Tag: Power

Business Support Manager



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Reporting to: Group Sales Director
Salary Range: £ TBC

Benefits: 23 days holiday plus Bank Holidays, Health Insurance

APSU

APSU is a rapidly growing IT Managed Service organisation with niche products in the technology sector. APSU has a comprehensive range of Managed Support solutions that offer customers support packages designed to meet the needs of their enterprise. APSU provides the customer with all the benefits of a 24/7 fully managed service platform.

Key tasks to include, but not limited to:[br]

  • Provide Back office support in order processing and management to Sales and Presales Team on daily basis
  • Act as an escalation point for business related vendor commercial issues within APSU on a daily basis in support of the sales, presales and wider business
  • Circle back regularly e.g. monthly to line manager on suggested improvements that will assist the business
  • Provide holiday & out of office cover for back office operations in APSU as required from time to time and as directed by line manager, ensure all processes and procedures have a trained and nominated stand-in so business is not impacted
  • Oversee and assist sales team in the processing of some client quotations and sales orders when needed
  • Create opportunities on Salesforce when required
  • Assist in relevant integration requirements and operational activity aligned to new Finance Force implementation
  • Assist the Sales Director in weekly sales team forecast tracking and reporting requirements
  • Be central Commercial and Procurement contact for Vendors and internally for enquiries from other departments
  • Manage pricing requests assisting sales as needed
  • Ensure that Salesforce.com and forecast are accurately updated on a weekly basis
  • Monitor on a daily basis working with the sales team and provide updates of any order issues or problems to relevant teams
  • Provide relevant support to the USA APSU business by instigating a weekly contact call with the MD of APSU USA and reporting back and tracking all relevant needs to Line Manager weekly and overseeing the operation of the forecast and related Salesforce.com activity for the USA
  • Support and contribute to deal review process ensuring effective sales qualification of all opportunities to leading in to the twice a week bid review process for both UK and other International business e.g. Ireland and the USA
  • Create & Invoice deals on Salesforce.com and other new systems as they become available and pass through workflow to the Finance function for issue of the formal invoice to the end client
  • Ensure all relevant supporting documentation is uploaded against each Salesforce opportunity and that all key deals utilise Miller Heiman methodologies and Blue & Gold sheets. Ensuring all documentation is fit for purpose and meets minimum quality standards
  • Liaise regularly with Renewals and Compliance Teams and highlight any cross or upsell opportunities that should be passed to Sales, that may arise
  • Help oversee the improvement of Pipeline Management across Sales Team and ensure that all deals are reflected accurately in correct quarter, and values are accurate
  • Identify and build working relationships with vendors, whilst ensuring compliance and continual improvement against their contracted Service Level Agreements (SLA)
  • Manage the Procurement process – pricing, credit limits, promotions, tracking of goods, liaising with the suppliers/customers and internal departments, such as sales, pre-sales and the project office
  • Set up and control IBM Special bids, reporting progress and issues as required.
  • Receipt and checking of contracts aligned to the procurement process
  • Electronic recording of all orders and relevant contract information, ensuring they are kept up to date and accurate, out of line situations should be alerted to management in a timely manner.
  • Purchasing of equipment from selected suppliers as defined through the service lifecycle.
  • Informing End Users or Project Mangers of delivery dates, and or associated issues. Working with vendors to ensure deadlines are committed to and upheld.
  • Keeping, updating and issuing all relevant procurement documentation, to ensure audit compliance.
  • Responsible for the sales support on boarding of new partners in the US and UK, integrating fully in to our service life cycle and on boarding process. Ensuring governance and compliance is adhered to delivering an effective opportunity outcome
  • Ownership of the sales service life cycle ensuring client managers appropriately engage as per our defined process.
  • Responsible for relevant customer satisfaction issues raised through the sales cycle effectively documenting, reporting, and recommending preventative actions to prevent a repeat, whilst keeping client manager informed of progress to keep customer satisfied
  • Management and reporting of internal SLA between client managers and PreSales ensuring we meet customer commitments as promised

The Person:[br]

  • Self-motivated and well organised within daily activities
  • Able to work well as part of a team or under own direction as required
  • Able to manage own workload and undertake several tasks at the same time
  • Conscientious and articulate with good verbal and written communication skills
  • Able to produce work to a high standard whilst under pressure
  • Ability to thrive under pressure
  • Methodical, organised and committed to support the sales team’s success

Experience:[br]

  • Computer literate
  • MS Office, in particular Excel, Word and SharePoint
  • A good understanding of business processes
  • Knowledge of Vendor promotions and initiatives
  • Mandatory to have good written and spoken English, additional languages advantageous and International experience advantageous

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Ref: JD1141

Download and print the job description by clicking here.

