Manager - EMEA you will play a vital role in delivering on our growth ambitions, and together with our local teams across Europe, and the wider Axis community, facilitate and drive our business with our pan European distributors.



WHAT WILL YOU DO?

The role of the Distribution Account Manager - EMEA is a pivotal strategic AND operational role in the development of business with our pan European distributors. Establishing trust, a collaborative approach and the right level of engagement is key as these distributors account for approx. 40% of Axis sales in EMEA annually.

A key component of the role is the daily connection across EMEA to provide advice, support, and alignment for the distribution community in our sales regions, as well as providing direct customer feedback into the EMEA organisation when required.

The role is also a vital member of the EMEA Distribution Management Team that has the responsibility to coach, represent and lead the distribution community within Axis, as well as define the path for the distribution in EMEA for the coming years.

Strategy, and Activity Development

* Development and tracking of annual business plans covering sales initiatives and incentives, training, and collaborative activity for pan-EMEA distributors to meet shared targets.
* Support and follow-up marketing and sales incentives including marketing menus/plans, campaigns, events, and information for internal/external newsletters for the pan-EMEA accounts.
* Work with Manager Global System Integrator Partners and Manager Global End-user Accounts to develop activity plans for pan-EMEA accounts where relevant.

Account Management and Engagement

* Central account management for pan-EMEA Distribution Accounts acting as their central contact daily
* Drive local engagement between local Axis sales functions and relevant distributor management and sales teams
* Build-up distributor profiles covering strategy, organisation, channel reach, and partner proposition to the second-tier partners, for our pan-EMEA accounts.

Organisational Development & Support

* Provide alignment across EMEA, coordinating Axis regional operations, and supporting our local Distribution Account Managers driving business through our regional/local distributors as well as specific pan-EMEA accounts.
* Ensure our pan-EMEA distribution partners are trained on Axis products, solutions, services, and all distribution-related processes.

As an EMEA role, it is assumed that a significant amount of travel will be required either to Axis HQ in Lund Sweden, Axis sales regions and our distribution partners across EMEA. This position will be home-office based or in an Axis office within the EMEA Head region, preferably close to our main distributors.

WHO ARE WE LOOKING FOR?

We are looking for a driven and customer-oriented senior sales professional with strong business acumen and commitment to a channel sales model.

You'll be comfortable working in a matrix environment, with multiple cross-functional stakeholders, many times at leadership and senior management level while also interacting with a team of twenty plus highly experienced and customer focussed distribution managers across Europe. As a people person, you'll enjoy connecting across different countries and cultures, being a company ambassador with our partners, while at the same time strongly representing our customers' perspectives internally. Proven ability to build strategic and trusted relationships with both C-level management all the way through to key operational staff, internally and externally, will be essential for you to be successful in this position. As will be strong project management skills, enabling you to implement new projects and initiatives across our EMEA business. On top of this, you are proficient and comfortable in developing reports and analysing sales data to aid the development of business strategy and facilitate process change when necessary. Taking responsibility for making things happen, and accountable for the result.

Furthermore, we believe you have:

* The drive and determination to be a leading contributor to how we grow our relationships and business with our distribution partners.
* 5-10 years of experience in IT or physical security sector
* Excellent written and verbal communication in English. Other relevant languages are beneficial.
* Experience with Salesforce and Qlik (advantage)

Working in EMEA means challenging the way we do things, looking into how we can improve alignment, execute more efficiently, and get even closer to our customers going forwards. We hope the successful candidate will challenge all stakeholders with new perspectives supporting our growth ambitions.

READY TO ACT? APPLY!

For questions regarding the position please contact Director, Distribution - EMEA Julian Rutland at +44 7887 246976.