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Job type:
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Posted: Jul 8, 2021

Weekly Hours: 35

Role Number:200252475

The people here at Apple don’t just build products — they craft the kind of wonder that’s revolutionized entire industries. It’s the diversity of those people and their ideas that inspires the innovation that runs through everything we do, from amazing technology to industry-leading environmental efforts. Join Apple, and help us leave the world better than we found it.

Apple’s Sales organization generates the revenue needed to fuel our ongoing development of products and services. This in turn, enriches the lives of hundreds of millions of people around the world. Our sales team, is in many ways, the face of Apple to our largest customers.

The AppleCare Enterprise Sales Leader EMEIA is responsible for developing partnerships with Enterprise Resellers/Carriers in the region, formulating strategies to deliver revenue growth with AppleCare for Enterprise and Partner Support Agreement sales. This management role is essential in developing partnerships that deliver impact and scale. You will work with a cross-functional team (Hardware Enterprise and Education teams, Apple Financial Services, Finance) in developing strategies and business cases, structuring and executing partnerships, and driving strategic initiatives to grow our AppleCare for Enterprise business in the dedicated region.

As part of the AppleCare Sales team, you will be responsible for aligning people, projects, and programs across multiple divisions to ensure perfect execution of Regional sales strategies and programs. You will lead a team focused on delivering top-line results for the AppleCare for Enterprise Business as a part of Appleʼs broader services strategy.

The region for this role is EMEIA with focus on the top enterprise countries. Reporting to the EMEIA AppleCare Sales Director, the role is based in London and will require substantial international travel (40%+).

Key Qualifications

Key Qualifications

* Experience: 5-10+ years of commercial deal development and sales execution experience in enterprise/education hardware sales business. Successful leader with multi-channel management experience, including channel development skills at the scale Apple needs.
* Successful leader with proven success providing vision and strategy while leading and developing high-performance teams in a dynamic, global organisation.
* Business Understanding: Deep understanding of the enterprise/education sales channel in the EMEIA region in order to built a successful sales strategy for the dedicated region.
* Sales Track Record: Successful sales track record in the Enterprise/Education hardware and/or services business.
* Negotiation Skills: Strong negotiation and presentation skills with experience navigating complex sales situations.
* C’level proof: High comfort in dealing with C’level within Apple and at the account level.
* Analytical Skills: Self-starter with an analytical orientation, strategic vision, and strong executional track record. A strong command of business and financial modelling is important to success in this role.
* Communication Skills: Excellent presentation, written, verbal and interpersonal communication skills, with strong networking ability.
* Relationship Builder: Proven effective relationship builder within a matrix environment at regional, local and WW levels.
* You will demonstrate a passion, energy and focus on developing and growing multi-million dollar business programs in your dedicated region.
* Strong attention to detail.

Description

Description

The AppleCare for Enterprise Sales Leader will be responsible to develop the business within the dedicated region with a team of AppleCare for Enterprise Business Development Managers. The key tasks involve :

- People: Recruits and develops the high calibre and diverse talent needed to provide for Apple’s future success. Coach and develop the team members to create a strong bench for succession planning and personal career development.

- Sales Targets: Owns Regional Sales Results (AppleCare for Enterprise + Partner support Agreement Sales). Develops and executes tactical activities with the team-members to achieve regional/country targets.

- Strategic Approach (Country and Account Plans): Develops and executes strategic Country and Account Plans for key markets through support of the Hardware Enterprise Sales teams and defines go to market approach per country. Regular reporting about the key achievements in Business Reviews, as well as developing and sharing lighthouses.

- Sales Programs & Channel Management: driving commercial discussions with the key enterprise/education resellers in the region to build a sustainable business model for the AppleCare for Enterprise products. Will develop and implement sales incentives and programs designed to drive the implementation of the AppleCare powered enterprise reseller service stacks, which should include the AppleCare for Enterprise and Partner Support Agreement offering.

- Direct Sales Approach (Major Account Business: Development of customised sales pitch decks (including commercial discussions). Developing and driving the pipeline management with the AppleCare and Hardware Enterprise sales teams through the usage of the CRM tool.

- Internal Relationships/Collaboration: maintains important contacts with various internal partners in an effort to achieve results. They include besides the Apple Care teams (WW AppleCare Enterprise team, AppleCare Customer success team, Finance and AppleCare Operations) especially the Hardware Enterprise/Education sales teams and the Apple Financial Services team in the region.

Key performance indicators:

- Creation of a clear EMEIA Enterprise/Education AppleCare services strategy with all the contributors (Hardware Enterprise/Education sales teams, Apple Financial Services) across the region.

- Achievement of quarterly and annual sales targets

- Quality and accuracy of sales forecasting and pipeline management on an ongoing basis

- Quality of Business reviews for the region/countries

- Strong team development including the virtual teams in the region (e.g. Major Account teams, Channel Sales teams)

Education & Experience

Education & Experience

Demonstrated a 5-10 years of commercial deal development and sales execution experience. Experience and understanding of enterprise/education hardware market is ideal.

