• Inside Channel Account Manager

    Location US-IL-Lincolnshire
    Job ID
    53252
    Function
    Sales
  • Overview

    The Inside Channel Account Manager (iCAM) — North America, recruits, develops and manages partners in a given territory to achieve the annual territory growth plan. The iCAM is responsible for developing channel resellers and identifying potential candidates for the Zebra Partner Program. The iCAM develops partner and territory business plans and collaborates with other internal and external resources for coverage alignment in addition to; evangelizing company products, driving new solutions, and developing marketing tactics with partners and channel resellers. Quarterly field work/travel is expected, however, majority of work is conducted via webinars and conference calls to cover a broad base of partners and achieve growth expectations.  

     

    This opening would be based in our corporate headquarters in Lincolnshire (IL), however the territory covers Michigan. Some travel will be required (~25%).

    Responsibilities

    • Sell the company's products and services via telephone or electronic means to customers in assigned territory, industry, or accounts.
    • Maintain forecast and provide management with regular updates including sales forecasts, competitive analysis, market trends, and territory opportunity. Continuously refine and increase accuracy.
    • Manage and drive growth with both existing and new resellers to achieve quota targets.
    • Coordinate MDF activities with channel marketing and ensure optimal utilization to drive growth.
    • Ensure that partners meet the requirements of their respective track in the PartnerConnect Program.
    • Conduct Quarterly Business Reviews with key partners.
    • Drive partner attendance to Zebra and Distribution sponsored trade shows, training sessions and industry events.
    • Act as a liaison between partners and end-user accounts across all verticals and markets, including collaboration with territory and/or vertical account managers.
    • Deliver value propositions and other key messaging to Partner community.
    • Utilize SFDC to manage meaningful partner touches and opportunities in collaboration with territory account manager counterparts.
    • Review, monitor and report on deal registrations and price concessions.
    • Communicate product launches and promotions to partners and peers.
    • Perform other duties and projects both proactively and as assigned.
    • Regularly exceed iPerform goals and expectations.
    • Assist management with key projects and initiatives.

    Qualifications

    • Bachelors or equivalent experience.
    • 0-2 + years of applicable sales experience, 3-5 years strongly preferred.
    • AIDC industry experience and/or channel partner experience strongly preferred.
    • Requires basic technical product knowledge.
    • Understands Solution Selling concepts and overcomes customer objections; solid communication skills.
    • Organizational skills are critical – managing multiple partners with various activities month to month.
    • Able to lead successful events and trainings in conjunction with the partner and other Zebra resources.
    • Strong ability to drive engagement with partner sales reps and account managers by evangelizing Zebra’s products and business.

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