• Senior Channel Manager

    Location US-TX-Texas
    Job ID
    49858
    Function
    Sales
  • Overview

    Responsible for developing and managing a set of assigned partners; also responsible for helping to recruit and grow additional partners in territory that fit the Zebra strategy. Works with many constituents within partner organization to ensure they understand our program, are trained on our solutions and services, understand our vision, and are capable of selling and supporting our solutions and services.  Will also work with other team members to develop strategic marketing and business plans to drive business through these partners including the Territory Account Manager, Field Channel Marketing Manager, Systems Engineer and others.  Expected to become a trusted advisor to the assigned partners in order to help them growth their business in conjunction with Zebra.   

    Responsibilities

    • Knowledge/Expertise
      • Understanding of Zebra’s partner programs and products/solutions/services
      • Clear understanding of the Zebra vision and the ability to articulate it and get partners to support and articulate it as well
      • Ability to sell the Zebra value proposition and differentiators to our partners
      • Technical Skills - Uses advanced domain / solutions knowledge to competitive advantage
      • Knowledge of Zebra - Provides input into development of business products/services; understands and follows multi-business protocols
      • Sales Skills – Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
      • Managerial Skills - Often leads others in their development; provides input to policies and practices
      • Business Acumen - Develops business solutions and directly addresses financial issues resulting in profitable revenue growth for Zebra; able to coordinate and present complete, complex solutions that meet customer needs and beat competition
      • Market/customer Knowledge – Acts as a resource to customers based on intimate knowledge of relevant industries and needs
    • Solution Complexity/Strategic Thinking
      • Nature of Problems Solved – Solves complex problems which may require unique solutions (e.g., unique applications of existing technologies) that are used across the business in similar situations
      • Role in Addressing Problems – Leads problem resolution, identifies appropriate resources, develops contingency plans
      • Complexity of Solutions – Typically medium to high complexity; has several complex projects, all which require unique coordination of technical resources; multi-country issues may be involved
    • Freedom to Act
      • Level of Guidance – Demonstrates wide latitude for decisive action which could impact business initiatives/programs; exercises independent judgment within broadly defined practices/policies in selecting approach and technique
      • Takes Direction From – Manager and Business Unit Directors
    • Customer Interface 
      • Role – Often leads semi-formal teams or significant portions of a large permanent team
      • Level of Customer Contact – Multiple decision makers and influencers for large deals with complexity
      • Main Level of Interaction – Leads negotiations on complex deals which may be primarily technical, financial or both
      • Required Knowledge of Customer – Industry strategies and customer positioning; customer financials and business drivers
    • Accountability 
      • Business and Financial Impact – Responsible for revenue attainment, margins where appropriate, and personal expenses
      • Relative Size and Scope – Average to high individual quota for business in like roles or strategic growth potential to be there within a year or two
      • Types of Projects – Moderately complex deals with a few large, complex deals
      • Strategic Impact for Zebra – High in near term; medium in mid-term

    Qualifications

    • Preferred Education:
      • Bachelors or equivalent experience; advanced degree preferred.
    • Preferred Work Experience (years):
      • 5-8 years of applicable work experience.
    • Key Skills and Competencies:
      • Uses advanced domain / solutions knowledge to competitive advantage
      • Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
      • Often leads others in their development; provides input to policies and practices

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