• Government Inside Channel Account Manager

    Location US-IL-Lincolnshire
    Job ID
  • Overview

    The Government Inside Channel Account Manager (ICAM), recruits, develops and manages partners focused on Government markets 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 strategic 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. In addition to the general responsibilities of an ICAM, the ICAM will act as a team lead and provide necessary support to the inside channel account management team where applicable.


    **This role is required to be based in our Corporate Headquarters in Lincolnshire, IL. 


    • Sell the company's products and services via telephone or electronic means to government partners.
    • 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 government accounts, including collaboration with Government 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
    • Assist team with managing channel conflict, internal tools, partner management by being a subject matter expert in channel account management
    • Set an example to Inside sales team by exhibiting best practices in channel management
    • Assist management with key projects and initiatives


    • Preferred Education:
      • Bachelors or equivalent experience
    • Experience: Minimum 3 years of experience managing channel accounts and growing partnerships
    • Drive: Self-starter, energetic, strategic and analytical
    • Technical Upside: General technical understanding and enthusiasm for continuous learning
    • Team Spirit: Display and promote Zebra core values among peers
    • Charisma: To earn support, trust and develop long-term partnerships – both externally and internally
    • Business Acumen: To be relevant to major key stakeholders

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