Enterprise channel development experience is a plus

BBA / MBA preferred

Fluent in English (both written and spoken).
Posted: Jul 8, 2021

Weekly Hours: 35

Role Number:200252475

The people here at Apple don’t just build products — they craft the kind of wonder that’s revolutionized entire industries. It’s the diversity of those people and their ideas that inspires the innovation that runs through everything we do, from amazing technology to industry-leading environmental efforts. Join Apple, and help us leave the world better than we found it.

Apple’s Sales organization generates the revenue needed to fuel our ongoing development of products and services. This in turn, enriches the lives of hundreds of millions of people around the world. Our sales team, is in many ways, the face of Apple to our largest customers.

The AppleCare Enterprise Sales Leader EMEIA is responsible for developing partnerships with Enterprise Resellers/Carriers in the region, formulating strategies to deliver revenue growth with AppleCare for Enterprise and Partner Support Agreement sales. This management role is essential in developing partnerships that deliver impact and scale. You will work with a cross-functional team (Hardware Enterprise and Education teams, Apple Financial Services, Finance) in developing strategies and business cases, structuring and executing partnerships, and driving strategic initiatives to grow our AppleCare for Enterprise business in the dedicated region.

As part of the AppleCare Sales team, you will be responsible for aligning people, projects, and programs across multiple divisions to ensure perfect execution of Regional sales strategies and programs. You will lead a team focused on delivering top-line results for the AppleCare for Enterprise Business as a part of Appleʼs broader services strategy.

The region for this role is EMEIA with focus on the top enterprise countries. Reporting to the EMEIA AppleCare Sales Director, the role is based in London and will require substantial international travel (40%+).

Key Qualifications

Key Qualifications

* Experience: 5-10+ years of commercial deal development and sales execution experience in enterprise/education hardware sales business. Successful leader with multi-channel management experience, including channel development skills at the scale Apple needs.
* Successful leader with proven success providing vision and strategy while leading and developing high-performance teams in a dynamic, global organisation.
* Business Understanding: Deep understanding of the enterprise/education sales channel in the EMEIA region in order to built a successful sales strategy for the dedicated region.
* Sales Track Record: Successful sales track record in the Enterprise/Education hardware and/or services business.
* Negotiation Skills: Strong negotiation and presentation skills with experience navigating complex sales situations.
* C’level proof: High comfort in dealing with C’level within Apple and at the account level.
* Analytical Skills: Self-starter with an analytical orientation, strategic vision, and strong executional track record. A strong command of business and financial modelling is important to success in this role.
* Communication Skills: Excellent presentation, written, verbal and interpersonal communication skills, with strong networking ability.
* Relationship Builder: Proven effective relationship builder within a matrix environment at regional, local and WW levels.
* You will demonstrate a passion, energy and focus on developing and growing multi-million dollar business programs in your dedicated region.
* Strong attention to detail.

Description

Description

The AppleCare for Enterprise Sales Leader will be responsible to develop the business within the dedicated region with a team of AppleCare for Enterprise Business Development Managers. The key tasks involve :

- People: Recruits and develops the high calibre and diverse talent needed to provide for Apple’s future success. Coach and develop the team members to create a strong bench for succession planning and personal career development.

- Sales Targets: Owns Regional Sales Results (AppleCare for Enterprise + Partner support Agreement Sales). Develops and executes tactical activities with the team-members to achieve regional/country targets.

- Strategic Approach (Country and Account Plans): Develops and executes strategic Country and Account Plans for key markets through support of the Hardware Enterprise Sales teams and defines go to market approach per country. Regular reporting about the key achievements in Business Reviews, as well as developing and sharing lighthouses.

- Sales Programs & Channel Management: driving commercial discussions with the key enterprise/education resellers in the region to build a sustainable business model for the AppleCare for Enterprise products. Will develop and implement sales incentives and programs designed to drive the implementation of the AppleCare powered enterprise reseller service stacks, which should include the AppleCare for Enterprise and Partner Support Agreement offering.

- Direct Sales Approach (Major Account Business: Development of customised sales pitch decks (including commercial discussions). Developing and driving the pipeline management with the AppleCare and Hardware Enterprise sales teams through the usage of the CRM tool.

- Internal Relationships/Collaboration: maintains important contacts with various internal partners in an effort to achieve results. They include besides the Apple Care teams (WW AppleCare Enterprise team, AppleCare Customer success team, Finance and AppleCare Operations) especially the Hardware Enterprise/Education sales teams and the Apple Financial Services team in the region.

Key performance indicators:

- Creation of a clear EMEIA Enterprise/Education AppleCare services strategy with all the contributors (Hardware Enterprise/Education sales teams, Apple Financial Services) across the region.

- Achievement of quarterly and annual sales targets

- Quality and accuracy of sales forecasting and pipeline management on an ongoing basis

- Quality of Business reviews for the region/countries

- Strong team development including the virtual teams in the region (e.g. Major Account teams, Channel Sales teams)

Education & Experience

Education & Experience

Demonstrated a 5-10 years of commercial deal development and sales execution experience. Experience and understanding of enterprise/education hardware market is ideal.

Enterprise channel development experience is a plus

BBA / MBA preferred

Fluent in English (both written and spoken).
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