Group Business Development Director in London

Infinigate Group are a leading, global distributor, specialising in total cyber security solutions and services. With 4 UK offices based in London, Woking, South Cerney and Fareham, we take pride in providing unrivalled support and value for our vendor and reseller partner communities. Our team at Infinigate consists of IT security experts as well as highly skilled support staff. With the right people in place, our laser focus is on positive customer outcomes and long-term stable partnerships with our vendors. To deliver this objective we adopt a flat hierarchy, high performing teams, efficient decision-making processes and a nurturing and learning environment which rewards performance.

Role Purpose

An Infinigate Group Vendor Business Development Director (GBDD) is responsible for driving, managing and expanding the overall strategic relationship, ensuring business alignment, developing new business areas, executive sponsorship and development of one or several vendors inside Infinigate, at Group level. Your ability for conceptual thinking, your proactivity and vigorousness will contribute to success. You see it as a challenge to continually develop the business and you are ahead of the market.

The Infinigate GBDD will identify structure, negotiate and help to close innovative projects at a high level with a wide range of organisations. Depending on the vendor, the position might include responsibility for optimising new contracts signatures with respect to expansion of current vendors or acquisition of new ones. This role can be UK or Germany based within commutable distance to one of our offices.

Duties & Responsibilities

• He / She will be responsible for interacting with local teams regularly ensuring drive, guidance, collecting key information, consolidate best practices, make it available for local vendor managers community.
• Organise monthly ‘all hands’ with the local teams to share corporate vision, progress on EMEA plans, giving the opportunity to countries to present best practices, so other countries can implement.
• He / She will be responsible for consolidating, at regional level, key information collected from the vendor or interfacing with local teams such as Distribution Addressable market, growth expected by vendors per country, market share, competitors per country to understand and analyse market opportunities for expansion and benchmark Infinigate on the distribution market.
• He / She will be responsible for creating a Group strategy per vendor and country, capturing key stakeholders at Infinigate, 3 to 5 years ambition, identifying key pockets of growth, highlighting big bets and keeping opportunities for acceleration.
• Keep up to date the list of key stakeholders at the vendors from channel organisation as well as Sales organisation or other cross functions like legal, finance, operations, support … any organisation that would help Infinigate to infuse vendor’s organisation.
• He / She will be responsible for identifying new businesses, identifying optimal ways of working with vendors negotiating terms of relationships and contracts, and helping in closing new businesses.
• Defend Infinigate interests trying to contribute to maintain TM % and profitability for the company. Advocating for rebates program and monitoring key financial mechanism.
• The GBDD will articulate the most critical issues for Infinigate vendors and develop capabilities to meet their needs.
• The position will develop a deep understanding of short-term and long-term strategy and objectives.
• Responsible for analysing complex data, sophisticated terms & conditions and developing a strategic approach for the industry and product.
• Build and Execute 3 Year Business Plan for each Vendor, including identifying top 5 strategic initiatives and defining a wider Infinigate value proposition to accelerate and deliver.
• Identify priorities for Acceleration.
• Maximise profitability negotiating back-end rebates programs, incentives, head funding, early renewals bonus or any other way to improve TM%.
• Follow execution of strategic sales plans with Regional QBRs.
• Help on local management execution of Group wide initiatives for each strategic program, market segment and product line.
• Provide sales leadership and management to the country brand leaders in their daily business.
• Work closely with all internal departments within Infinigate, towards the achievement of financial and business goal (marketing, finance, logistics, services, trainings, IT, GSI etc).
• Deliver monthly ‘all hands’ meeting to address wider teams.
• Embrace GVM discipline and methodology to track and report impact toward actions.
• Support annual budgeting / forecasting process for vendors in scope.
• Listen and help Infinigate regional leaders and country managers.
• Engage with sales leaders as an extension.
• Ensure positive communication with Infinigate Vendors.
• Drive actions in a coordinated manner.
• Identify action to support country managers & local vendor management team.

General Skills

• Minimum 5 to 10 years of relevant sales experience, managing both in house and field sales personnel within the IT industry.
• Has developed and executed tactical sales plans including setting quotas and objectives.
• Demonstrates that they have worked effectively with marketing to maximise effectiveness of marketing and sales resources.
• Demonstrates strong leadership qualities, team management and interpersonal skills.
• Demonstrates organisation and structure.
• Ability to work in a matrix organisation.
• Has a perfect understanding of IT transformation / mutation / challenges.
• Has a strong overall knowledge of markets such as: Cybersecurity, Network Infrastructure & Cloud.
• Has a strong experience in solution selling / cross and up selling / Total value of an IT solution / Capex to Opex models / Cloud & XaaS - Subscription & Consumptions models.
• Ability to enthuse, to connect and mobilise people involved.
• Demonstrate a strong understanding of the full needs of the wider business in relation to sales organisations.
• Fluent in English and ideally another large spoken language (Incl. written).
• Strong writing and communication skills.
• Strong influencing and negotiation skills.
• Good IT skills within main software productivity packages (MS office etc.).

You may be required to undertake other general duties / reasonable requests, as required by business needs, details of which will be provided to you at the time the duties / requests are required.

Personal requirements

Infinigate’s values underpin a strong collaborative working culture and successful inclusive working environment.

• Own it! Committed to taking role ownership, proactive and solutions-focused.
• Aim high! A self-starter with a positive mindset, taking initiative to drive success.
• Be open! A team player with strong communication and negotiation skills.

We offer a competitive salary aligned with market standard + variable commission structure, 25 days annual leave rising to 28 days with length of service, plus bank holidays, day off on your birthday, Electric Car Lease Scheme, Cycle to work scheme, Life assurance of 4 x basic salary and group income protection from start date, 5% employer matched pension contributions after 3 months service, individual cover for private medical insurance and healthcare cash plan following successful completion of probationary period, hybrid working arrangements and standard office working hours are 9am – 5.30pm, employee assistance programme for practical and emotional support, free parking and complimentary refreshments onsite.

Infinigate Group are committed to creating a diverse and inclusive workplace where differences are not only accepted but also valued and appreciated. If any reasonable adjustments would support you through the recruitment process, then please get in touch at JobsUK@infinigate.com.

If you are interested in applying for this role or have any additional queries on the role, please submit your CV quoting ‘Group BDM’ to JobsUK@Infinigate.com.