Vendor Performance Manager

Full Time
Australia
Posted 3 weeks ago

Where you will be joining

Servicing more than 3,500 channel partners globally, OneAffiniti offers a service-enabled technology platform to create customised, scalable through-channel marketing programs, managed and operated by OneAffiniti, amplifying growth for brands such as Lenovo, HP, HPE, Dell, Cisco, and Microsoft – and their channel partners reaching more than 4 million decision makers each month. As a fast-growing technology services company, we celebrate creative problem solving and an outcome-focused approach.

Purpose of the role:

The VPM Identifies and generates new campaign opportunities to help drive OneAffiniti’s revenue performance by gaining an understanding of the vendor’s needs and promoting campaign solutions and services to these vendors. 

The VPM works in support of the Client Director, who retains final decision-making authority for their vendors. 

Key responsibilities:

  1. Knowledge
    Understand what contributes to and influences the performance of a campaign
  2. Knowledge
    Maintain a contemporary suite of performance reports for all vendors and campaigns
  3. Knowledge
    Maintain a contemporary knowledge of your vendor’s goals and strategies
  4. Planning and briefing
    Define and agree with the Client Director a quarterly plan by vendor and by campaign
  5. Influence
    Define and secure the support you require across Oneaffiniti to deliver your campaign plans
  6. Representation
    Working alongside the Client Director, report campaign performance to the vendor

Critical personal and technical skills:

  1. Analytical ability
  2. Excel and Powerpoint
  3. Account Management skills
  4. Presentation and selling skills
  5. Interpersonal skills and ability to influence and work with others
  6. Communication, both verbal and writing
  7. Accuracy and attention to detail

The key measures of success

Achievement of agreed targets set with the vendor, Client Director and quarterly Oneaffiniti OKRs

  1. NPS
  2. Open and CTR
  3. Number of BANT leads created

Key result areas and standards of performance

Knowledge
Understand what contributes to and influences the performance of a campaign.

  • On day seven post a campaign draft, analyze the Open, CTR, NPS, BANT results for the campaign. Identify issues that contributed to the results achieved, including partner sends and LinkedIn participation rates, article performance, day and time of the draft and associated performance correlations.
  • Categorise ongoing content performance by category, i.e. Sponsored, Thought Leadership and Lead generating and identify performance within each category by article.
  • Identify and understand the levers that drive campaign performance and to what degree each lever will influence performance.

Knowledge
Maintain a contemporary suite of performance reports for all vendors and campaigns

  • Work with the Channel Director, Client Director and Business Intelligence to identify the VPM dashboard of critical Domo cards.
  • Check these cards are updating accurately and available for use by CDs and internal stakeholders. Take ownership for the accuracy of this dashboard.
  • Work with the Channel Director and BI team to automate as much as possible the structured reporting requirements. IE, monthly vendor decks and quarterly business reviews.
  • Define required qualitative feedback required from the channel team and work with the Channel Director, CD and Marketing team to source this data within agreed activity calendars.
  • Maintain a library of all campaigns executed for each vendor.

Knowledge
Maintain a contemporary knowledge of your vendor’s goals and strategies

  • Build and maintain a campaign deck which contains the vendors stated monthly, quarterly and if possible annual business goals and strategies.
  • When reporting performance to the vendor, refer to these stated goals and reconcile how Oneaffiniti is contributing to their achievement.

Planning and briefing
Define and agree with the Client Director a quarterly plan by vendor and by campaign

  • Factoring in the vendor and Oneaffiniti goals, prepare and propose a quarterly content plan for both vendor-sponsored content and thought leadership content. Brief internal stakeholders on the business case for this plan, specifically including the Content and Channel teams.
  • Agree with the CD and vendor a month specific plan which will be used to brief the campaign production, channel and content teams.
  • Complete all planning and briefing within agree activity calendar as agreed with the Channel Director.
  • Maintain a regular decision making and review meeting schedule with key internal stakeholders, including Campaign Production Manager, Content Team, Channel Team, Business Intelligence and Client Director.
  • Prepare monthly content production briefs, to the defined format as agreed with the Channel Director and Production team and within agreed production calendars.

Influence
Define and secure the support you require across Oneaffiniti to deliver your campaign plans

  • Secure the support of the Content team through the presentation of quantifiable and qualifiable insights to support your vendor content plan.
  • Work with the content team to create appropriate and effective lead generation content.
  • Secure the support of the channel team to represent your plans across the partner network.

Representation
Working alongside the Client Director, work to secure the vendor’s support for your proposals

  • Prepare and maintain all reporting that goes back to the vendor, as used by either the Client Director or the VPM
  • Propose monthly campaign solutions and gain the support of the vendor
  • Present campaign and channel results at the fortnightly WIP meetings with vendors
  • Be the internal voice of authority for your vendor’s performance across both campaign and channel metrics.

Expectations of the Vendor Performance Manager

The VPM must be focussed on performance. They will fail if they accept the status quo. They should be constantly seeking to understand what’s driving performance. Specifically, they are expected to be obsessed with achieving agreed targets whilst also demonstrating a proactive approach to seeking ways to raise the quality and value created from campaigns.

They will also be expected to work collaboratively with the internal stakeholders, motivating others to understand and support their proposals.

The VPM holds no final authority in decision making pertaining to their campaigns and vendors. That lies with the Client Director. The VPM should be seen as the informed expert on a vendor and their campaigns. Their role is to inform and facilitate decision making, helping the Client Director protect their business.

Critical relationships

  • Client Director – the role is in support of the CDs, helping facilitate their decision making whilst also helping them protect our position within a vendor account.
  • Content team – the role should help inform the content team to the needs and best solutions for Australian vendors.
  • Channel team – the role should help the channel team understand the vendors goals and why campaign plans are so defined.
  • Campaign Production Manager – the VPM is responsible for motivating the Production Manager to deliver on the defined brief to the highest possible standards.
  • Business Intelligence – The BI team will ultimately be (a) the source of data required by the VPM and (b) the experts in helping to define what insights should be pursued to drive a particular vendor’s performance. A close and productive relationship is therefore important.

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