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VP Agent Channel Supplier Services

ExecuNet Greenville Full-Time
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Responsible for overseeing the profitable growth of the overall business relationships for assigned Supplier Services teams. Manages executive relationships with key suppliers from the c-suite to the channel executives. Expected to display in-depth industry knowledge and use this knowledge to drive strategies & programs across sales and marketing teams/efforts.  While agent channel focused will represent total solution sets, strengths and offerings of the entire Company organization.  In addition, he/she will manage motivate, and develop their team. 

Essential Job Duties: 

Management & People Development:

  • Recruit, hire and retain a high performing team of Business Managers, Business Development Specialists, Enablement Specialists and front-line managers
  • Coach and develop team; provide regular performance feedback, development planning, and supplier management skill training
  • High level of focus on team development
  • Demonstrate broad strategic influence and leadership

Market Planning:

  • Collaborate with sales and other cross-functional teams (Marketing, etc.) to understand and enable customer opportunities
  • Develop, plan and execute growth strategies to increase share of channel, year-over-year growth, and supplier account penetration

Business Development:

  • Develop business plan for assigned technology segment and identify growth strategies to execute against the plan
  • Build strong relationships with suppliers and customers and influence communities to cultivate loyalty and drive growth

Program Management:

  • Execute supplier programs, driving the behavior and results leading to maximum attainment of bonuses optimal P&L performance.
  • Develop and execute ScanSource programs for specific market segments that drive profitable growth with our suppliers, by working with cross-functional teams (Sales, Mktg, Solution Ctr.).

Team Support:

  • Provide mentorship and advice to management on how to coach teams to engage with suppliers and drive results
  • Measure segment performance, including revenue & GP plan attainment, talent performance management, and KPI achievement against stated goals and objectives
  • Coordinate with cross-functional support teams to ensure organization-wide alignment and SLA achievement
  • Encourage Supplier Services teams to leverage ERP & CRM systems, support staff, and tools to drive for results and efficiency
  • Maintain high-availability to support and coach direct reports

Management & People Development:

  • Excellent leadership, coaching, motivating and mentoring skills with direct reports
  • Maintain strong working relationships with internal and external stakeholders
  • Excellent conflict resolution and team building skills


  • Strategically focused; provides clear, concise, and compelling messages and direction
  • Develop relationships and establish credibility with top executives to strengthen key account relationships, as needed
  • Establish reputation as a trusted advisor with both industry knowledge and expert knowledge of Intelisys/Company solutions and capabilities
  • Identify and lead the appropriate resources required to develop and execute major initiatives and programs

Business Acumen:

  • Very strong communication, listening, presentation and negotiation skills
  • Advanced understanding of suppliers’ business models
  • Ability to review and act upon financial decisions
  • Ability to review market conditions and advise customers of opportunities and collaborate on a strategy/development plan

Supplier Management:

  • Expert understanding of Intelisys/Company’s strengths and offerings; ability to clearly articulate the vision to supplier partners.
  • Serve as the voice of the customer & end user, to the supplier
  • Sell supplier value, and align and motivate Company and Supplier personnel to act in ways to drive win-win solutions.

Technical Acumen:

  • Strong understanding of Intelisys/Company’s solution set and how those solutions will support customer success
  • Expert understanding of market and technology trends

Other duties as assigned   

Reporting Relationships: 

  • Reports to Sr EVP, Supplier Services


  • 4 year college degree or equivalent management experience
  • Minimum 10 years’ experience in B2B technology sales and/or marketing.
  • Multi-supplier experience
  • Broad conceptual understanding of key telecom, networking and cloud related technologies, including SD-WAN, SDN, UCaaS, CCaaS, SaaS, SECaaS, DaaS, ITaaS, IaaS
  • Experience with financial reporting
  • Strong reporting skills, Microsoft Office skills
  • Experience in managing $100M+ annual revenue
  • Experience in managing team of at least 10+ individual contributors and managers (both in-person and virtual)
  • Strong industry contacts (supplier and influencer communities)
  • Strong consultative selling skills
  • Experience in business planning and forecasting


  • CRM experience

Recommended skills

Coaching And Mentoring
Team Building
Technical Acumen
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