Bangalore Senior Partner Manager KA 560029

Job description

Life on the Team The Category Manager is responsible for the strategic, commercial, and operational success of the assigned Workspace category. The role owns category growth, profitability, OEM and distributor relationships, partner program alignment, commercial optimization, market development, and sales enablement. Acting as the key interface between Computacenter, strategic OEMs, distributors, internal business units, and customers, the Category Manager will drive sustainable growth, strengthen Computacenter's market position, and establish Computacenter as the preferred partner within the Workspace ecosystem. The role requires strong commercial leadership, strategic thinking, stakeholder management, and the ability to influence business outcomes across multiple functions and geographies. What you’ll do Leadership & Team Development • Lead, coach, and develop a high-performing Category Management team. • Foster a culture of accountability, collaboration, innovation, and continuous improvement. • Set clear objectives aligned to business priorities and category goals. • Drive employee engagement, capability development, succession planning, and performance management. • Ensure the team possesses the knowledge, skills, and certifications required to support category growth and OEM partner requirements. • Promote effective collaboration across countries, business units, and virtual teams. Category Strategy & Business Growth • Define and execute the category strategy aligned to Computacenter's business objectives. • Drive growth in revenue, profitability, contribution, services attachment, and market share across the Workspace portfolio. • Develop and maintain category roadmaps based on customer demand, market trends, vendor strategies, and emerging technologies. • Lead annual category planning and business reviews, ensuring alignment with corporate objectives and partner priorities. • Identify new business opportunities, adjacent technology areas, and routes to market that enhance category performance. • Act as the commercial and strategic authority for the assigned category, providing guidance on market direction, competitive positioning, vendor strategy, and growth opportunities. • Build and maintain an opportunity pipeline to support sustainable business growth. • Own category forecasting across revenue, profitability, vendor investments, rebates, backend earnings, MDF utilization, and strategic opportunities. OEM & Strategic Partner Management • Build and maintain executive and operational relationships with strategic OEMs, distributors, and service partners. • Position Computacenter as a trusted, strategic, and preferred partner within the Workspace vendor ecosystem. • Develop and execute Joint Business Plans with key vendors to drive mutual growth and market success. • Own executive engagement, business planning, performance reviews, and growth governance with strategic OEMs and distributors. • Influence OEM investment decisions and secure support for sales, marketing, services, capability development, and customer opportunities. • Strengthen Computacenter's visibility, credibility, and strategic relevance within OEM organizations by building executive sponsorship and long-term partner engagement. • Represent Computacenter in vendor leadership forums, partner councils, industry events, and strategic business reviews. • Build executive-level sponsorship across OEM organizations and leverage those relationships to support strategic customer opportunities and business growth initiatives. Commercial & Profitability Management • Own the commercial performance and profitability of the assigned category. • Maximize value from vendor programs, rebates, backend incentives, MDF investments, growth funds, and strategic commercial initiatives. • Negotiate and optimize commercial agreements that enhance competitiveness and profitability. • Drive continuous improvement in category margins and commercial performance. • Ensure effective governance, tracking, and recovery of partner-funded programs and commercial benefits. • Identify new opportunities to increase vendor investment, improve margins, and strengthen overall business outcomes. • Provide commercial leadership and financial oversight across category planning and execution. Deal Registration & Commercial Excellence • Lead category support for strategic opportunities, deal registrations, special pricing requests, and commercial escalations. • Work closely with OEMs and distributors to secure commercial advantages that improve competitiveness and increase win rates. • Ensure effective governance of deal registration programs and strategic pricing initiatives. • Support sales teams in building differentiated customer propositions through OEM engagement and commercial support. • Act as the escalation point for complex commercial negotiations, pricing exceptions, and strategic opportunities. • Drive best practices that improve margin realization and maximize value from partner programs. • Partner Programs, Certifications & Tier Development • Own strategic OEM partner program compliance and governance. • Develop and execute plans to achieve and maintain key vendor accreditations, competencies, specializations, and partner tier status. • Partner with Sales, Presales, Services, and Learning teams to align certification roadmaps with business strategy and partner requirements. • Drive participation in OEM enablement, accreditation, and capability development programs. • Ensure readiness for OEM audits, reviews, assessments, and compliance requirements. • Champion capability development that strengthens Computacenter's differentiation, technical credibility, and market standing. Sales, Presales & Market Enablement • Lead category enablement initiatives across Sales, Presales, Services, and Customer Success teams. • Develop category messaging, value propositions, competitive positioning, sales plays, and go-to-market strategies. • Deliver OEM and category-focused training programs that improve commercial effectiveness and market knowledge. • Work with Marketing and OEM partners to execute category campaigns, events, webinars, demand-generation activities, and vendor-funded initiatives. • Support strategic customer engagements through OEM alignment, executive sponsorship, and solution advocacy. • Promote best-practice sharing and cross-country collaboration across the organization. • Ensure sales and presales teams remain informed on market developments, vendor strategies, new technologies, and competitive positioning. Customer & Market Engagement • Engage with strategic customers and internal stakeholders to understand business needs, market requirements, and technology trends. • Use customer insights to influence category strategy, OEM engagement, and go-to-market priorities. • Monitor market activity, competitive positioning, channel developments, and emerging technologies to identify opportunities and risks. • Provide regular market intelligence and recommendations to business leadership, sales teams, and partners. • Drive thought leadership and category expertise that strengthens Computacenter's position within the Workspace market. Procurement & Operational Excellence • Collaborate with procurement teams and suppliers to optimize commercial outcomes, inventory health, supply assurance, and customer experience. • Support strategic and non-standard opportunities that require commercial or operational governance. • Drive continuous improvement in category processes, reporting, forecasting, and operational effectiveness. • Manage supplier and procurement escalations where required and ensure timely resolution. • Support effective inventory management and supply chain optimization aligned to business objectives. What you’ll need • 15+ experience in Category Management, Partner Management, Vendor Management, Procurement, or Technology Sales.