• The EMEA iPhone Enterprise BDM is responsible for designing end-customer demand generation programs.
• Identifying the customer set and key accounts in each country and engage them in the demand generation programs in partnership with carriers.
• Defining the level of engagement with customers. This includes tracking the level of engagement from customer briefing to technical assistance in pilots up to final implementation. The appropriate country carrier will drive solution delivery and ultimate sale.
• Ensuring that a carriers’ enterprise sales and technical organization are trained properly on the iPhone Enterprise proposition and deliver a best in class customer engagement experience.
• Coordinating with WW Pro Markets to feedback data on needs, customer issues, product features or improvement requests.
• Reporting the degree of customer engagement, with detailed metrics on each end customer.
• Communicating key wins to the WW Pro Markets, Corporate Communications and executive teams.

Key Accountabilities:

• The EMEA iPhone Enterprise BDM will directly manage a team of regional iPhone Enterprise BDMs
• Work with the carrier sales force to find opportunities for new iPhone Enterprise business. This will involve the creation and execution of marketing/demand generation programmes across EMEA
• Assist the EMEA Pro Markets Director to define growth plans, analyse performance metrics, establish tracking systems and decide on resource allocation in EMEA
• Provide mentoring and leadership to the sales team on iPhone related projects
• Ensure that client issues and/or concerns are managed and/or escalated to appropriate levels
• Work closely with the Global Pro Markets iPhone team on global iPhone enterprise initiatives
• Collation and prioritization of customer leads from the Mac Major Accounts Sales Executives in EMEA
• Work closely with the iPhone Retail Channel sales team, sharing dashboards and coordinating at carrier level
• Provide regular and adequate reporting of the technology adoption and opportunities within named accounts
• Work closely with the EMEA iPhone Engagement Program Manager in the Systems Engineering Team at regional and local level
• Directly manage a team of regional iPhone Enterprise BDMs
• Communicate and present our technologies to customers leveraging the broad-based technical expertise at the Apple Executive Briefing Centers
• Provide adequate briefing documents for billable projects to include costing, planning and resource needs (teams, funding and third party solutions)
• Contribute to the creation of internal/external technical and sales materials (demos, white papers, technical briefs etc.) for direct use by the iPhone Enterprise team members.
• Weekly reporting on multiple metrics
• Build and develop significant technical knowledge and expertise not only on Apple products and technologies but also for third party products and solutions appropriate to the sector of the named accounts

Key Competencies

• A combination of Sales and Marketing experience, with exposure to Fortune 500 organizations and ideally carriers
• High levels of technical competence
• Customer-needs focused, with good requirements analysis experience
• Excellent communicator and able to train and brief either in one-to-one or one-to-many situations, especially with C level or management executives.
• Ability to communicate effectively in IT environments
• Team worker with a demonstrable track record of working with initiative both within and across functions
• Objection handling – the ability to resolve technical hurdles to adoption
• Excellent time and project management skills
• Self sufficiency
• Fluent in English, additional languages are a plus.

Key Relationships

• EMEA iPhone Enterprise Engagement manager in the Systems Engineering Team
• EMEA Head of Systems Engineers
• Other team members, Mac – MA sales execs and other Sales Executives
• Prosumer Accounts Manager & Director in EMEA
• Regional iPhone Enterprise BDMs
• iPhone Retail Sales Team members
• Product sales
• WWDR – World Wide Developer Relations
• System Integrators as necessary
• Sales support and EBC team

Key Performance Indicators

• Achievement of agreed revenue and unit targets
• Quality of assistance provided to named accounts resulting in sales target achievement
• Speed of successful project completion
• Developing a scaleable platform for iPhone Enterprise Business in EMEA
• Adequate reporting of technology adoption and opportunities in named accounts
• Proactive promotion of expertise and support to other parts of the business
• Direct management of regional team

Job Details