Summary

Posted: Mar 28, 2023

Weekly Hours: 35

Role Number:200471346

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 Enterprise / Education Services Sales Leader - EMEIA, is responsible for the overall sales leadership for AppleCare Enterprise across all our routes to market for the EMEIA region. You will work with a cross-functional team (Enterprise and Education direct and channel sales teams) in developing strategies and cases, structuring and driving partnerships with enterprise/education resellers, and driving initiatives to grow our AppleCare for Enterprise business in the regions. As part of the WW AppleCare Enterprise / Education leadership team, you will be responsible for alignment of WW projects, programs and sales strategies to ensure perfect execution across all regions. Reporting to the Director WW Sales Strategy and Services, the role will require regular international travel.

Key Qualifications

10+ years of commercial deal development, WW sales leadership and sales strategy experience in hardware and services sales business. Successful leader with multi-channel management experience, including channel development skills across all hardware and services partner types at the scale Apple needs.
Business Understanding: Deep understanding of the enterprise/education sales channel in order to build a successful sales strategy for the regions.
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, large enterprise customers and at the partner 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: Demonstrated effective relationship builder within a matrix environment at regional, local and WW levels.
Strong attention to detail.

Description

The Enterprise / Education Services Sales Leader - EMEIA will be responsible for leading teams within assigned regions to drive growth and acceleration. The key tasks involve: Sales Targets: Owns EMEIA sales results (for AppleCare for Enterprise and Education, and AppleCare OS Support sales). Manages BD team to develop and implement tactical activities to achieve regional/country targets. Strategic Approach (Country and Account Plans): Develops and drives strategic Country, Account and Partner Plans 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: will 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 Education and AppleCare OS Support sales offering. Direct Sales Approach (Major Account Business): driving a consistent internal sales readiness through trainings and workshops with the major account sales teams. 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. Key performance indicators: - Achievement of quarterly and annual sales targets for EMEIA - Quality and accuracy of sales forecasting and pipeline management on an ongoing basis

Education & Experience

Demonstrated a 10 years + of commercial deal development and sales execution experience. Experience and understanding of enterprise/education hardware market is ideal. Experience implementing new channels at worldwide level Previous experience of managing a WW business development team Enterprise channel development experience is a plus BA / MBA or equivalent experience is preferred

Additional Requirements

Apple is an Equal Employment Opportunity Employer that is committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities.

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