Apple B2B & B2G Business Development Manager (Estonia)

The people who work in/or together with Apple don’t just create or sell products — they create the kind of wonder that’s revolutionised entire industries. It’s the diversity of those people and their ideas that inspires the innovation that runs through everything we do, from amazing technology to industry-leading environmental efforts.

AVAD is looking for an Apple B2B & B2G Business Development Manager to drive demand generation and go-to-market execution for Apple products within the Estonian Enterprise and Government market.

In this role, you will build and own direct relationships with key Enterprise organisations and governmental agencies, engaging end-customers directly to identify opportunities, shape demand, and drive ambitious sales targets — while fulfilment is delivered through AVAD's reseller and partner network, in line with our value-added distribution model.

You will develop and implement AVAD Baltic's go-to-market strategy largely independently, working closely with channel partners to convert demand into closed business. This is a highly autonomous role that requires strong self-organisation, the ability to prioritise and drive initiatives, and comfort operating as the primary driver of your own pipeline. You will also need strong abilities to influence, collaborate cross-functionally, and perform thorough market and account analysis.

YOUR KEY RESPONSIBILITIES INCLUDE:

• Own and drive the Apple B2B & B2G go-to-market strategy for Estonia, identifying key focus areas and prioritising activities to hit ambitious growth targets;

• Engage major enterprises and governmental accounts directly — independently building relationships, running meetings, and promoting adoption of Apple technology, whether alongside a channel partner or on your own initiative;

• Build and execute demand generation plans in collaboration with channel partners, translating pipeline activity into partner-fulfilled revenue and profitability;

• Build long-term relationships with new and existing end-customers, acting as their primary point of contact for Apple-related strategy and opportunities;

• Conduct market research to identify new opportunities, emerging customer needs, and underserved segments within the B2B/B2G space;

• Maintain accurate CRM records, sales forecasting, and pipeline reporting on a weekly/monthly/quarterly basis, ensuring partners hold the correct order backlog to fulfil demand;

• Organise and manage events, briefings, and workshops — coordinating with channel partners and Sales Engineers, and preparing supporting materials (meeting decks and visuals) to reach both large and small audiences;

• Balance financial targets with customer satisfaction, developing a growth approach that sustains long-term account health, not just short-term sales.

OUR IDEAL CANDIDATE WILL HAVE:

• 3-5 years of proven experience in business development, account management, or B2B/B2G sales;

• A university degree in Business Administration, Marketing, Economics, IT or a related field;

• Fluent in English and Estonian;

• Experience selling through or working with a channel/partner ecosystem is a strong advantage;

• Understanding of the B2B and governmental sectors, procurement processes, and Apple products would be an advantage;

• Experience with CRM systems and comfort using AI tools to process data and build visual presentations — highly desirable;

• Good knowledge of IT infrastructure, products, services, and solutions, ideally paired with genuine interest in or experience with consumer electronics;

• Familiarity with, or genuine willingness to learn about, Mobile Device Management (MDM) solutions;

• Excellent communication, negotiation, and presentation skills, with the confidence to influence senior decision-makers in both business and government;

• Comfortable working independently in a fast-paced, ambiguous environment, with strong analytical skills to turn data and market insight into action.

  JOIN OUR TEAM AND FIND:

• Unique opportunity to work with the globally leading technology;

• Newest Apple working equipment;

• Company car;

• Dynamic and challenging role within an international environment;

• Culture of flexible work schedule (hybrid model and workation), freedom along with responsibility and informal inside communication;

• Amazing, engaged and ambitious group of people in our Pan-Baltic team;

• Additional health insurance and access to emotional support services;

• Opportunity for personal and professional growth (alongside with mentorship program, trainings knowledge-sharing events);

• Gross salary starting point from 4000 EUR/month based on experience.