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Apply

Please submit your CV and covering letter detailing your relevant experience to recruitment@apsu.com.

For more information about our available careers / positions, please contact the HR department on (+44) 01285 862 100 or alternatively please email recruitment@apsu.com. Please make sure you quote the reference number for the specific job when contacting us.

APSU is committed to being an equal opportunities employer. Our employment policy aims to ensure that staff are employed on the basis of ability and the requirements of the job and that no job applicant or employee receives less favourable treatment because of race, religion or religious belief, colour, nationality, ethnic origin, gender, marital status, sexual orientation, disability or any other grounds which are unjustifiable in terms of equality.

Please note:
We do not accept unsolicited emails, phone calls or applications from recruitment agencies and we are not responsible for any fees related to unsolicited resumes.

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APSU Careers
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Webinar: Flash IBM i Performance (FLiP) Tool

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APSU Webinar

Webinar: IBM i performance assessment tool

As an answer to many performance, cost & efficiency challenges, IBM FlashSystems provide the relevant technologies for organisations looking to keep pace with the demands of a data-driven world.

To help you gauge the effectiveness of FlashSystems technologies for your IBM i workloads, APSU, in partnership with IBM, are pleased to introduce the FLiP (Flash IBM i Performance) tool. FLiP is an intuitive IBM i performance assessment tool run in a secure online environment that is designed to help you understand which IBM i job candidates would benefit most from FlashSystems technology.

Please join Fabian Michel, author of FLiP, as he walks you through best practices for using the tool during it's public release on 22nd June 2016. The webinar will close with an engaging pitch by IBM's Client Technical Specialist, Therese Eaton, about the real life cases where organisations have benefited from Flash Technology.

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  • Best practices for using the tool effectively
  • A live demo of the FLiP tool, with answers to frequently asked questions
  • What you need to know about IBM Flash technology
  • How IBM FlashSystems can be tailored to your needs

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Lenovo

Presentation Slides

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Storewize

Try FLiP

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IBM i

View recording

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Introductions
How to use the tool
Sample assessment results
Demo
FAQ
IBM FlashSystems on POWER
Use cases for Flash Technology
Q&A

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Speakers

Fabian Michel,Client Technical Architect, Consulting IT Specialist, IBM SystemsFabian Michel
Client Technical Architect, Consulting IT Specialist, IBM Systems
Fabian Michel is an IBM Expert Level Certified Consulting IT Specialist. With more than 20 years of experience in Information Technology within several business units (post-sales and & pre-sales) working mainly on the Power Systems (System i, System p, iSeries and AS/400) and storage brands of the Server and Technology Group. He is also the developer of IBM’s Flash IBM i Performance Tool (FLiP) and will be bringing his deep knowledge of the application, it’s uses and best practices for using the tool effectively.

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Therese EatonTherese Eaton
IBM Client Technical Specialist
Therese is IBM UK’s technical lead of POWER IBM i family of products. IBM POWER Systems is the name of IBM's POWER Architecture-based server line. IBM i is a DB2 database with an operating system and middleware integrated with it .

Her expertise and influence as a subject matter expert is widely recognised. She is a frequent speaker at events and creator of a global reaching technical newsletter, sharing her enthusiasm for all things POWER IBM i. The emergence of Flash for IBM i workloads is of particular interest to Therese, where she provides guidance and technical support as clients move to this emerging technology.

Service Transition Manager



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Reporting to: Group Managed Services Director
Salary Range: Circa dependent upon on experience.

Benefits: Healthcare, 23 Days Holiday, Car Allowance

APSU Services and Support:

APSU has a comprehensive range of Managed Support solutions that offer customers support packages designed to meet the needs of their enterprise. APSU provides the customer with all the benefits of a 24/7 fully manned technical helpdesk to maintain and manage IT infrastructures throughout the UK & Ireland.

