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.
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.
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 (Power BI, 3DLab).
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 & Dutch (added plus French) (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.
Westcon-Comstor is a global technology distributor specialising in cybersecurity, networking, and hybrid cloud solutions. As Growth Architects of the channel, we empower IT partners, vendors, and end customers to seize opportunities, unlock potential, and achieve scalable success.
Our core values - ambition, integrity, partnership, and accountability - guide how we work and inspire everything we do. We believe diversity drives creativity and innovation, which is why we're dedicated to creating an inclusive environment where every voice is heard, every perspective matters, and every team member can thrive.
Join us and be part of a team that's shaping the future of technology across the channel.
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 your wellbeing.