Vendor Success Manager (all genders)

Role Purpose / Summary

The Vendor Success Manager (VSM) acts as the primary business owner and strategic interface for assigned vendor brands, driving revenue growth, market share, and program adoption across the country or cluster. This role ensures alignment between vendor global objectives and Westcon‑Comstor local execution, translating vendor strategies into actionable plans and orchestrating cross‑functional resources to deliver measurable outcomes. Acting as the face of the vendor internally and externally, the VSM builds trust‑based relationships with vendor executives, partners, and internal teams while ensuring governance, compliance, and operational excellence. Success requires proactive engagement, strong commercial acumen, and the ability to influence both vendor and internal stakeholders.

Key Responsibilities

• Act as the primary point of contact and trusted advisor for assigned vendors.
• Build and maintain multi‑level relationships across vendor sales, marketing, and operations.
• Represent Westcon‑Comstor at vendor headquarters, events, and strategic meetings.
• Cascade vendor objectives internally to ensure alignment and execution.

Business Planning & Execution

• Develop and own the Vendor Market Plan with clear objectives, targets, and enablement actions.
• Deliver revenue, margin, and profitability goals across the vendor portfolio.
• Deploy campaigns, promotions, and investments at local level; adjust plans based on performance.
• Provide structured progress updates to management and vendor counterparts.
• Engage internal teams (PSMs, IAMs, IPSMs, Solution Architects) to drive vendor pipeline execution.
• Ensure seamless coordination between field and inside sales for joint opportunities.
• Act as escalation point for vendor‑related issues impacting execution.
• Train sales teams on vendor products, tools, and programs to ensure commercial readiness.
• Drive adoption of vendor programs by partners and internal teams.
• Identify and remove growth blockers to accelerate deal velocity.

Pipeline Stimulation & Demand Generation

• Generate new opportunities through campaigns, account mapping, and joint planning.
• Track active deals with IAMs and PSMs to ensure timely closure.
• Support vendor‑specific sales blitzes and digital initiatives.

Partner Engagement & Development

• Identify and recruit new vendor‑aligned partners; manage focus accounts jointly with PSMs.
• Support partner enablement through certifications, rebates, and program participation.
• Monitor partner performance and adjust plans to meet vendor objectives.

Marketing & MDF Governance

• Execute vendor campaigns and ensure brand consistency across all communications.
• Maximize MDF impact through ROI‑driven planning and transparent reporting.
• Represent vendor and Westcon‑Comstor at trade shows, events, and joint partner activities.

Forecasting & Reporting

• Provide accurate forecasts for vendor sales and margin projections.
• Track performance versus targets and analyze trends to adapt strategies.
• Maintain CRM discipline and timely reporting for governance compliance.

Compliance & Program Governance

• Ensure adherence to vendor requirements, processes, and ethical standards.
• Manage MDF responsibly, ensuring transparency and audit readiness.

Must‑Have Skills & Experience

• Strong commercial acumen and ability to influence vendor and internal stakeholders.
• Excellent relationship‑building and negotiation skills.
• Language: English (business fluency).

Nice‑to‑Have Skills & Experience

• Familiarity with multi‑vendor IT distribution and channel ecosystems.
• Experience in marketing campaign execution and MDF governance.
• Additional languages and international exposure.

Education & Qualifications

Bachelor’s degree in Business, Sales, or related field (or equivalent experience).

Key Performance Indicators (KPIs)

• Vendor revenue and margin attainment at country/cluster level.
• Market share growth and pipeline coverage ratio (≥3× target).
• Partner recruitment and activation metrics.
• Campaign execution and MDF ROI.
• Training and enablement impact (sales readiness and certification rates).
• Forecast accuracy and CRM data quality.
• Vendor satisfaction scores and governance compliance.

Benefits

• 30 days vacation and up to 30 days workation per year.
• Regular company events.
• On‑the‑job training and extensive development opportunities.
• JobRad leasing: Mobility reimagined.
• Company pension plan and numerous discounts via Corporate Benefits.
• Access to thousands of gyms as well as wellness and mental well‑being apps.
• Germany ticket subsidy for relaxed and affordable travel.

What we offer

• An inclusive and supportive work environment where diversity is celebrated.
• Opportunities for professional growth, learning, and career development.
• Flexible working arrangements, health insurance, and other benefits to support wellbeing.
• A culture of collaboration, innovation, and accountability.

Commitment to diversity & inclusion

We are an equal opportunity employer and value diversity in our workforce. We welcome applications from individuals of all backgrounds, regardless of race, ethnicity, gender, age, disability, sexual orientation, or any other protected characteristic. Equity is at the heart of all our departments and roles. If you need reasonable adjustments during the recruitment process, please let us know.