APSU Managed Services division provides high availability solutions including; iSeries, Wintel, and network monitoring and full systems management services to a broad portfolio of clients.

We have an increasing pipeline of Managed Services opportunities and are seeking an experienced Service Transition Manager to join our expanding team.

The Service Transition Manager will be responsible for all aspects of the full transition of managed services. The role will involve the formal management of the entire transition process for each managed service sale or significant contract extension using industry accepted best practice techniques i.e. ITIL / PRINCE.

Tasks:[br]

  • Take full responsibility for the project phase that delivers the total operational implementation of all managed services due to be delivered by the company.
  • The Service Transition Manager will support the Business Development Manager or Client Sales Manager assigned to the existing client or new opportunity.
  • The Service Transition Manager will also work very closely with the Project Manager and will resolve any issues/conflicts that are hindering the transition.
  • Managing the Service Transition lifecycle from the initial Project kick-off through to acceptance in to Service, ensuring the appropriate processes have been followed and relevant approvals obtained.
  • Provides detail Service Transition performance review (Steering Committee Review, Project Dashboards, Deployment Progress Trackers) with senior internal and external stakeholders/management.
  • Proactively & effectively manage transition risks and issues.
  • A significant participation in the on-going development and refinement of Service Transition Management processes and capabilities within the Project, Business Development and Service Operations teams.
  • Development of Service Transition collateral.
  • Establishing and maintaining effective relationships and communication with all parties involved in new Customer projects including; APSU Business
  • Development / Account Management Team, Project Managers, Service Partners / Providers, 3rd parties and Customers.
  • Contributing to Project kick-offs and creating Service Transition plans to meet the required customer timetable.
  • Interacting with the customer and 3rd parties to ensure that deliverables are achieved throughout the transition lifecycle.
  • Managing the material creation, preparation and logistics for any customer interaction.
  • Storing transition material on the deal repository and organising service operations team access.
  • To work with and assist the managed service operations teams based in Coventry.

The Person:[br]

  • Excellent communicator both written and verbal
  • A high attention to detail
  • Highly motivated
  • Deadline driven
  • Thrive in a busy environment
  • Able to motivate a team
  • Natural desire to provide excellent customer support
  • Strong service delivery orientated skills
  • Effective management and negotiating skills
  • Well organised with the ability to react quickly to a changing landscape
  • Resilient with the ability to manage multiple transitions simultaneously and capable of working effectively under pressure to immovable deadlines.
  • Customer focused, enthusiastic and flexible, solves problems and delivers results

Experience:[br]

  • Essential
    • Effective and experienced Service Transition Manager
    • Experience in leading IBM Infrastructure Managed Services Transitions
    • Development of Service Transition collateral
    • Working on Service Transition contribution to Managed Service bids with multiple service partners / vendors
    • Can demonstrate effective Service Transition writing skills contributing to RFPs
    • Proven track record of management of multi-disciplinary teams
    • Able to demonstrate high level of attention to detail and look for process solutions and process improvement
  • Desirable
    • ISEB/Prince 2 project management / ITIL Service Management accreditations advantageous
    • Experience of delivering managed services comprising multiple vendors / service providers
    • Previous participation in the development of Managed Service strategy, contributing to the evolution of Managed Service capability to meet business growth plans
    • Exposure to infrastructure and transition models for delivering Cloud based Managed Services

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Ref: JD2019

Download and print the job description by clicking here.

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Apply

Please submit your CV and covering letter detailing your relevant experience to recruitment@apsu.com.

For more information about our available careers / positions, please contact the HR department on (+44) 01285 862 100 or alternatively please email recruitment@apsu.com. Please make sure you quote the reference number for the specific job when contacting us.

APSU is committed to being an equal opportunities employer. Our employment policy aims to ensure that staff are employed on the basis of ability and the requirements of the job and that no job applicant or employee receives less favourable treatment because of race, religion or religious belief, colour, nationality, ethnic origin, gender, marital status, sexual orientation, disability or any other grounds which are unjustifiable in terms of equality.

Please note:
We do not accept unsolicited emails, phone calls or applications from recruitment agencies and we are not responsible for any fees related to unsolicited resumes.

