• Channel Manager - ID Solutions

    Location MX-Mexico City
    Job ID
    49676
    Function
    Sales
  • Overview

    The Channel Account Manager is responsible for achieving established revenue goals through the recruitment, development and management of a network of resellers within a specified geographic region. Duties would include establishing and executing key accounts plans with Channel Partners in territory with a focus on accelerating sales growth, promoting complete Zebra solutions and further penetrating customer accounts and targeted vertical markets.  Effectively utilize internal and external Zebra resources to support plan initiatives, resolve customer support issues and identify new market/product opportunities. Develop a thorough understanding of your territory business environment and create a strategic plan to focus on growing Zebra’s complete product offering, (printers, supplies, aftermarket and services) with that region.

    Responsibilities

      1. Revenue: Develop, realize and maintain incremental revenue by selling and advocating Zebra products “to”, ‘through”, and “with” partners within specified territory and or assigned accounts.
      2. Strategy: Responsible for working with DCAM’s, KAM’s, and Marketing to develop overall Sales strategy for assigned territory.
      3. Proactively:  Engage Sales reps of Partners to identify, develop and close business in assigned territory
      4. Account Coverage: Qualify, establish and maintain Zebra value propositions to targeted partners in specified territory
      5. Recruitment:  Identify, recruit and develop new Partners within assigned territories.
      6. Enablement: Market current programs and develop strategic plans with select partners to further penetrate current markets, identify new markets and promote the complete Zebra solution
      7. Partnering with Channel Marketing, develop and implement marketing plans and events with select partners
      8. With input and direction from the Director, Channel Sales, manage pricing and margin contribution of Zebra’s solution suite to meet competitive situations on named accounts
      9. Manage key relationships with Zebra Key Account Managers, Product managers, Government Sales, PAX sales, Distribution, Route Sales to effectively facilitate the identification, management and closure of various sales opportunities.
      10. Establish relationship with key levels within a Reseller organization to promote Zebra’s solution suite of products and services as an integral part of the resellers offering and annual plan.
      11. Execute and contribute to the development of Channel sales programs
      12. Act as conduit back to Zebra of information relating to competition, industry changes, program needs or changes, product input and general business health.
      13. Effectively utilize resources such as SEs , Inside Sales reps and other internal support organizations to provide appropriate and timely support to our customers
      14. Is proficient in products, services, policy and programs and can effectively communicate such to our channel partners and customers.
      15. Prudently manages expenses in accordance to stated guidelines and established budgets.
      16. Evaluates, dispenses and follows up with leads provided to Resellers.
      17. Performs other duties as assigned.

    Qualifications

    1. Bachelor’s degree in Business, Marketing, Engineering, Finance. MBA a plus.
    2. 5 -8 years of experience in product marketing, technical sales, business development or channel or alliance management roles at enterprise IT vendors
    3. Track record of consistently exceeding targets
    4. Demonstrated expertise in creating, executing and driving solution selling and product marketing for a technical product
    5. Proven ability to analyze and take action on marketing programs, joint value propositions and business plans for strategic partners
    6. Strong business acumen, negotiation abilities and experience in building a partner-based business
    7. Strong business planning, account management and consultation skills
    8. Excellent team player. Willing to take leadership role in driving initiatives, working across organizations and structuring new approaches to new opportunities.
    9. Cross-functional influence, relationship building, and project management skills for a broad range of constituencies, including partners, national accounts team, marketing and technical management.
    10. Fluency in English is required
    11. Strong computer skills required.
    12. Experience selling to ID Solutions main verticals is a plus (Government sector, Finance sector)
    13. Knowledge of the ID Solutions Card Printing technology is a plus
    14. The hunting could start with competition or complementary portfolio companies such as:

    Competition Companies

     

    1. Datacard
    2. HID Fargo
    3. Evolis
    4. IDP

     

    Complementary Product Companies

    1. Gemalto
    2. Giesecke & Devrient (G&D)
    3. Oberthur

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