Vendor Manager
Pubblicato il 06-08-2026 - Westcon-Comstor in Milano
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.
Vendor Relationship Management
Build and maintain multi-level relationships across vendor sales, marketing, and operations.
Represent
Westcon-Comstor at vendor headquarters, events, and strategic meetings.
Business
Planning & Execution Develop and own the Vendor Market Plan with clear objectives, targets, and enablement actions. Deploy campaigns, promotions, and investments at local level; 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.
Sales
Enablement & Acceleration Train sales teams on vendor products, tools, and programs to ensure commercial readiness. Drive adoption of vendor programs by partners and internal teams. Generate new opportunities through campaigns, account mapping, and joint planning.
Support vendor-specific sales blitzes and digital initiatives (Power BI, 3DLab).
Partner
Engagement &
• Development Identify and recruit new vendor-aligned partners
• Support partner enablement through certifications, rebates, and program participation. 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. Maintain CRM discipline and timely reporting for governance compliance. Compliance &
• Program Governance Must-Have Skills &
Experience Proven experience in vendor management, channel sales, or business development roles. Strong commercial acumen and ability to influence vendor and internal stakeholders. Excellent relationship-building and negotiation skills.
Language: Italian & 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. Bachelor's degree in Business, Sales, or related field (or equivalent experience).
Market share growth and pipeline coverage ratio (≥3× target).
Training and enablement impact (sales readiness and certification rates). Forecast accuracy and CRM data quality. Vendor satisfaction scores and governance compliance. This role demands agility, accountability, and a passion for driving vendor success.
Success means owning outcomes, enabling growth, and fostering a collaborative, tech-savvy sales culture. Westcon-Comstor is a global technology distributor specializing 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. 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.
Compensation will be determined within the advertised range based solely on the candidate's experience, skills, and expertise, ensuring a fair and consistent approach for all applicants. Opportunities for professional growth, learning, and career development. Flexible working arrangements and other benefits to support your wellbeing.
A culture of collaboration, innovation, and accountability. 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. #