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APSU Careers
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Channel Sales Manager



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Reporting to: Group Sales Director
Salary: Negotiable
Benefits: Healthcare, car allowance, commision

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Sales

APSU Ltd seeks a senior level, enterprise experienced candidate to cover business development initiatives focused on the strategic growth areas within our top ISV (Independent Software Vendor) partners. The ISV Channel Sales manager role requires experience in channel sales and a deep knowledge of solution provider and ISV operations. The ideal candidate is a strategic thinker, has a strong channel background and the ability to work comfortably with executives in partner organizations.

Working knowledge of sales and marketing processes and IBM & or HP technology is desired as is Cisco awareness as a market supplier.

Roles are available nationwide.

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Key Tasks & Attributes to include, but not limited to:

  • Programmatic and 1:1 management of an assigned ISV account base to achieve revenue, sales, marketing, business development, technical readiness, partner satisfaction, an APSU loyalty commitments.
  • Build and own an internal APSU franchise basis an ISV Territory Plan.
  • Assist in creating managing and rolling out an APSU ISV Partner Programme and associated Certification.
  • Manage the executive relationship between APSU and assigned ISV partners; develop joint business plans aligned to APSU grow strategy.
  • Accountable for achieving sales targets and driving appropriate sales revenue and field engagement on a quarterly and annual basis aligned to margin targets also.
  • Develop a sales strategy to deliver quarterly and annual sales targets.
  • Formulate and execute strategic and tactical plans.
  • Lead, pipeline and opportunity management.
  • Managing channel conflict and formulation of strategic options.
  • Establish annual targets for each partner.
  • Measure partner performance through detailed business planning in support of the overall channel strategy.
  • Develop and launch Channel Partner Management processes including on-boarding, business planning, business review schedules, performance measurement process, incentive structures, and related.
  • Analyse territory coverage, identify and pursue acquisition of new channel partners with a goal of achieving optimal coverage and in collaboration with the Sales team.
  • Analyse channel penetration levels, identify and pursue opportunities for growth though active communication, negotiation and in collaboration with the Sales team.
  • Work with the APSU sales team to help on-board new assigned channel partners that can drive growth with minimal conflict.
  • Lead development of co-op marketing programs with on-line channel partners, including program definition, metrics, negotiation with channel partners, and collaboration with Marketing team in design and implementation.
  • Develop pursuit strategies for each target ISV as part of wider Business Plan.

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The Person

  • Minimum of 5+ years experience in enterprise software and ISV management in the UK and possibly abroad. A second language is desirable.
  • A very strong partner or channel management background with consistent sales and business value creation.
  • Proven background in managing cross-functional teams (marketing, technical and sales, third parties e.g. Data Centre providers).
  • Knowledge of solution channel business models with both on premise and cloud offerings with ISVs such as Infor, SAP, and Island Pacific for example.
  • The ability to influence and impact executives in ISV or Distributor partner organizations such as Avnet, Azlan and Arrow.
  • Excellent verbal and written communication skills, strong execution skills, creativity and the ability to work effectively under deadlines and in complex business environments.
  • Formal third party personal skills training successfully completed eg Sales training by an accredited third party.
  • Strategic thinking ability to define and drive an end-to-end business plan to successful outcome – able to work alone, self-motivated and driven but also a Team player.
  • Proven track record in building strong business relationships that result in revenue impact and can be referenced and assist in the growth of APSU.
  • Highly motivated self-starter that will demonstrate initiative and ability to work as part of a global, virtual team environment that demands excellence.
  • Executive maturity and demonstrable ability to interact at CXO-level.
  • Delivers articulate, effective and audience appropriate presentations for Solution products/technologies, strategies and initiatives, generating excitement and enthusiasm for APSU products and technology. Can work and manage to deadlines under pressure.
  • Consistently displays excellent organizational, communication, project management, negotiation, and problem solving skills and will be view in and outside of APSU as an ‘Ambassador for the business’.

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Ref: JD1136

Download and print the job description by clicking here.

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Apply

Please submit your CV and covering letter detailing your relevant experience to recruitment@apsu.com.

For more information about our available careers / positions, please contact the HR department on (+44) 01285 862 100 or alternatively please email recruitment@apsu.com. Please make sure you quote the reference number for the specific job when contacting us.

APSU is committed to being an equal opportunities employer. Our employment policy aims to ensure that staff are employed on the basis of ability and the requirements of the job and that no job applicant or employee receives less favourable treatment because of race, religion or religious belief, colour, nationality, ethnic origin, gender, marital status, sexual orientation, disability or any other grounds which are unjustifiable in terms of equality.

Please note:
We do not accept unsolicited emails, phone calls or applications from recruitment agencies and we are not responsible for any fees related to unsolicited resumes.

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APSU Careers
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Territory Sales Manager – Managed Services



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Reporting to: Group Sales Director
Salary: Negotiable
Benefits: Healthcare, car allowance, commision

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Sales Profile

The successful candidate will be primarily focused on new business creation, consultative in their approach and have experience selling ‘high ticket value managed services in the IT sector to both mid-market and enterprise clients. Ideally experienced building pipeline and closing deals associated with Cloud Services or managed solutions with a technology focus on an IBM or HP. Cisco sales skills or similar in addition, would be an advantage.
 
Please only apply for this role if you have recent experience in a comparable environment where your role requires you to develop primarily new business only.
 
Roles are available nationwide. 

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Key Tasks & Attributes to include, but not limited to:

  • Build a pipeline of sales opportunities to ensure sales targets are met across Sales Territory
  • Achieve monthly, quarterly and annual sales gross margin targets
  • Prospecting and creating opportunities working with partners and internal ecosystem
  • Produce in-depth Value based proposals in collaboration with our technical architects and partners
  • Present to clients and partners value propositions and solutions
  • Participate in direct marketing campaigns to include; calling clients, generating and qualifying opportunities, logging and updating internal information systems
  • Progress sales through a defined sales process to closure with strong application of sales validation techniques and close plan execution
  • Co-ordinate with the Project and Delivery teams to ensure customer satisfaction and repeat sales
  • Keep up to date with new application software / training / support services / competition offerings
  • Maintain prospect and forecasting tools, client data, business plans and manage own diary in effective and production manner
  • Run Sales Territory on ‘franchise’ basis and approach with APSU best interests at the centre of every action taken
  • Generate enterprise business opportunities and managing the process from lead generation through closure of the deal
  • Create and implement strategic account plans focused on attaining enterprise-wide deployments of APSU products and services
  • Develop relationships with key buyers, champions and influencers and leverage these during the buying process
  • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships
  • Understand, develop and build a territory sales plan ensuring monthly, quarterly and annual business targets are achieved and exceeded
  • Understand key issues facing distributors e.g. Avnet and Arrow, other partners and customers and keep up to date on the aligned market dynamics and competitive activity
  • Manage all aspects of the sales process to secure new customers and be seen as an ‘Ambassador for APSU’ by external parties

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The Person

  • You must have over 5 years proven IT Managed Services sales experience within an established IT solution Organisation
  • Current Network of C level contacts especially in Retail and/or Financial Services
  • Experience of using a Salesforce system for business operations e.g. Forecasting
  • Pragmatic and commercially alert - effective at identifying and assessing opportunities and risks
  • Attended and passed relevant recognised third party Sales and associated training
  • Excellent communication and negotiation skills and competent engaging at C-Suite
  • Able to work alone and in teams - and manage and create virtual teams
  • Committed, ambitious, innovative and thrives on new challenges and targets
  • Good administration and planning skills
  • Excellent IT skills (Word, Power-point, Excel)
  • Self-starter with presence & gravitas ; and a successful and progressive sales career
  • Comfortable with New Business but also manage client relationships and problem solve
  • Prepared to travel extensively in the UK and from time to time possible abroad

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Ref: JD1135

Download and print the job description by clicking here.

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[gn_note color="#f7f7f7"]

Apply

Please submit your CV and covering letter detailing your relevant experience to recruitment@apsu.com.

For more information about our available careers / positions, please contact the HR department on (+44) 01285 862 100 or alternatively please email recruitment@apsu.com. Please make sure you quote the reference number for the specific job when contacting us.

APSU is committed to being an equal opportunities employer. Our employment policy aims to ensure that staff are employed on the basis of ability and the requirements of the job and that no job applicant or employee receives less favourable treatment because of race, religion or religious belief, colour, nationality, ethnic origin, gender, marital status, sexual orientation, disability or any other grounds which are unjustifiable in terms of equality.

Please note:
We do not accept unsolicited emails, phone calls or applications from recruitment agencies and we are not responsible for any fees related to unsolicited resumes.

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APSU Careers
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